Sales research has been an on-going endeavor for over 100 years. With countless papers
on the various sales-centric topics that have been authored, there are still massive gaps in …

The commitment-trust theory (CT theory) of relationship marketing ushered in a new
marketing paradigm that shifted attention from discrete transactions to establishing …

The nature of professional selling has transformed profoundly over the last few decades
resulting in a fundamental redefinition of the role of the sales force. Despite this evolution …

Innovation commercialization, an important managerial challenge, depends heavily on the
sales force for its success. However, little empirical research has examined how firms should …

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 …

As companies expand their international footprint, insight regarding how to effectively
organize international selling and sales management (ISSM) efforts is becoming …

Purpose The purpose of this study is to explore the linkages among emotional intelligence,
relational selling behavior and salesperson performance. Although existing research …

Purpose Exporting is a popular foreign market entry mode, especially among small-and
medium-sized enterprises (SMEs). The success of SME exporters depends on their ability to …

Changes in the business environment are rapidly transforming sales practice and
pressuring the integrity of key actors in sales. Given that unethical sales behavior is a social …

Adaptive selling (AS) and customer-oriented selling (COS) constitute two key customer-
directed selling behaviors for the success of the modern sales force. However, knowledge …