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...

Numerous scales have been developed to measure constructs relevant to consumer behavior, marketing, and management problems. Until recently, there has been no theory or model capable of providing an organizational structure for understanding the relationships among these numerous constructs....

Prior research suggests that while business-to-business (B2B) brands influence organizational buying decisions, their relative importance is modest at best. Unfortunately, extant studies are largely silent about the determinants of brand importance in business markets. This research effort...

Building on information processing theory (IPT), this empirical study investigates the factors that drive a buying center’s level of sensitivity to brand information. The authors propose that buying center brand sensitivity is related in a curvilinear fashion with purchase importance and...

Extant research is equivocal about the organizational performance effects of CRM technology use, with some studies reporting positive effects and other studies reporting no effects at all. The present research effort posits that these mixed findings may potentially be explained by two factors:...

The influence of a firm’s cause-related marketing efforts on sales representative attitudes and behavioral performance is investigated. Results from a field study indicate that the influence of a representative’s construed customer attitude toward the cause campaign on selling behavioral...

Due to the effort and expense of recruiting black managers, there is a need to maximize the chances of retaining those that are most productive. Effective mentoring may be one avenue to reach this objective by enhancing job satisfaction and organizational commitment. Using the responses of 139...

The dominant perspective on organizational buyer behavior suggests that buyers tend to rely on objective criteria when making product choice decisions and that the potential influence of subjective cues, such as brands, on buyer decision-making decreases with increasing risk. An alternative...