Vertical marketing systems for complex products: A triadic perspective (2004)
Wuyts, S.H.K., Stremersch, S., Butle, C. Van Den, Hans Franses, P.
Empirical Tests Of Optimal Cognitive Distance
Wuyts, S.H.K., Colombo, M.G., Dutta, S., Nooteboom, B.
This article provides empirical tests of the hypothesis of ‘optimal cognitive distance’, proposed by Nooteboom (1999, 2000), in two distinct empirical settings. Variety of cognition,...
Moving in Social Circles – Social Circle Membership and Performance Implications
We investigate social circles in intra-firm settings. First, we argue that social circles are inhabited by individuals whose attitudes display fit with the objectives of the social circle rather than...
Prior research on technology-intensive (TI) markets makes abstraction of the social context in which transactions take place. In contrast with this prior literature, the authors show that...
Belschak, F.D., Wuyts, S.H.K., Bagozzi, R.P.
Account managers invest in two distinct, compensatory social ties to achieve social capital, namely peripheral knowledge ties and implementation support ties. The first ties require communal...