This study investigates the relationship of perceived ethical climate to individual commitment to quality, organizational commitment, and performance among business-to-business salespeople from two companies. The results indicate a firm's ethical climate has an effect on its sales force....

This paper examines the key individual contributors and institutional contributors to JPSSM, covering 628 articles written by 761 authors since the journal’s inception in fall/winter 1980 until its fall 2009 issue. The nature and the dynamics of the coauthor networks of the journal’s leading...

Building on Job Demands-Resources (JD-R) theory, a comprehensive model of the determinants of salesperson new product selling outcomes is proposed. Existing empirical support for the proposed model is then assessed through a detailed review of published empirical studies. The results of this...

The differences between business trust and personal trust are often overlooked as the underlying mechanisms of social capital, which firms and their customers can draw upon to navigate a turbulent marketplace. Specifically, the authors find business and personal trust have distinct positive...

While few scholars debate the importance of doing things to improve the quality of the buyer-seller relationship, little is known about what salespeople can do after the point of the initial sale to enhance customer satisfaction and trust. On the basis of extensive exploratory interviews across...

Trust is critical in buyer-seller relationships and the vast literature in this area expounds on its importance. However, only recently have scholars begun to explore the role of inaccurate perceptions of trust. These inaccurate perceptions matter because salespeople are more likely to...

Despite the prominence of ethics in mainstream marketing literature, its position in business-to-business (B2B) marketing continues to be underrepresented. In this article, we conduct a systematic literature review to investigate the role of ethics in business-to-business (B2B) marketing. First,...

Software vendors have pioneered the deployment of professionals charged with enhancing the success of that vendor’s customers. However, now more industries are adopting the model common for software, of marketing a renewable subscription rather than requiring a capital investment. That model...

The increasing use of “big data” -- large, multi-dimensional and quickly-changing datasets -- prompted this research, depth interviews that explore how big data affect organizations or even society at large. Examples include one firm now selling data on oil well flow to the well owners, but...