Notes that researchers and practitioners recognize that listening is a crucial basic skill on a par with reading, writing, and speaking. Although effective listening is important in almost every profession, it seems particularly significant in business‐to‐business selling. Effective...

This research updates and significantly extends Akaah and Riordon’s (J Market Res 26:112–120, <CitationRef CitationID="CR3">1989</CitationRef>) evaluation of ethical perceptions of marketing research misconduct among marketing research professionals. In addition to examining changes in perceptions toward key marketing research...</citationref>

Purpose – The purpose of this paper is to examine practices of and differences between small and large organizations as they relate to the training of sales managers. Design/methodology/approach – Utilizing a survey approach, data were collected from a sample of sales managers and trainers...

Given the renewed interest in salesperson burnout, three research objectives that are key to uniting and moving the sales literature forward are addressed. Specifically, sequencing issues with the ordering of the burnout facets are addressed. Then, facets of burnout as both direct and indirect...

Salesforce turnover rates are increasing dramatically. As a result, retention of good salespeople is a critical concern for sales managers. It is suggested that salesforce turnover can be reduced through the use of better selection criteria. To that end, a multiple criteria approach is outlined...

Traditionally, European firms have opted for hiring Americans to sell their products in the USA. However, the recent enactment of the Americans with Disabilities Act (ADA) highlights the growing complexity of discrimination regulation in the USA. Even before enactment of this landmark...

Purpose: The purpose of this paper is to study the relational impact of using win-win or win-lose negotiation strategies within different types of buyer-supplier relationships. Design/methodology/approach: A multi-method approach is used. Qualitative interviews with supply chain managers reveal...