This thesis consists of two central Parts. Part 1 examines the extent to which an agent s transaction-specific investments (TSIs) in a customer relationship increase his/her concerns for opportunism by his/her own co-workers. Thus, unlike prior research in marketing that examines opportunism by the recipient of TSIs, I show that agents become concerned with opportunism by non-recipients of TSIs. I then introduce novel moderators that shape the relationship between TSIs and concerns for internal opportunism. Importantly, I also show that in response to concerns for internal opportunism, agents will engage in internal safeguarding behaviors. Notably, unlike external safeguards between firms which tend to benefit firms (e.g., relational norms), I show that internal safeguarding has a deleterious effect on performance. I test the set of hypotheses with data collected from two sources: account managers and their supervisors. In Part 2, I advance the emerging view on customer solutions by simultaneously examining the networks within and between selling and buying teams involved in the development and deployment of complex customer solutions. Such a concurrent within-and-between perspective helps to bridge research on buying and selling teams, which prior research tends to examine only in isolation of each other. This research also extends the literature by showing how within-team network characteristics interact with between-team network characteristics to affect solution effectiveness. Notably, I advance the literature by moving beyond firm-level and individual-level dyads to team-level dyads and introduce a new network characteristic mirrored ties to help our understanding of the interactions between these dyads. I develop my hypotheses in the context of a sales team selling a complex customer solution to a buying team and test the hypotheses using an innovative, picture-based conjoint field experiment from 233 purchasing managers.

This thesis examines key concepts from philosophers Nishida Kitaro, Maurice Merleau-Ponty and Fredriche Nietzsche and applies them to elements of Michael Chekhov’s practice of acting. The three philosophers, in different ways, suggest an ‘optimal’ state, beyond a dualistic separation of the fictive from the real and the visible from the invisible, that challenges seemingly unbridgeable dualisms between inner and outer, subject and object, being and becoming and experiencer and experienced. The purpose of this thesis is to analyze and understand these selected ‘optimal’ modes of consciousness in performance and, therefore, open up new ways of thinking about Michael Chekhov’s acting processes; in particular the ‘Psychological Gesture’. The thesis asks the following questions: 1. How can the application of selected philosophical paradigms to the Psychological Gesture through theory and practice further our understanding of Michael Chekhov’s work? 2. How do selected aspects of the fields of phenomenology, post-phenomenology, cognitive sciences, consciousness studies and philosophy of mind, aid in developing an articulation and understanding of an ‘optimal’ state of consciousness as a necessary aspect of the actor’s performance in Michael Chekhov’s work and theatre practice? 3. How can this project develop the way we are able to talk about Michael Chekhov’s work and wider acting processes?