Despite the large body of research that examines the determinants of salesperson
performance, significant variation exists regarding how scholars can operationalize …

Firms often utilize salesperson intelligence in marketing strategies to improve sales
performance. However, this approach is problematic if the information is based on …

This study builds on and extends previous sales leadership research by exploring sales
professionals' perceptions of effective leadership behaviors. Semistructured interviews with …

Purpose Based upon social exchange theory, this study investigates the mediating effect of
consumers' trust in banking industry frontline employees on two relationships:(1) the relation …

This study on the person-organization fit theory, measured in terms of value congruence,
explored qualitative data from a survey of non-managerial retail employees in a …

The customer is not always right, but he or she is always the customer. Building on the
cognitive appraisal theory, a multilevel design was adopted to examine how customer …

Resource-based theory (RBT) posits that firms gain competitive advantage through bundles
of valuable and rare resources and sustain that advantage over time when such resources …

The purpose of this study was to investigate how servant leadership influences a
salesperson's perceived organizational support (POS), outcome performance, turnover …

While many firms are increasing salespeople's service expectations alongside selling
responsibilities, evidence suggests this strategy is difficult to implement. Yet research …

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