While companies devote extensive resources to sales force monitoring and compensation,
executives continue to puzzle over how to properly motivate their sales personnel to perform …

Brand identity helps customers to identify, as well as distinguish alternative competitive
brands. If there is a consistent marketing strategy and consistent messaging, brand identity …

Purpose This study aims to develop and test a process model of the effect of social media
use by business-to-business (B2B) salespeople on their value cocreation and …

Agency theory has been widely adopted in sales research, yet much is unknown about the
extent of its application to explain and predict sales behaviors in today's dynamic sales …

Purpose This study examines how the resource of egalitarianism, at both individual and
organizational levels, affects employee proactivity. Specifically, we propose relational social …

Salesperson hiring decisions are critical for firms, and managers typically accept one of two
viewpoints regarding optimal hiring strategies. The first asserts that prior sales experience …

Purpose The purpose of this paper is to conceptualize the notion of thin crossing points from
a social network perspective and to outline the concrete networking strategies that enable …

Salespeople are increasingly required to navigate an international environment—having
international customers or international peers. However, much remains to be learned about …

Grounded in social capital theory, this study explores the influence of intraorganizational
social capital on frontline employees'(FLEs) competitive intelligence activities and the …

Purpose Although research analyzing the consequences of salesperson social media use in
driving sales behaviors and performance outcomes has proliferated in the recent past, there …