...MinKyung Lee; Kyungdo Park; Ho-Taek Yi Purpose This study investigates how the political skills of B2B salespeople contribute to sales performance by enhancing customer relationship-building competence and shaping sales behaviors. Drawing on the resource-based view (RBV) and social capital theory...

... collect data from retail companies in Brazil that sell building, electrical and painting materials. The sample comprises 239 salespeople across 62 retail stores. Findings First, the results show that retailer organizational prestige indirectly affects sales performance and turnover intentions through...

...John Charles Peter Edwards; Steven Peter D'Alessandro; Morgan Miles Purpose Persistence is widely viewed as essential for success in business to business (B2B) selling, yet it remains unclear how persistence translates into higher sales performance when selling requires experimentation and novel...

... pathways, i.e. simultaneously enhancing customer engagement and sales performance, an uncommon phenomenon under traditional resource constraints. Originality/value While previous literature has established that marketing agility enhances firm performance, this study's novelty lies in the “parallel dual...

...Zhang Bolun; Zhou Yan; Jiang Minghui Purpose Consumer engagement behavior (CEB) is considered to be closely related to the sales performance of e-commerce live-streaming and the high-level CEB is likely to bring revenues to enterprises. The impact of CEB on live streaming sales performance...

...Nils M. Høgevold; Rocio Rodriguez; Gøran Svensson; Mornay Roberts-Lombard Purpose The purpose of the study is to confirm a conceptualised framework regarding organizational and environmental indicators of sales performance on sellers in a business-to-business environment. The study is based...

... overall sales performance. Salespeople commitment, however, does not have a significant impact. These antecedents are helpful when attempting to understand both the potential success of a new product and sales outcomes. Originality/value There is no evidence to date of studies that simultaneously...

...Valter Afonso Vieira; Juliano Domingues da Silva; Colin Gabler Purpose The purpose of this paper is threefold: first, to determine the impact of interpersonal identification on sales performance; second, to uncover whether or not that relationship changes direction based on levels organizational...