A systematic literature review of negative psychological states and behaviors in sales
In sales settings, negativity typically manifests in two forms. Negative psychological states
(NpS), such as stress, burnout, and/or depression can result from sales activities. Negative …
(NpS), such as stress, burnout, and/or depression can result from sales activities. Negative …
Too much light blinds: The transparency-resistance paradox in algorithmic management
P Hu, Y Zeng, D Wang, H Teng - Computers in Human Behavior, 2024 - Elsevier
Gig platforms increasingly harness AI algorithms to manage workers, offering notable
efficiency and scalability benefits. However, the rise of worker resistance, such as …
efficiency and scalability benefits. However, the rise of worker resistance, such as …
It is all in good humor? Examining the impact of salesperson evaluations of leader humor on salesperson job satisfaction and job stress
Salesperson job stress and job satisfaction have been identified as critical factors affecting
job performance. Academic research suggests that sales managers can influence …
job performance. Academic research suggests that sales managers can influence …
[PDF][PDF] Personal selling, incentives and motivation. A systematic literature review
J Bullemore Campbell, E Cristóbal Fransi - 2018 - repositori.udl.cat
The purpose of this study was to systematically examine and organize the current body of
research literature that either quantitatively or qualitatively explored personal selling …
research literature that either quantitatively or qualitatively explored personal selling …
An investigation of sales managers' aggressiveness in B2B sales leadership: the sequential mediation model of emotional exhaustion and adaptive selling
The aim of this research is to investigate the influence of sales managers' aggressiveness
on ethical sales leadership and salesperson performance in B2B context, taking into …
on ethical sales leadership and salesperson performance in B2B context, taking into …
Reconceptualizing the measurement of multidimensional salesperson job satisfaction
Job satisfaction is a key construct in many models examining salesperson attitudes,
intentions, and behaviors. Job satisfaction has often been conceptualized and measured as …
intentions, and behaviors. Job satisfaction has often been conceptualized and measured as …
Burned out on the road: Burnout's impact on job satisfaction among road warriors
This study examines relationships between the dimensions of burnout and aspects of job
satisfaction among road warrior salespeople. Considering the heavy costs associated with …
satisfaction among road warrior salespeople. Considering the heavy costs associated with …
Identifying aggressive versus ethical sales supervision in B2B service recovery: a multilevel perspective
Purpose The current research provides a conceptual framework that explains how sales
managers' aggression across business-to-business (B2B) sales organizations triggers …
managers' aggression across business-to-business (B2B) sales organizations triggers …
Salesperson burnout: the state of research, scaling, and framework advancement
The World Health Organization recently called burnout a severe issue in today's workplace
(Chatterjee and Wroth 2019). In fact, burnout is now an officially recognized medical …
(Chatterjee and Wroth 2019). In fact, burnout is now an officially recognized medical …
How an abusive supervision climate impacts business-to-business (B2B) sales performance, and the roles of leader–members interdependence and team …
MJ Daniel - 2022 - digitalcommons.acu.edu
Sales supervisors can tremendously influence the sales teams they manage, and their
behaviors can influence a team's engagement and sales performance. Because of the …
behaviors can influence a team's engagement and sales performance. Because of the …