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Keywords: Salespeople
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Journal Articles
The conditional effect of leader’s improvisational behavior on agility in sales teams: the role of team members and team characteristics
Available to Purchase
Journal:
Management Research Review
Management Research Review (2025) 48 (10): 1477–1499.
Published: 23 September 2025
... Licensed re-use rights only Leadership Human capital Human resource management Team Salespeople Agility Improvisational behavior The auto leasing industry is facing significant challenges due to economic shifts, evolving consumer preferences and technological disruptions. Rising...
Journal Articles
The moderating role of sales managers’ political skill in lessening the impact of bottom-line mentality on emotional exhaustion of salespeople
Available to Purchase
Journal:
Management Research Review
Management Research Review (2025) 48 (4): 509–527.
Published: 31 December 2024
...Arti Pandey; Peerayuth Charoensukmongkol Purpose This study aims to analyze the impact of the bottom-line mentality (BLM) of sales managers on the emotional exhaustion of salespeople, and also examines its subsequent impact on the affective organizational commitment of salespeople. This research...
Journal Articles
Benefits of workplace spirituality on real estate agents’ work outcomes: the mediating role of person-job fit
Available to Purchase
Journal:
Management Research Review
Management Research Review (2022) 45 (11): 1393–1411.
Published: 03 January 2022
... Organizational citizenship behavior Job performance Work motivation Salespeople Human resource management The objective of this research was to investigate the effect of workplace spirituality on real estate agents’ P-J fit, as well as analyze its subsequent effect on work behavior and performance...
