Sales organizations continue to exhibit meaningful changes in their structures during the e-
commerce era. This article examines the impact of Internet technology on the evolution of …

Although widely recognized as essential to success, little research has focused on effective
listening skills in the personal selling context. This paper reviews effective listening as seen …

We investigate the effect of conditions that create technostress, on technology‐enabled
innovation, technology‐enabled performance and overall performance. We further look at …

The concept of customer orientation in salespeople is defined, a scale is developed to
measure the degree to which salespeople engage in customer-oriented selling, and the …

Most empirical work on product symbolism has paid relatively little attention to how products
are used by consumers in everyday social life. This paper argues that the subjective …

Learning and performance goal orientations, two motivational orientations that guide
salespeople's behavior, are related to working smart and hard. Working smart is defined as …

Organizational citizenship behaviors (OCBs) are defined as discretionary, extra-role
behaviors on the part of a salesperson that have been shown to influence managers' …

A 16-item scale is developed to measure the degree to which salespeople practice adaptive
selling—the degree to which they alter their sales presentation across and during customer …

The authors propose that adaptive selling is influenced by salespeople's knowledge of
customer types and sales strategies as well as their motivation to alter the direction of their …

During disruptions such as the COVID-19 pandemic, the resilience of any commercial
organization becomes a critical characteristic. This paper examines the flexibility of the sales …