"Formerly published by Chicago Business Press, now published by Sage Written in an engaging and student-friendly manner, Sales Force Management provides a blend of cutting-edge research and practical strategies. Authors Gregory A. Rich and Rhett Epler update this classic text by delving into the...

Sales incentives are omnipresent in sales organizations. Numerous studies have thus analyzed the effect of sales incentives on sales force motivation and performance. At the same time, extant research portrays customer knowledge of sales incentives predominantly as a burden for the customer-firm...

Retail transactions often involve interactions between a frontline employee (FLE) and a customer. This study investigates the impact of repeated customer interactions with the same FLE. Using transaction data from a large international car rental company, we show via instrumental variables...

Livestream commerce has become an important sales channel with billions of revenue potential. However, practice has shown that livestream sales present unique challenges that may hurt brands’ profits if not addressed properly. In particular, brands often need to negotiate sales price and...

With an increased projection of new sales jobs and reported shortage of sales talent, the authors aim to identify individual and situational factors leading to coachable graduates. A model is proposed to investigate antecedents to coachability through a study of collegiate sales competition...

A good understanding of B2B salespeople's employment experiences could better inform strategies to enhance their job satisfaction and reduce job turnover. This study analyzed more than 50K salespersons' social media posts on the job review website Glassdoor.com to identify the types of stories...