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 …

Purpose Considering recent changes in sales practices, such as the sales role becoming
more strategic, increased reliance on technology for sales activities, increased stress from …

This study uses dyadic data from 145 salespeople paired with their managers to investigate
relationships among servant leadership, ethical work climate (EWC), behavior control, trust …

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

Purpose In most countries, independent hotels are a major contributor to both national
economy and the hospitality sector, but to the best of the authors' knowledge, there is a lack …

Previous research has explored the role of political skill as an intra-organizational skill but
not in the context of business-to-business seller's customer relationships and sales …

Purpose This study aims to examine the mediating and moderating roles of cognitive trust
and organizational culture in the relationship between leadership and employee task …

The concept of trust within organizations, or intraorganizational trust, has been considered
as a potential mechanism to increase performance and as such has attracted growing …

In today's competitive environment, salespeople are challenged with creating customer
value in an ethical manner while meeting performance goals. Sales supervisors play a …

With today's emphasis on building strong customer relationships in the business-to-business
sales environment, appropriate leadership is necessary to instill ethical and provide the …