... orientations and crisis resilience. Sales management Goal orientation Sales performance Crisis resilience Building strong crisis resilience is a possible way in which salespeople can deal with eventualities and still achieve performance. A recent report by Ernest and Young (E&Y, 2020) shows...

... at: rappa@ohio.edu 05 04 2023 13 08 2023 09 10 2023 10 10 2023 © Emerald Publishing Limited 2023 Emerald Publishing Limited Licensed re-use rights only Personal selling Sales management Service-dominant logic Service ecosystems Theory development Sales...

... Emerald Publishing Limited 2023 Emerald Publishing Limited Licensed re-use rights only Marketing strategy Sales management Sales performance Rapid technological advancements undeniably shape the modern landscape of sales practice. Despite the 25-year lapse since the widespread...

... sales managers, 19 company, 339 customers – Germany Customer loyalty Social media use interacts with customer status to increase customer loyalty; social media use interacts with size of the buying center to negatively impact customer loyalty Chuang (2020) 241 Sales managers – Taiwan Social...

..., and environmental complexity characteristics, that is, demands. Digitalization Sales management Salesperson characteristics Complexity Job demands-resources model Salespeople with longer job tenure have more experience and are, therefore, more knowledgeable and informed compared to salespeople...

...Richard Conde; Victor Prybutok; Kenneth Thompson Purpose Previous sales control research has limited the definition of outcome controls exclusively to sales outcomes in an outside sales context. In addition to sales outcome controls, inside sales managers use phone operational outcomes...

... This study clarified the key drivers of RV decision-making using SLT and identified an effective sales development strategy to maintain an ethically responsible salesforce. Organizational development Financial salespeople Sales management Recidivism Business ethics Chia-Yi Cheng can...

...Elyria Kemp; Aberdeen Leila Borders; Joe M. Ricks Purpose The purpose of this paper is to examine the role of sales manager support in promoting the subjective well‐being of salespeople as well as the function of the sales manager in cultivating positive, motivating and productive environments...

...Susi Geiger; Paolo Guenzi; Nikolaos Panagopoulos; Sergios Dimitriadis Purpose Two rather distinct lines of theory/research have emerged in the study of sales manager's effectiveness. The first focuses on the notion of sales force control systems (SFCS) while the second focuses on transformational...

... in the sales environment and how they may impact on the sales function in a European and international context. It presents a contemporary picture of the state of academic sales management knowledge and contrasts it with academic perceptions of areas of concern for sales practitioners. In so doing...

... are low. However, KAM might prove to be a tool to clarify the seller dedication to the customer. Key accounts Complexity theory Sales management Industrial marketing Operational complexity may affect the customer expectations, as in the lower right quadrant in Figure 2 , especially...

...Susi Geiger; Paolo Guenzi; John W. Cadogan; Nick Lee; Anssi Tarkiainen; Sanna Sundqvist Purpose The purpose of this paper is to develop and test a model of the role managers and peers play in shaping salespeople's ethical behaviour. The model specifies that sales manager personal moral...

... to seek samples. © Emerald Group Publishing Limited 2008 Buying behavior Advertising Sales management Quality control Intentions result from decisions to act in a particular way (Fishbein and Ajzen, 1975). Eagly and Chaiken (1993 , p. 168) noted that intentions are a psychological...

... in collaborative and co‐operative activities. Relational value is defined as being appropriated by both supplier and customer. © Emerald Group Publishing Limited 2006 Key accounts Sales management Value analysis Marketing deals with exchanges and the management of relationships (Achrol...

... promotions and consumer reactions. © MCB UP Limited 2003 Sales management Premium products Marketing communications Consumer behaviour Sales promotion comprises a multitude of marketing tools designed to stimulate the purchase of goods and services by providing an incentive. Among those...

... to key sales management aspects. Following a review of the pertinent literature, certain organisational elements and managerial factors were identified as potentially important discriminators between high‐ and low‐effectiveness of export sales units. The study findings indicate that compared to poorly...

... performance and sales organization effectiveness relationships. Empirical analyses are conducted using data from a sample of 174 field sales managers in Austrian sales organizations. The results of moderator regression analyses indicate that salesperson capabilities, product type, and industry growth...

... of performance‐reward contingency, salesperson career stage, and salesperson performance level, are developed and subjected to empirical testing. The results offer valuable insights for sales managers attempting to develop and maintain highly committed salesforces, and researchers attempting to explain...

...Alan J. Dubinsky; Rajiv Mehta; Rolph E. Anderson States that little empirical work is available as a guide in the design and implementation of sales manager training programs. Examines the relationship between trainee satisfaction with sales manager training (a measure for training effectiveness...

...Ken Grant; David W. Cravens Examines the impact of manager and salesforce antecedents on sales organization effectiveness, using a sample of 146 Australian sales units. Indicates that sales manager monitoring, directing, evaluating and rewarding activities distinguish between high and low sales...