What is the relation between competition and performance? The present research
addresses this important multidisciplinary question by conducting a meta-analysis of existing …

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

The explosive growth in the use of social media has evoked a “gold rush”–like response
from organizations. However, firms in general, and salespeople in particular, are uncertain …

Previous research has conceptualized and modeled customer orientation (CO) in one of two
ways: as a psychological phenomenon antecedent to critical job states (ie, stress and …

While the creation of superior customer value is regarded as fundamental to a firm's long-
term survival and growth, little is known about the effective implementation of a firm's value …

The role of selling has become increasingly analytical and it is a central topic on senior
management's agenda in business markets. Still, sales strategy remains an under …

Cross-and up-selling in inbound call centers is a growing business practice, with the
promise of enhanced revenue generation and customer retention. Yet firms struggle to …

Increasing demands for international solution selling call for a better understanding of the
interpersonal communication competence required of sales professionals. Accordingly, this …

Extending the literature on sales technology, we use two studies to develop and test a model
involving salesperson-customer shared technology tools, referred to as Social Media …

Piezoelectric power generator made by microelectromechanical system (MEMS) technology
can scavenge power from low-level ambient vibration sources. The developed MEMS power …