... their sales performance. Salesperson Transformational leadership Transactional leadership Sales performance Sales force Strategy implementation Middle managers, such as sales managers, play an important role in organizational strategy implementation because they serve as a link between top...

... the links between two types of performance (outcome- and behavior-based) and three types of goal orientations (PPGO, PAGO and LGO). Motivation Sales force Sales management Goal orientation Sales performance Ministry of Science and Technology 105-2410-H-030-070- Yu-Tse Lin can...

... through three process variables; self-efficacy, selling skills and adaptive selling behavior. The results should encourage managers to leverage salesperson’s TSL strategies to build a self-leading sales force and optimize supervision cost. Moreover, training the sales force for enhanced TSL has immediate...

...). Sales force Selling Trust Regression analysis Adaptive selling Selling orientation Similarly, Villena et al. (2011 , p. 563) noted that “When trust is built through repeated transactions, decision makers tend to be less concerned about the opportunistic behavior of others”. Buyers...

... of our research questions and hypotheses. Sales force Sales management Conservation of resources theory Sales success versus failure Longitudinal design Seven months later, Allison had just read the email from Dan Reynolds at Northern, indicating that Boise had lost the order...

... to foster long-term customer relationships (Hunter and Perrault, 2007 ; Papastathopoulou et al., 2007). Many organizations spend considerable human and financial resources in equipping their sales forces with IT (Ahearne et al., 2008). Nevertheless, recent findings from the IT literature...

... Loyalty Sales force Hierarchical position of the buyer Perceived adaptive selling The above implies that the successful adaptation of a sales approach can be a difficult task that requires extra effort on behalf of the salesperson (Weitz et al., 1986 ; Spiro and Weitz, 1990 ; Porter...

.... when the new salesperson starts his/her position, he/she will not initially perform at the same level of the experienced salesperson (Russ and McNeilly, 1995). This is important for the company as a whole, not just the sales force (Chelariu et al., 2008). Third, when a sales force...

... Publishing Limited 2013 Sales force Sales performance Transformational leadership Trust Employees behaviour Business‐to‐business salespeople Trust in organization Moral judgment An executive summary for managers and executive readers can be found at the end of this article .Selling...

... of salespersons increases customer‐oriented selling. Sales force Customer orientation Emerging markets Experience Job satisfaction Selling Sales performance India An executive summary for managers and executive readers can be found at the end of this article . H1. Adaptive...

..., the following questions remain: © Emerald Group Publishing Limited 2013 Sales support Sales transactions Role stress Selling Sales force Stress Performance levels An executive summary for managers and executive readers can be found at the end of this article. It is often...

... Customer orientation Sales force Trust Ethics Trust in manager An executive summary for managers and executive readers can be found at the end of this article. Much emphasis has been placed on understanding individual ethical decision making in the organization and providing means for improving...

...., 2002). In their study of a pharmaceutical sales force, Ahearne et al. (2008) found higher frequency of technology usage resulted in higher levels of salesperson adaptability and customer‐rated service levels. This result, i.e. high technology use leading to more adaptability and customer...

... (expected or past) (Mitchell, 1982). Expectancy theory is dominating the sales force motivation literature since 1980s (Teas and McElroy, 1986), and expectancy (or instrumentality) model has been considered an effective framework for studying sales force motivation. According to expectancy theory...

.... Hence, our understanding of emotional traits is limited and predominantly considers personnel employed within a developed, Western‐based sales force. In sum, marketing researchers have a substantial opportunity to better understand salespeople's emotional traits, especially for a sales force...

... salespeople to concentrate their efforts in a new direction. These efforts will influence both individual and company outcome. Sales force Compensation Sales performance An executive summary for managers and executive readers can be found at the end of this article. Salespeople are one...

... in the organization and externally in relationships with customers (Wright and Hobfoll, 2004). Sales force Emotional dissonance Stress Work psychology Family An executive summary for managers and executive readers can be found at the end of this article. Emotional exhaustion (e.g. Babakus...

... businesses, identified as communication and information processing. In addition, the team realized that the growing markets were demanding an expanded product portfolio and therefore new core competencies. Supply chain management Sales force Analytical hierarchy process Case studies United States...

.... training and recruiting. Sales force Sales performance Customer orientation An executive summary for managers and executive readers can be found at the end of this article. One of the key issues relating to managing sales force is how to improve a B2B salesperson's performance...

... will fulfill his/her commitments. This typically stems from previous interactions and experiences with that salesperson (i.e. “… this salesperson has never let me down before … ”). Prior research suggests that sales force management may involve tradeoffs between sales control and trust (Williamson, 1985...