Despite the large body of research that examines the determinants of salesperson
performance, significant variation exists regarding how scholars can operationalize …

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 …

The role and nature of business-to-business (B2B) sales has evolved since the end of the
20th century, mostly driven by technological, organizational and social changes. However …

COVID-19 has proven to be a disruptive and world-altering event often forcing professional
salespeople to rapidly change the manner in which they do business. Thereby, this …

This research investigates the effects of sales-service ambidexterity on salesperson role
perceptions, behaviors, and customer satisfaction. Using a business-to-business …

The need to improvise during supply chain disruptions to enhance operational resilience is
ever more critical. Yet, managers appear to lack an understanding of how and when …

Purpose This paper examines the effect of improvisational behavior of entrepreneurs on firm
performance of small and medium enterprises (SMEs) in Thailand during the economic …

Improvisational behavior is an individual's spontaneous and creative behavior in the face of
emergencies, using existing material and emotional resources to respond quickly and …

With the rapid development of the live streaming industry in recent years, the number of live
streaming platforms and streamers has experienced explosive growth in China. However …

The growing relevance of improvisation for successful organizing calls for a better
understanding of how individuals develop improvisation skills. While research has …