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Relational exchanges in the sales domain: A review and research agenda through the lens of commitment-trust theory of relationship marketing
The commitment-trust theory (CT theory) of relationship marketing ushered in a new
marketing paradigm that shifted attention from discrete transactions to establishing …
marketing paradigm that shifted attention from discrete transactions to establishing …
More than machines: The role of the future retail salesperson in enhancing the customer experience
Retail sales has consistently faced threats by technology throughout history, with the recent
advent of Artificial Intelligence (AI) posing the most recent challenge. It is often said that …
advent of Artificial Intelligence (AI) posing the most recent challenge. It is often said that …
A theory of sales system shocks
Research primarily explores sales phenomena during normal periods. However, triggering
events (eg, natural disasters, security catastrophes, pandemics) can create sales system …
events (eg, natural disasters, security catastrophes, pandemics) can create sales system …
Do salesforce management systems actually drive salesperson intentions?
The sales management literature suggests that control-based management systems drive
sales effectiveness. However, despite prior research on salesforce management systems …
sales effectiveness. However, despite prior research on salesforce management systems …
Alleviating the negative effects of salesperson depression on performance during a crisis: Examining the role of job resources
Depression is an important and prevalent issue often overlooked in the sales literature.
Although prior research provides evidence that depression negatively impacts a variety of …
Although prior research provides evidence that depression negatively impacts a variety of …
Sales force financial compensation–a review and synthesis of the literature
As designing effective sales force financial compensation (SFFC) is as important as it is
challenging, it comes as no surprise that SFFC has been the subject of research for over 60 …
challenging, it comes as no surprise that SFFC has been the subject of research for over 60 …
Socially responsible leadership and employee's work passion in public universities in Uganda: the mediating effect of psychological safety
The major purpose of this study was to find out the impact of Socially Responsible
Leadership on employee's work passion with mediating role of psychological safety among …
Leadership on employee's work passion with mediating role of psychological safety among …
The interplay between behavior-based salesforce control systems and salesperson's creative performance: A closer look at salesperson's work engagement
The notion of salesforce control systems, in segregation and amalgamation with other
variables, in the past been the most commonly studied variable in the domain of salesforce …
variables, in the past been the most commonly studied variable in the domain of salesforce …
Investigating the impact of technological orientation and innovation orientation on the sustainability and development the industrial sector
Purpose The aim of this study is to investigate technological and innovation orientation
contribution to the development and sustainability of the industrial sector …
contribution to the development and sustainability of the industrial sector …
Salesperson lifecycle management: Challenges and research priorities
In today's “war for talent,” effectively managing the salesperson lifecycle is more crucial than
ever. This process, which encompasses hiring, onboarding, managing, develo** …
ever. This process, which encompasses hiring, onboarding, managing, develo** …