... competitive intensity) and one consequence (individual proficiency). Design/methodology/approach Data were collected from 297 salespeople working at 105 enterprises in a range of industries. Data analysis was performed by applying confirmatory factor analysis and structural equation modelling. Findings...

... benefit all age groups. Using the moderating effect of age among salespeople, this research analyzes the effects of trait mindfulness and functional flexibility regarding sales performance based on the conservation of resource theory. Design/methodology/approach Survey data were collected from 227...

...) moderates these effects. Design/methodology/approach Data were collected using a cross-sectional design with a web-based survey. The respondents were business-to-business salespeople. All relationships were tested by regression modeling. Findings Support was found for most direct effects, and LOC...