...María Badenas-Boldó; Gloria Berenguer-Contrí; Irene Gil-Saura Purpose This study was conducted with the aim of examining the relationship between salespeople’s perceptions of point-of-sale innovativeness (marketing innovation, relational innovation and product innovation) and their innovative...

...Darrell Goudge; Megan C. Good; Michael R. Hyman; Grant Aguirre Salespeople may provide short- and long-term benefits to customers and retailers (Spreer and Rauschnabel, 2016 ; Ulaga and Loveland, 2014). Through their actions, salespeople can create value (Prahalad and Ramaswamy, 2004) by being...

..., is examined and it is found that salespeople perceive less cross‐functional conflict when servicers perform well. Group cohesion decreases conflict directly. The effect of servicer performance on conflict is less pronounced as cross‐functional training increases. In Study 2, salesperson conflict...