Examines the effect of the quality of a salesperson’s relationship with a customer on the likelihood of retaining that customer’s business. Assesses the effects of high/low‐quality buyer‐salesperson relationships on obtaining referrals and recommendations from a customer. Results...

This paper examines the impact of having a mentor on mentoree affective, continuance and normative commitment to the organization and occupation. Hypotheses are developed comparing salespeople with and without mentors, and mentorees with mentors inside and outside of the organization. Data was...

Purpose – The purpose of this study is to explore stressors that may influence salespersons' emotional exhaustion and their perception of organizational support. Design/methodology/approach – Structural equation modeling is used to assess: the effects of role conflict and work‐family...

To date, the majority of studies on job satisfaction use either a global measure or the JDI measure. To extend current research, this study uses the seven dimensions of job satisfaction as described by Churchill et al. [Churchill, G.A., Ford, N.M., Walker, O.C. Measuring the job satisfaction of...

This study evaluated the linkages among market tracking, research & development (R&D), international competition and firm profitability. Over six hundred electronic and computer manufacturers were surveyed. Results show a clear linkage between market tracking, R&D and increased profitability....

Businesses succeed or fail based on competitive advantage. Over the course of business history a number of innovative business practices have earned the distinction of being “milestones” in competitive advantage. Examples of such groundbreaking competitive developments include portfolio...