... in industrial markets combining the appraisal theory with the critical incident technique to identify potential problems and strategies to minimize their effect. Design/methodology/approach This research follows an exploratory qualitative approach based on 18 in-depth interviews with managers from business...

... the changing salesperson role and successfully redesign their sales model. Design/methodology/approach This study reviews and discusses the dynamics observed in the current marketplace and uses appraisal theory to claim that salesperson role change is individual salesperson’s affective decision...