[HTML][HTML] Global supply chains risks and COVID-19: Supply chain structure as a mitigating strategy for small and medium-sized enterprises
After the COVID-19 pandemic, more research is needed to understand how the impacts of
global events differ among alternative network structures in the presence of supply chain …
global events differ among alternative network structures in the presence of supply chain …
An examination of salesperson bricolage during a critical sales disruption: Selling during the Covid-19 pandemic
COVID-19 has proven to be a disruptive and world-altering event often forcing professional
salespeople to rapidly change the manner in which they do business. Thereby, this …
salespeople to rapidly change the manner in which they do business. Thereby, this …
Increasing resilience by creating an adaptive salesforce
During disruptions such as the COVID-19 pandemic, the resilience of any commercial
organization becomes a critical characteristic. This paper examines the flexibility of the sales …
organization becomes a critical characteristic. This paper examines the flexibility of the sales …
[HTML][HTML] Managerial latitude and adaptive selling: Important roles of salesperson perceived control and work centrality
Based on the Conservation of Resources theory, we propose a positive relationship
between managerial latitude and salespeople's adaptive-selling behavior. We also propose …
between managerial latitude and salespeople's adaptive-selling behavior. We also propose …
From cognition to action: the effect of thought self-leadership strategies and self-monitoring on adaptive selling behavior
Purpose This study aims to investigate salespersons' self-monitoring and its effect on
adaptive selling behavior. As salespeople are constantly facing different customers with …
adaptive selling behavior. As salespeople are constantly facing different customers with …
How salesperson traits and intuitive judgments influence adaptive selling: A sensemaking perspective
DA Locander, JA Locander, FJ Weinberg - Journal of Business Research, 2020 - Elsevier
Although the increasing complexity of selling environments has been widely recognized, we
know little about how salespeople manage the cognitive demands associated with …
know little about how salespeople manage the cognitive demands associated with …
[HTML][HTML] Configurational theory in business and management research: Status quo and guidelines for the application of qualitative comparative analysis (QCA)
Abstract Qualitative Comparative Analysis (QCA) has become a key method in Business and
Management research, sparking significant discussions about its use. While many studies …
Management research, sparking significant discussions about its use. While many studies …
Examining the impact of salesperson orientation on creative selling, passive deviance, and organizational outcomes
The present research examines how customer and selling orientations impact salesperson
predisposition to engage in unconventional workplace behaviors. A theoretical model …
predisposition to engage in unconventional workplace behaviors. A theoretical model …
Symmetric and asymmetric modeling to boost customers' trustworthiness in livestreaming commerce
Livestreaming commerce research has grown amazingly and gained tremendous attention;
however, a comprehensive model that explains and reveals customers' trustworthiness in …
however, a comprehensive model that explains and reveals customers' trustworthiness in …
The (quiet) ego and sales: Transcending self-interest and its relationship with adaptive selling
JR Gilbert, MT Krush, KJ Trainor… - Journal of Business …, 2022 - Elsevier
There is consistent empirical support for the benefits of using adaptive selling behaviors with
customers. However, the identification of trainable salesperson antecedents remains elusive …
customers. However, the identification of trainable salesperson antecedents remains elusive …