Purpose – This paper aims to propose and test an exploratory model, illustrating performance differences based on underlying role identities and attributions of salespeople in business markets. Design/methodology/approach – The sample consists of 60 salespeople from a Fortune 100 high...

The channels for knowledge generation and dissemination in the business disciplines are many: presenting research at conferences, writing books, distributing working papers, offering insights in society newsletters, giving invited talks, publishing studies in academic journals, and many other...

Applying concepts from the behavioral complexity literature ([Ashby, 1952] and [Denison et al., 1995]) we examine if supply managers' multiple roles (behavioral repertoire) and the ability to shift among these roles (behavioral differentiation) are related to their interpersonal relationships...