Purpose: Small businesses are critical to economic health and encouraged in government spending by set-asides – annual small business sourcing goals that often are not attained. Little research has explored the negative and risky stigmas associated with small business sourcing....

U.S. academic centers for quality and productivity provide many benefits for academic and business communities. The centers support the diffusion of new technologies and business practices that allow U.S. businesses to improve their competitiveness. These centers also provide opportunitiesto...

Purpose: The purpose of this research is to investigate how the consumer’s trusting mechanism influences their behavioral adoption intention in the context of genetic testing. Design/methodology/approach: Based on the technology acceptance theory and trust formation theory, the research...

Purpose: Through the use of netnography, the purpose of this paper is to investigate the interaction of 192 inside sales agents who collaborate within discussion forums to create communities of practice (CoPs). Drawing on situated learning theory and inside salespersons’ discussion forums,...

Purpose: Previous sales research remains limited to analyzing the influence of sales activities with sales agent tenure. To date, research on this subject has focused on the downstream direct or indirect impact of sales activities to sales performance, failing to consider whether sales...

Purpose: Previous sales control research has limited the definition of outcome controls exclusively to sales outcomes in an outside sales context. In addition to sales outcome controls, inside sales managers use phone operational outcomes to influence inside sales agent performance, supporting...

Purpose: Information security is a growing issue that impacts organizations in virtually all industries, and data breaches impact millions of customers and cost organizations millions of dollars. Within the past several years alone, huge data breaches have been experienced by organizations such...