In many industries, manufacturers pay commissions to retailer-hired sales agents to boost the demand for their products. This type of payments are often called Sales Performance Incentive Funds (SPIFF). In this paper, we study the implication of SPIFF payments on supply chain performance. We...

Considerable variation exists among firms of similar size reporting in different units of measurement (e.g., dollars, thousands of dollars, millions of dollars). We examine one implication of this choice: the number of sales digits reported in the income statement. Across a battery of univariate...

The association between selling orientation and customer orientation and sales success has been a matter of intensive research since the publication of the selling orientation-customer orientation (SOCO) score in the early 1980's. However, which attitudes predispose salespeople for high...

Despite the sound number of research work on creativity, a few researchers have paid attention to the mediating role of job satisfaction between creativity, adaptive selling, and sales performance. The present study investigates the direct relationship between the salesperson’s creativity and...

The role of salespeople is increasingly important in relation to improving sales performance. Sales may increase if it is supported by reliable, smart and hardworking salesperson. To create a professional salesperson, enterprises need to provide a guidance, for example, in the form of practical...