Sales research has been an on-going endeavor for over 100 years. With countless papers
on the various sales-centric topics that have been authored, there are still massive gaps in …

Self-efficacy has been a focal construct in personal selling research for more than four
decades. This article reviews and examines how self-efficacy has been conceptualized …

We investigate the effect of conditions that create technostress, on technology‐enabled
innovation, technology‐enabled performance and overall performance. We further look at …

Sales organizations are experiencing a period of increasing change in the marketplace.
Consequently, firms must strive to develop and implement successful change initiatives …

Adaptive selling behavior (ASB) is an important factor in salesperson success with
customers. Although significant progress has occurred in understanding the ASB concept, a …

Conventional wisdom suggests that a customer orientation is a vital cornerstone upon which
the success of salespeople is predicated in terms of serving their customers and prospects …

Purpose–This study aims to address the need to study salesperson's customer orientation
and its effectiveness to explain the efficacy of predispositions and skills at individual level …

The adaptive selling behavior (ASB) concept has been the focus of significant attention in
research and practice alike over the past decade. However, there has been but a few …

This study investigates the relationship of perceived ethical climate to individual commitment
to quality, organizational commitment, and performance among business-to-business …

Purpose This study aims to address the need to study salespersons' thought self-leadership
(TSL) and its effectiveness through the interplay of self-efficacy, skills and behavior at the …