Rapport and rapport-building are fundamental building blocks of the sales process. As part
of the approach in personal selling, as well as a relationship-building mechanism, rapport …

This research examines the antecedents and outcomes of organizational frontline
employees'(FLEs') resilience. Developing a better understanding of resilience, defined as an …

The global health pandemic triggered many challenges for businesses and society, forcing
organizations and salespeople alike to pivot, alter their sales strategies, accelerate their …

Loneliness has become increasingly common in society, especially for salespeople as they
navigate the more remote, digital world of selling. Understanding how loneliness impacts the …

While engagement has enjoyed an abundance of academic and practitioner attention
recently, few studies have examined engagement from the perspective of end users utilizing …