Browsing by Author "Banin, Abena Yeboah"

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Quadratic effects of dynamic decision-making capability on innovation orientation and performance: evidence from Chinese exporters

Hughes, Paul; Souchon, Anne L.; Nemkova, Ekaterina; Hodgkinson, Ian R.; Oliveira, Joao S.; Boso, Nathaniel; Hultman, Magnus; Banin, Abena Yeboah; Sy-Chango, Joseph (Article)

This study examines quadratic effects of three export decision-making approaches (planning, creativity and spontaneity) on innovation orientation, and the direct effect of innovation orientation on export market performance. ...
Salesperson improvisation: Antecedents, performance outcomes, and boundary conditions

Banin, Abena Yeboah; Boso, Nathaniel; Hultman, Magnus; Souchon, Anne L.; Hughes, Paul; Nemkova, Ekaterina (Article)

Premised on the idea that not all salesperson behaviors can be pre-scripted and that, increasingly, salespersons must find ways to respond to unexpected but urgent market conditions, this study theorizes the drivers, ...