Purpose The purpose of this article is to present a systematic review of scientific production
on career stages in the last decade (2011–2020). More specifically, it seeks to understand …

This study builds on previous research concerning sales manager selection by examining
the characteristics of effective sales managers from two perspectives—that of sales …

For years, the channel manager remained an organizational position found mainly in
textbooks and the literature and seldom on company organization charts. Recently …

Purpose The impact of managerial coaching on frontline employee performance has
received initial support in literature in recent years. However, no studies have explored if this …

Personal selling and sales management issues have been the focus of tremendous
attention by research scholars, thus expanding our extant knowledge of the field of …

The politician Woodrow T. Wilson is known to have said:“I not only use all the brains that I
have, but all that I can borrow”. It is my firm conviction that such an approach is not only …

For many years, marketing activities management was mostly found in marketing textbooks
or in articles focusing on large organizations in Western contexts. However, it is becoming …

Globalization has resulted in intensely competitive markets, which has made it more difficult
for firms to remain profitable. In addition to cost-cutting imperatives, organizations are …