...Claudio Pousa; Yunling Liu; Asad Aman Purpose The purpose of the study is to test the effect of relationship managerial behavior (i.e. managerial coaching) on frontline employee performance (i.e. sales performance) and the mediating effect of employee's relationship behaviors (i.e. customer...

...@lakeheadu.ca 28 04 2017 08 07 2017 25 07 2017 © Emerald Publishing Limited 2018 Emerald Publishing Limited Licensed re-use rights only China Cross-cultural management Frontline employees Customer orientation Managerial coaching Sales performance Recent critics...

... of managerial coaching on frontline employee behavioral and sales performance, but no moderation effect was found. The measuring and causal models showed invariance for employees in their early (one to seven years of selling experience), middle (8-15 years), and late (more than 15 years) career stages...

...Fernando Jaramillo; Greg W. Marshall This article identifies the selling techniques that are critical success factors (CSFs) for salespeople who sell banking products and services in Ecuador. The study examines the selling techniques that differentiate top and bottom sales performers...