The article provides an overview of the research on the association between identifications
(ID) of employees and their organizational citizenship behavior (OCB), and reports findings …

Today's business organizations are faced with increased competition and growing customer
expectations which require varying approaches to market opportunities. These opportunities …

This research aims to bridge the entrepreneurship and marketing/sales literature streams by
studying how young firms enable their resource endowments using value-based selling …

We explore the complexity of salesperson competitiveness and the concept of self-oriented
competitiveness (SOC). Study 1 develops and validates a measure of SOC within a …

Sales and sales force management is a complex activity that largely determines a
company's commercial success. Customer perception of the salespeople in terms of …

Purpose This paper aims to explore the increasing importance of the intraorganizational
dimension of the sales role (IDSR) based on service-ecosystem theory. Specifically, it …

Although companies are increasingly deploying inside sales units, knowledge is scarce
regarding how to effectively incentivize them. In addressing this neglect, this study draws on …

Although humility in leadership has been recognized as vital in leading salespeople to cope
with unpredictability and unknowability in customers, the role of sales leader humility in …

In this digital era, where many product-oriented business-to-business companies are shifting
to a product-service systems approach, frontline employees (FLEs) are urged to complement …

El panorama competitivo actual en las organizaciones, caracterizado por presentar
consumidores altamente exigentes respecto a productos y servicios que atiendan sus …