Despite the prominence of ethics in mainstream marketing literature, its position in business-
to-business (B2B) marketing continues to be underrepresented. In this article, we conduct a …

The role and nature of business-to-business (B2B) sales has evolved since the end of the
20th century, mostly driven by technological, organizational and social changes. However …

Sales managers face challenges in leading their salespeople. Viewing transformational
leadership (TL) as pivotal to gain attitudes necessary for good performance, we present …

Little is known about how ethical organizational contexts influence employees' perceived
stress levels and well-being. This study used two theoretical lenses, ethical impact theory …

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

Within the domain of sales ethics, researchers are increasingly challenged to adopt a focus
on the emotional elements of sales and ethics. However, previous research has primarily …

Despite significant increases in training and development of global managers, little is known
about the precursors of transformational leadership in Multilatinas. While prior cross-cultural …

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

This article investigates the sales force socialization process, wherein newly hired
salespeople often face failure-prone environments. Drawing from the learned helplessness …

Research into ethics in personal selling and sales management has increased substantially
over the preceding decade by investigating complex dimensions of ethical decision-making …