Jan Heide

Business-to-Business Projects, Task Configuration, and Innovation

Elham Ghazimatin, Erik A Mooi, Jan B Heide

Journal article  |  2022  |  JOURNAL OF MARKETING RESEARCH

Many new products and processes originate from projects. In two studies, the authors consider how a project's organizational desig..

Who We Are and How We Govern: The Effect of Identity Orientation on Governance Choice

Jan B Heide, Simon J Bell, Paul Tracey

Journal article  |  2022  |  JOURNAL OF MARKETING

The authors draw on emerging research in organization theory to suggest how different firm-level identity orientations (individual..

When the Honeymoon Is Over: A Theory of Relationship Liabilities and Evolutionary Processes

Danielle A Chmielewski-Raimondo, Ali Shamsollahi, Simon J Bell, Jan B Heide

Journal article  |  2022  |  JOURNAL OF MARKETING

The authors draw on the sociological theories of the “liability of newness” and the “liability of adolescence” to generate new ins..

Mobilizing the Temporary Organization: The Governance Roles of Selection and Pricing

Elham Ghazimatin, Erik Mooi, Jan B Heide

Journal article  |  2021  |  Journal of Marketing

Many marketing transactions between buyers and suppliers involve short-term collaborations or so-called temporary organizations. S..

The Temporary Marketing Organization

Allegre L Hadida, Jan B Heide, Simon J Bell

Journal article  |  2019  |  Journal of Marketing

Increasingly, marketing activity is carried out within temporary organizations, whereby teams are assembled to complete a specific..

Relationship Governance Dynamics: The Roles of Partner Selection Efforts and Mutual Investments

Kenneth H Wathne, Jan B Heide, Erik A Mooi, Alok Kumar

Journal article  |  2018  |  JOURNAL OF MARKETING RESEARCH

The article studies interfirm governance in the context of supplier–reseller relationships. Using a longitudinal study, the author..

Customer Satisfaction and Purchase Behavior: The Role of Customer Input

A Eisingerich, O Merlo, J Heide, P Tracey

Book Chapter  |  2016

Prior work emphasizes the role of satisfaction and positive word-of-mouth in affecting customer behavior. This research introduces..

Forms of competition and outcomes in dual distribution channels: The distributor’s perspective

AS Vinhas, JB Heide

Journal article  |  2015  |  Marketing Science

The focus of this paper is dual distribution channels in business-to-business markets. We take the perspective of the distributor,..

Network Strength in Service Employee Teams: Implications for Information Processing and Customer Orientation

B Mengüç, SJ Bell, S Auh, JB Heide, O Merlo, P Tracey

Book Chapter  |  2015

Using the extant literature on social networks and organizational learning, and drawing from the available work on social networks..

Does Sole Sourcing Generate the Desired Short-Term Performance?: An Exploratory Study

RL Stump, ZG Li, JB Heide

Book Chapter  |  2015

This study develops and empirically tests a model of how exchange transactions are structured within inter-organizational relation..