Previous research has explored the role of political skill as an intra-organizational skill but
not in the context of business-to-business seller's customer relationships and sales …

This study addresses the interrelationships between a business-to-business (B2B)
salesperson's sales performance and their level of entrepreneurial self-efficacy and …

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

Purpose The purpose of the present research is to introduce a combined framework that
integrates innovative work behavior, product innovation process and customer knowledge …

Extant research suggests that ambidextrous salespeople (ie, those who prefer to
simultaneously engage in both hunting and farming activities) outperform monodextrous …

Purpose This paper aims to examine salesperson skills, including listening, communication,
and adaptive selling, that can enable value co-creation with customers and increase sales …

Sales faces the second-largest gender gap of any corporate function, with women's
underrepresentation even more pronounced in business-to-business (B2B) sales and at …

Sales research is increasingly recognizing the blending of salesperson responsibilities, the
growing number of interactions involved in sales processes and activities, and the nonlinear …

Selling is often associated with competitiveness, which has led many scholars to examine
trait competitiveness as a driver of salesperson performance. However, it is also suggested …

Purpose This paper aims to explore the increasing importance of the intraorganizational
dimension of the sales role (IDSR) based on service-ecosystem theory. Specifically, it …