The Threat from Within: Account Managers' Concern About Opportunism by Their Own Team Members

Volume: 57, Issue: 9, Pages: 1580 - 1593
Published: Sep 1, 2011
Abstract
It is well known that transaction-specific investments (TSIs) made in customers by account managers makes them vulnerable to opportunism by customers (i.e., the targets of the investments). The present research shows that TSIs made in customers by account managers can also lead them to be concerned about internal opportunism by nontargets of the investments (e.g., information technology or finance specialists in their own teams). Furthermore, it...
Paper Details
Title
The Threat from Within: Account Managers' Concern About Opportunism by Their Own Team Members
Published Date
Sep 1, 2011
Volume
57
Issue
9
Pages
1580 - 1593
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