As multinational organizations increase operations in emerging economies, firms need to
understand how cultural values prevailing in a host country can influence leadership …

In recent years, due to the development of new technologies, virtual work teams have arisen
as a new organizational form that offers businesses greater flexibility and adaptability in …

Salespeople assume a key role in defending firms' price levels in price negotiations with
customers. The degree to which salespeople defend prices should critically depend upon …

Purpose Seeing past research, sales managers' encouragement of their salespeople,
tailored to the demands of value-creating sales, should constitute a key success factor for …

This research investigates the impact of interpersonal trust and leadership style on
workplace isolation. It examines the moderating role of self-efficacy on the relationship of …

Abuse may characterize some most important relationships, and it is estimated that 20
million Americans face abusive work situations on a daily basis. Given this statistic, there is a …

Numerous studies have investigated the performance of frontline employees (FLEs) and
how these employees influence organizational success. Because customer‐perceived …

La retención de clientes se ha convertido en uno de los mayores retos a los que se
enfrentan las empresas en la actualidad. Dentro de la estrategia de retención se incluyen …

The authors examine the concept of an informal sales climate—a work environment with
informal rewards in the form of recognition, respect, and status for salespeople producing …

This study, with 2 samples to test for cross-validation, examined how dark-side traits
(derailers) and work values (motives) are related to occupational potential in sales and …