While companies devote extensive resources to sales force monitoring and compensation,
executives continue to puzzle over how to properly motivate their sales personnel to perform …

Purpose Considering recent changes in sales practices, such as the sales role becoming
more strategic, increased reliance on technology for sales activities, increased stress from …

Transformational leadership has become an important subject of research in the field of
management and organizational psychology, due to its powerful influence on individual and …

Purpose Communicating vision of science and technology to inform and educate the nation
is absolutely a way to expand science and technology literacy and promote industry growth …

The authors develop a conceptual framework depicting relationships between salespeople's
self-efficacy and customer response (defined as satisfaction, word-of-mouth, loyalty and …

Drawing on control systems and self-efficacy theories, the authors propose two alternative
perspectives: a control systems convergence, which refers to a salesperson's perception of …

Although previous studies support the main effect of a salesperson's competitive intelligence
(CI) on job-related outcomes, little, if any, attention has been given to the mechanisms that …

Salesperson perceptions of competitive psychological climate (CPC) has been the focus of
research that has revealed both positive (sales performance) and negative (turnover …

Sales representatives (reps) frequently exhibit a lack of lead management effort and sales
managers need to determine why so that they can address the problem. Scant insights exist …

Project managers' leadership has a direct and an indirect effect on project success. Extant
literature has established that transformational leadership style positively affects project …