Purpose Despite managers' investments in facilitating knowledge sharing, knowledge hiding
remains prevalent in organizations. Existing studies shed light on the antecedents and …

Online product recommendation agents (RAs) are gaining greater strategic importance as a
critical touch-point between marketers and consumers. Yet, the role of consumer …

This study builds on previous research to investigate the integrated effects of ethical climate
and supervisory trust on salesperson's job attitudes and intentions to quit. Responses from …

Within the domain of sales ethics, researchers are increasingly challenged to adopt a focus
on the emotional elements of sales and ethics. However, previous research has primarily …

This book presents a very novel and strategic approach to Sales Management, an area that
has suffered from a lack of sophistication in practice. This content-rich and thought …

The implementation of sales force automation applications (SFA) often fails owing to the lack
of adoption by salespeople. Previous studies investigating drivers of salespeople's SFA …

Managing relationships with customers is often challenging because firms engage in many
different types of transactions and their customers vary considerably as to their wants and …

Current competitive environments have created a growing interest in employee flexibility in
firms. Recently researchers have differentiated between two facets of employee flexibility …

This study explores whether psychological empowerment links to employees' feedback‐
seeking behavior, as well as the subsequent consequences of feedback‐seeking behavior …

Sports coaches often fear that empowering the players in their team would undermine their
own leadership status. To investigate the legitimacy of this perception, we mapped the …