How to take employees on the digital transformation journey: An experimental study on complementary leadership behaviors in managing organizational change
Digital transformation (DT) initiatives are often not successful. Research underlines
leadership as a key to transformation success; however, studies have not systematically …
leadership as a key to transformation success; however, studies have not systematically …
Understanding resistance to change–building on Coch and French
B Burnes - Journal of change management, 2015 - Taylor & Francis
The aim of this article is to explore the nature of resistance to change (RTC) and the notion
that employees are the prime source of such resistance. It takes a historical perspective on …
that employees are the prime source of such resistance. It takes a historical perspective on …
Activating corporate environmental ethics on the frontline: a natural resource-based view
Corporate environmental ethics has moved from a niche issue within business strategy to a
potential source of competitive advantage. Firms, however, are comprised of individuals who …
potential source of competitive advantage. Firms, however, are comprised of individuals who …
Regulation of emotions, interpersonal conflict, and job performance for salespeople
Careers in sales involve stress, which often translates to role stress that negatively impacts
performance. To address this important issue, the present research examines an antecedent …
performance. To address this important issue, the present research examines an antecedent …
Digital selling: organizational and managerial influences for frontline readiness and effectiveness
To provide much-needed guidance for digital transformations in sales organizations, we
draw from change readiness theory to propose a digital selling effectiveness framework …
draw from change readiness theory to propose a digital selling effectiveness framework …
Knowledge-sharing efforts and employee creative behavior: the invigorating roles of passion for work, time sufficiency and procedural justice
Purpose Drawing from the conservation of resources theory, this study aims to investigate
the relationship between employees' knowledge-sharing efforts and creative behaviors; …
the relationship between employees' knowledge-sharing efforts and creative behaviors; …
The effects of empathy and listening of salespeople on relationship quality in the retail banking industry: The moderating role of felt stress
Purpose–The purpose of this paper is to examine the relations between salespeople's
empathy and listening behaviour and the relationship quality (RQ) customers have with their …
empathy and listening behaviour and the relationship quality (RQ) customers have with their …
Examining the link between salesperson networking behaviors, job satisfaction, and organizational commitment: Does gender matter?
G Macintosh, M Krush - Journal of Business Research, 2014 - Elsevier
Sales professionals are embedded in an array of social interactions through their networking
behaviors, yet the literature's understanding of these effects on job-based attitudes is …
behaviors, yet the literature's understanding of these effects on job-based attitudes is …
Neuroticism and the sales profession
While neuroticism is known to change throughout people's lives, the specific causes of these
changes remain poorly understood. One underexplored question is whether specific …
changes remain poorly understood. One underexplored question is whether specific …
Frontline backlash: service employees' deviance from digital processes
Purpose The purpose of this study is to investigate how the implementation of digital
interfaces into service encounters is transforming demands toward frontline service …
interfaces into service encounters is transforming demands toward frontline service …