Purpose This study examines the contextual variables that can curb the negative effects of
role conflict on job satisfaction and enhance the positive effect of job satisfaction on creativity …

Dynamic business environments can cause unexpected disruptions that can force firms to
embrace new ways of working. In such situations, salesforce change agility can be a key to …

Purpose Although the role of the internal competitive work environment is important, it
remains understudied in a business-to-business (B2B) selling context. Grounded in job …

Purpose The concept of emotional labor refers to the management of emotions in interaction
with customers. This study aims to suggest an integrative definition of emotional labor. It …

Despite the critical importance of emotional intelligence in effectively interacting with other
people, its role has been overlooked in scholarly research on cross-border …

Building upon social capital theory, we identify different attributes of frontline employee
(FLE) social capital and outline how the use of online social networks (OSNs) can enable …

Purpose Although the role of self-leadership is important, it remains understudied in
business-to-business (B2B) selling context. This study aims to provide insights into the …

Despite the significant role emotions play in business-to-business (B2B) sales transactions,
the impact of salesperson emotional labor on well-being, specifically job satisfaction, has …

The intensely competitive landscape of B2B selling makes it highly susceptible to mental
health issues (MHI) among the salespersons. MHI has a cascading impact on salespersons' …

Purpose The research indicates that relatively powerful firms exploit their advantages to
damage their weaker partners. However, how power can be abused by advantaged firms …