... consider goal orientation as a resilience-promoting factor. We follow Silver et al.’s (2006) conceptualisation of performance goal orientation in sales management as comprising two distinct dimensions: performance-approach; and performance-avoidance orientation. Salespersons...

... and Rowan, 1977 ; Phillips et al., 2004). This summary provides a springboard for advancing ideas on the application of the HWV framework in a specific sales management environment. The reconceptualization of selling as a discursive process directed toward the maintenance, change or disruption...

... principles and related theoretical foundations and integrates them with relevant ST research to develop the STE framework. Marketing strategy Sales management Sales performance Rapid technological advancements undeniably shape the modern landscape of sales practice. Despite the 25-year...

... in B2B exchanges. Omar S. Itani can be contacted at: omar.itani@lau.edu Salesperson Social media use Social capital Value cocreation Knowledge Reputation Networking Cross-selling Upselling Sales management Complementing these perspectives, researchers have also examined how...

... of this licence may be seen at http://creativecommons.org/licences/by/4.0/legalcode Digitalization Sales management Salesperson characteristics Complexity Job demands-resources model Business-to-Business (B2B) sales are becoming more and more digital. Already in 2015, 60% of respondents...

...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...

... © Emerald Publishing Limited 2019 Emerald Publishing Limited Licensed re-use rights only Organizational development Financial salespeople Sales management Recidivism Business ethics Literature on ethical decision-making has contended that organizational factors, individual...

...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...

... heretofore. Originality/value The article combines perceptual data with Williams and Plouffe's meta‐analysis of published sales research to deliver a comprehensive and actionable picture of the state of sales research. © Emerald Group Publishing Limited 2009 Sales Sales management Research...

... factors, and in particular, complexities in and between the selling and buying organisations. Key accounts Complexity theory Sales management Industrial marketing Research on industrial sales is very much focused on sales personnel and issues such as sales training that use theories...

...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...

...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...

... toward the action, which in turn may act as a predictor of intention. Therefore, H3 is offered: © Emerald Group Publishing Limited 2008 Buying behavior Advertising Sales management Quality control Buyers will sometimes hesitate to buy a product because they fear some form...

... the management of value are derived which enable further empirical research and a more nuanced managerial approach towards KAM. © 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...

... 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...

... 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...

...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...