This research aims to investigate the determinants of salesperson performance with a focus on the role of customer-centric selling behaviors in the interaction with Guanxi-a measure of the quality of customer-salesperson relationship. The study examines two well-established constructs in the...

This research aims to investigate the determinants of salesperson performance with a focus on the role of customer-centric selling behaviors in the interaction with Guanxi-a measure of the quality of customer-salesperson relationship. The study examines two well-established constructs in the...

We examine factors determining productivity of information-technology service activities at firm level, using most comprehensive data of information service industries in Japan. We focus on the degree of modularisation and resulting outsourcing and economies/diseconomies of scale in software...