... et al., 2014 ; Svensson et al., 2010). Figure 1 Sales manager research model and hypothesized relationships Accordingly, the research model in this study on channel relationships under a sales-manager perspective, positions trust and commitment as key mediators between...

...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...