... the structure of the citation network and the MPA procedure which sets out to find the best solution (i.e. journey route) known as the main path. Main path analysis (MPA) Literature review Sales Sales performance There are many relevant reasons to investigate the foundations and evolution...

... management Goal orientation Sales performance Crisis resilience Salespeople are increasingly tasked with navigating a VUCA (Volatile Uncertain, Complex and Ambiguous) environment. The volatility and uncertainty are often compounded by the frequency of occurrence of unprecedented adverse events...

... 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...

...Yuhyung Shin; Won-Moo Hur; Tae Won Moon Purpose This study aims to test the mediating effect of cross-selling behavior (CSB) on the relationship between sales manager feedback (i.e. output and behavioral) and sales performance, and the moderating effect of emotional labor (i.e. deep and surface...

... orientation and value co-creation, leading to higher sales performance. Independent self-construal is found to deteriorate the positive effects of salesperson moral identity centrality on the inclusion of others in the self, expansion of the circle of moral regard and customer orientation. Research...

... Limited 2021 Emerald Publishing Limited Licensed re-use rights only Performance measurement Sales Sales management Control systems Job satisfaction Sales performance Personal selling Outcome controls Inside sales Sales management culture Autonomous motivation Operational outcome...

... tested through a sample working in pharmaceutical sales in an emerging economy. In accord, the authors investigate the relationships between self-efficacy, behavioral self-leadership, adaptive selling and ultimately sales performance. This study also investigates the moderating role of technical...

..., who works at an Information Technology (IT) computing service provider. To create appropriate and relevant manipulations about company-related/-unrelated causes that may influence sales performance, a panel of 10 sales professionals from the IT industry were asked to provide the potential causes...

... punishment Contingent reward Retail selling Customer orientation Sales performance National Natural Science Foundation of China 71572103 Not only are non management associates bullied and mistreated also are our own assistant managers, my managers have told me on more than one occasion...

... satisfaction (CS) and sales performance. Design/methodology/approach A large-scale survey of 872 customers and 530 frontline employees across 50 branches of a major retail bank in New Zealand serves as the study setting. Findings The results indicate that RO has a significant negative effect on IQ...

... to customers and thus realise a favourable export venture branding position (cf. Naik and Raman, 2003 ; Keller and Lehmann, 2006 ; O'Cass and Ngo, 2007 ; Christensen et al., 2008). This leads to the following hypothesis: Globalization Exports Brands Sales performance International...

... to the leader expectations of high performance, quality, and standards of excellence on the part of the followers. © Emerald Group Publishing Limited 2009 Sales performance Control systems Transformational leadership Sales management The pivotal role of sales managers' behaviors...

... customer orientation and job performance ”, Journal of Marketing Theory and Practice , Vol. 9 No. 3 , pp. 16 ‐ 25 . Boorom , M. , Goolsby , J.R. and Ramsey , R. (1998), “ Relational communication traits and their effect on adaptiveness and sales performance ”, Journal...

... of salespeople in putting customer orientation into practice. © Emerald Group Publishing Limited 2007 Customer orientation Sales performance Customer orientation has been shown to have a positive impact on performance at both the company (Narver and Slater, 1990 ; Singh and Ranchhod, 2004...

... and Perreault, 1982). Sales Human capital Sales performance Compensation Resources Canada Taking a behavioral, script‐theoretic perspective, scholars have long explored how salespeople with a richer and more in‐depth knowledge‐structure perform better than others by: adapting...

...R.S. Mason Suggests that frequent review of product sales performance is essential to the planning and control process. Investigates those products which have reached maturity or saturation stage of their product life cycle and reviews these in order to decide on their future product strategy...