Effective strategy implementation is a critical component of organizational success and a
potential source of competitive advantage. However, despite many calls for increased …

Despite increasing interest in human resource management (HRM) implementation as an
explanation for the association between HRM and firm performance, considerable confusion …

Change management interventions (CMIs) are intentional activities that managers employ to
facilitate planned organizational change by influencing employee receptivity to and adoption …

In this 13th edition of Sales Force Management, Mark Johnston and Greg Marshall continue
to build on the book's reputation as a contemporary classic, fully updated for modern sales …

Retail managers are critical to the effective performance of a firm given their key role of
implementing retailer strategy through the behaviors and attitudes that are instilled within …

Sales research has been an on-going endeavor for over 100 years. With countless papers
on the various sales-centric topics that have been authored, there are still massive gaps in …

To build the sustainable service excellence, organizations should fuel sales employees'
drive to serve customers and recover service failures to their utmost satisfaction. The primary …

Why do marketing strategies fail? This persistent question attracts significant attention and
resource investments given its associated performance implications. Existing research …

Projects are considered an important means of implementing strategies in project-based
organizations (PBOs). Project managers need to lead projects following organizational …

This study explains how manufacturers tackle the critical managerial challenge of
transforming a product-focused sales force to undertake solution selling. Through an …