Self-efficacy has been a focal construct in personal selling research for more than four
decades. This article reviews and examines how self-efficacy has been conceptualized …

While companies devote extensive resources to sales force monitoring and compensation,
executives continue to puzzle over how to properly motivate their sales personnel to perform …

Over the last three decades, business-to-business (B2B) sales practices have undergone
significant change. This study evaluates the current responsibilities, skills, and knowledge …

Purpose The purpose of this study is to develop a structural equation model to explain the
complex relationship between social network and firm performance by introducing the …

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

This research investigates the contribution of cultural intelligence (CQ) in adaptive selling
behaviors and international sales performance of Thai salespeople assigned to work at …

Several studies suggest that accelerating technology, increasing product complexity, and an
expanding volume of information in the marketplace are changing sales roles, necessitating …

In the rapidly evolving landscape of industrial innovation, a major hurdle for business
customers is the inherent uncertainty associated with adopting new products. This …

Purpose This study examines the role of gender as a moderator on the relationships
between subjective norm on attitude and purchase intention and attitude on purchase …

Purpose Considering recent changes in sales practices, such as the sales role becoming
more strategic, increased reliance on technology for sales activities, increased stress from …