... sales organizations secure the buy-in of sales managers and induce their championing behaviors directed toward the sales force?. The purpose of this paper is to investigate how organizational and psychological resources influence sales managers' DT change champion through their change readiness...

...Andrea Vocino; Nicholas McClaren Purpose The purpose of this study is to show how senior management can create work environments conducive to ethical behavior in organizations through the use of sales managers’ professionalism and professional identification. The study also aims to demonstrate...

... Limited Licensed re-use rights only The purpose of this paper is to understand what sales management practices (SMPs) are being used by managers in the current market place, changes over time, insights that can be gained and future research needs. Data for this paper were collected via...

...Cathy Owens Swift; Jane P. Way; Robert Wayland Explains for sales managers the provisions of the Americans with Disabilities Act 1990, which provides protection for all disabled US citizens. Provides guidelines for industrial sales managers to ensure that they conform with the new legislation...