... to provide a detailed account of the activities that international salespeople are engaged in. Further, this study suggests that the stages of the sales process differ between transactional exchanges and strategic relationships. However, this study offers more insight on the development of strategic long...

...Hayam Alnakhli; Rakesh Singh; Raj Agnihotri; Omar S. Itani Purpose This study aims to investigate salespersons’ self-monitoring and its effect on adaptive selling behavior. As salespeople are constantly facing different customers with various needs and want and engaging in a different sales...

.... To address this controversy, this study aims to examine the effect of mobile technology use (smartphones, laptop computers and tablets) on salespeople’s role stress and job satisfaction. Design/methodology/approach Hypotheses are tested using responses of 265 sales employees working for a broad range...

... influences performance. Design/methodology/approach The study’s hypothesis was analyzed using data collected from business-to-business salespeople working for a manufacturing firm. A partial least squares analysis was used to test the study’s proposed hypotheses. Findings The results of this study...

...., 2001), this paper develops and tests a model that examines the relationships among ethical leadership, customer orientation, commitment to providing superior customer value and job stress in the salesforce. Design/methodology/approach The sample includes 408 business-to-business salespeople...

.../methodology/approach – The sample included 279 business-to-business salespeople from across the USA. Structural equation modeling was used to analyze the data. Findings – Servant leadership and salesperson participation in quota setting both positively impact distributive justice perceptions (i.e...

...Paolo Guenzi; Federico Panzeri Purpose – The purpose of this paper is to more thoroughly investigate the role of organizational citizenship behaviors (OCBs) in sales force settings and the reason why salespeople should practice OCBs. In fact, in spite of the huge body of literature on OCBs...

... was found to directly affect levels of trust, relationship quality and overall communication skills of salespeople. More research on the role of AEL in the relationship selling process should be investigated. Practical implications – Managers that focus on long-term relationships in a dyadic buyer...

...Harriette Bettis‐Outland; Lei Guo; Irene C.L. Ng Purpose This paper aims to examine the driving factors of salespeople's relational behaviors in the business to business marketing context. Design/methodology/approach The hypotheses were tested through a quantitative study via an online survey...

...Ramendra Singh; D.V.R. Seshadri; Raj Agnihotri; Michael Krush; Rakesh K. Singh Purpose Factors such as globalization and market size have made India a major consideration for multinational firms and their salespeople. Despite the appeal of the market, the majority of theories and empirical studies...