Time, change, and longitudinally emergent conditions: understanding and applying longitudinal growth modeling in sales research
Despite calls for increased use of longitudinal data in academic sales research, the
overwhelming majority of published studies utilize cross-sectional designs. Yet, given the …
overwhelming majority of published studies utilize cross-sectional designs. Yet, given the …
Ethical climate at the frontline: A meta-analytic evaluation
SB Friend, F Jaramillo… - Journal of Service …, 2020 - journals.sagepub.com
Long-term customer relationships develop over repeated interactions, underscoring the
importance of frontline employees (FLEs) engaging in ethical behaviors. Therefore …
importance of frontline employees (FLEs) engaging in ethical behaviors. Therefore …
Curbing the undesirable effects of emotional exhaustion on ethical behaviors and performance: A salesperson–manager dyadic approach
Recent events and popularized stereotypes call into question the ethics of salesperson
behaviors. Although prior research demonstrates that salespeople's emotional exhaustion …
behaviors. Although prior research demonstrates that salespeople's emotional exhaustion …
Incentive effects on ethics
We review and synthesize research on the effects of incentives on ethical and unethical
behaviors. Our review of 361 conceptual and empirical articles, which are scattered across …
behaviors. Our review of 361 conceptual and empirical articles, which are scattered across …
Alleviating the negative effects of salesperson depression on performance during a crisis: Examining the role of job resources
Depression is an important and prevalent issue often overlooked in the sales literature.
Although prior research provides evidence that depression negatively impacts a variety of …
Although prior research provides evidence that depression negatively impacts a variety of …
Whom to hire and how to coach them: a longitudinal analysis of newly hired salesperson performance
Salesperson hiring decisions are critical for firms, and managers typically accept one of two
viewpoints regarding optimal hiring strategies. The first asserts that prior sales experience …
viewpoints regarding optimal hiring strategies. The first asserts that prior sales experience …
Moving beyond ethical decision-making: A practice-based view to study unethical sales behavior
Changes in the business environment are rapidly transforming sales practice and
pressuring the integrity of key actors in sales. Given that unethical sales behavior is a social …
pressuring the integrity of key actors in sales. Given that unethical sales behavior is a social …
Social anxiety and salesperson performance: The roles of mindful acceptance and perceived sales manager support
Social anxiety affects salespeople. Yet little is known about its association with salesperson
performance and the resources that might alleviate its presumably negative impact. Drawing …
performance and the resources that might alleviate its presumably negative impact. Drawing …
To be or not to be: a review of the (un) ethical salespeople literature
Purpose Despite the prominence of ethics in mainstream marketing and sales literature,
studies on the role of unethical sales practices remain sparse. As a result, we sought to fill …
studies on the role of unethical sales practices remain sparse. As a result, we sought to fill …
Analyzing sales proposal rejections via machine learning
The sales profession is fraught with customer rejection and defections. Understanding why
customers say “no” to a sales proposal is complex given that factors at the organizational …
customers say “no” to a sales proposal is complex given that factors at the organizational …