...Richard Conde; Catalin Dinulescu; Lucille Pointer Purpose This study aims to investigate the impact of tenure, performance evaluations and gender of sales leaders at the director (Level 3) and manager (Level 2) levels on sales agent performance. Anchored in the upper echelons theory, the study...

... but does not influence affect. The findings in both studies reveal that managers’ knowledge about the Web has a positive effect on their attitude toward a business website. For Kuwaiti managers, Web expertise has a positive influence on affect. However, Web expertise does not influence managers’ affect...

...Dr. Lars-Johan Åge, Dr. Cecilia Anna Cederlund; Bengt Gustavsson; Lars-Johan Åge Purpose – This study aims to formulate recommendations for business-to-business (B2B) researchers, with the potential to increase the extent to which B2B research is relevant to managers. Design/methodology...

...Dr. Lars-Johan Åge, Dr. Cecilia Anna Cederlund; Lars-Johan Åge Purpose – This study aims to analyze how and why managers adopt and use business-to-business (B2B) research. Design/methodology/approach – Data were collected through participant observations, focus groups and interviews...

... that dynamic innovation capabilities have a curvilinear effect on breakthrough innovation that is moderated by open innovation activities. Design/methodology/approach A mail survey was sent to the top 1,000 firms in Taiwan, the target respondents being senior managers with experience in developing at least...

... and External Environment framework Resource management Managers Therefore, the thesis underlying this article is that theories are fertile grounds for providing conceptual frameworks to guide managerial action. Specifically, because resource‐advantage (R‐A) theory is a general theory of competition...

...Harriette Bettis‐Outland; James I.F. Speakman; Lynette Ryals Purpose Salespeople are frequently required to manage a wide range of complex internal relationships. This paper seeks to explore one aspect of the key account manager's internal selling role which has not been addressed before...

... the internet, all have a positive relationship with internet innovation. Practical implications Competitiveness of tourism destinations depends on the innovation abilities of its firms. Government and tourism managers should foster the factors that affect them positively. To this extent, some practical...

...Paul Mattyssens; Philip L. Dawes; Graham R. Massey Purpose The purpose of this paper is to develop and test a structural model of the factors that explain the level of perceived relationship effectiveness between marketing managers and sales managers. Design/methodology/approach The model...

...Jeffrey E. Lewin; Wesley J. Johnston As world trade has expanded to over two trillion dollars in the past 20 years, the international environment with all its complexities has become the arena in which many sales managers must labor. However, the combination of diverse languages, dissimilar...

...Susan DelVecchio Compares salespeople’s and managers’ perceptions of control. Salespeople in this sample of manufacturing firms perceive they are granted more control over sales‐call related activities than their managers perceived they were granting. This lack of congruity, however, may...

... to measure service quality in different business‐to‐business settings and contrasts them with the SERVQUAL approach. Also describes a new approach for creating business‐to‐business relationships as well as implications for managers given the task of creating a competitive advantage through a service quality...