...Omar S. Itani; Juliana White; Bruno Lussier Purpose As business-to-business (B2B) sales organizations increasingly adopt collaborative and solution-oriented selling approaches, the lone wolf tendencies (LWTs) in salespeople require further examination due to their potential to impact salesperson...

...Ramendra Singh; Rakesh Kumar Singh; Keerti Shukla Purpose In this conceptual paper, anchoring on the Hindu philosophical doctrine of karma, this study models the impact of salesperson’s karma orientation (KO) (a relatively new construct), in alleviating his/her job burnout. This study also...

... performance and salesperson satisfaction in business-to-business (B2B) settings. Research limitations/implications The results reported applying only to a B2B setting, to test whether the sequential logic model and mediating effects still hold in such setting. This study is also limited to product...

... of “sales technology infusion” (STI) as the “individual’s effort to effectively use technology to its fullest potential, which is well beyond initial acceptance and takes place during the post-implementation stage,” a definition that emphasizes the salesperson’s role in how best to integrate sales...

...Thomas L. Powers; Karen Norman Kennedy; Seongwon Choi RQ3. What is the relationship between perceived branch performance (by managers, salespersons and customers) and objective measures of performance of an industrial supplier? RQ2. What is the relationship between...

... This paper aims to explore the role of leadership in influencing the strategy implementation behaviors of salespeople. This paper also seeks to examine the moderating influence of competitive environment on the leadership style – salesperson implementation of sales strategy relationship. Data were...