The construct of motivation is one of the central themes in selling and sales management
research. Yet, to-date no review article exists that surveys the construct (both from an …

The dominant research paradigm in sales research involves testing theory through empirical
research. Nascent or underdeveloped research areas, however, may lack or have …

Facial appearances bias human decisions. This study's objective, leveraging facial
impression bias, is to explore the underlying mechanisms and boundary conditions under …

Purpose–The purpose of this paper is to identify and analyze the main strategies used in
organizations to enhance intergenerational learning (IGL) and reduce knowledge loss. The …

Abstrak− Penelitian ini bertujuan untuk mengkaji bagaimana tiga faktor, yaitu kemampuan
interpersonal, modal psikologi, dan dukungan supervisor berpengaruh dengan kinerja para …

While interest from the practitioner community in topics pertaining to global sales forces
continues to accelerate, academic sales research that examines the challenges faced by …

The purpose of this study is to model and test some of the antecedents (individual
characteristics) and outcomes (selling performance) of proactive behavior among younger …

Purpose This study investigates factors that motivate social media users to retransmit
rumors. We focus on everyday rumors rather than catastrophic rumors and develop a model …

Relationship selling is a strategy of attracting suitable consumers and then establishing,
sustaining, and strengthening relationships with them to achieve long-term satisfaction …

Many qualitative sales researchers have encountered the proposition problem: the desire to
include propositions in their qualitative work coupled with the discomfort in how to do so …