The present paper examines the issue of whether interpersonal relationships are critical for global marketing of industrial products. The fields of relationship marketing, IMP group research, sales research, and network theory have stressed the importance of interpersonal relationships in the...

The last major study of sales performance variance explained by salespeople attributes was by Churchill et al. (1985). They examined the effect of role, skills, motivation, personal factors, aptitude, and organizational/environmental factors on sales performance-factors that have dominated the...

This study provides value estimates for intangible assets of publicly traded hotel firms in the United States, approaching from both time-series and cross-sectional perspectives. When evaluating a firms tangible and intangible assets, tests of model usefulness reveal it is meaningful to...