...Carlos Ferro-Soto; Carmen Padin; Goran Svensson; Nils Høgevold This study aims to validate a research model testing trust and commitment as mediators between economic and non-economic satisfaction in sales manager business to business (B2B) relationships. Based on a broad range...

...Deva Rangarajan; Bryan Hochstein; Duane Nagel; Teidorlang Lyngdoh Purpose The increasingly complex business-to-business (B2B) sales process necessitates that sales managers strike the right balance between appropriate resource allocation, while also maintaining the profitability...

...Geoffrey L. Gordon; C. David Shepherd; Brian Lambert; Rick E. Ridnour; Dan C. Weilbaker Purpose The purpose of this paper is to examine sales manager training approaches, methods, and instructors (as well as their perceived effectiveness, frequency, and assessment). Design/methodology/approach...