COVID-19 has proven to be a disruptive and world-altering event often forcing professional
salespeople to rapidly change the manner in which they do business. Thereby, this …

Purpose Flexibility in the workplace is increasingly considered an important aspect of
human resource strategy aimed at attracting and retaining a high-quality workforce. The …

Purpose The focus of this article is to provide an overview of the existing business-to-
business literature on two sales constructs that have been of interest to marketers. Although …

Purpose The increasing interest of grit research in sales represents an opportunity as sales-
dependent organizations stand to benefit significantly from an enhanced understanding of …

Purpose This study aims to investigate the direct effect of the behavior-based sales control
system on job outcomes: salesperson's performance and turnover intentions. The current …

This study investigates the relationship between organizational rumors and employee
turnover intentions, with a specific focus on employees exhibiting individual entrepreneurial …

Although contemporary business-to-business (B2B) sales organizations are shifting toward
synergistic and holistic selling approaches, some salespeople possess Lone Wolf …

Generation Z is entering the labor market. Like the previous generation, Generation Z has its
own specific characteristics, values and expectations. This creates new challenges for …

This study examines research topics in various functional areas of business by employing
network text analysis (NTA) on articles published in the Journal of Managerial Issues (JMI) …

Tuition-driven universities depend heavily on net tuition revenue to operate. However, the
individuals responsible for delivering the type of enrollment that meets university goals …