Sales management researchers and practitioners give considerable attention to early employment expectations, attitudes, and behaviors primarily because of a desire to specify the cognition process leading to performance and retention of salespeople. While a massive body of literature exists...

This study investigates the relationship of perceived ethical climate to individual commitment to quality, organizational commitment, and performance among business-to-business salespeople from two companies. The results indicate a firm's ethical climate has an effect on its sales force....

Purpose – Although there is substantial practitioner evidence for changes in therole and functioning of sales in the twenty-first century, there is littleacademic research charting new directions for the sales function in a business-to-business context. This paper aims to report on four case...

Nationally representative data on family businesses are available in the 1998 Workplace Employee Relations Survey, alongside comparable information for other types of firms. We use these data to compare differences in the use of different consultation and communication procedures. We cover such...

To improve on service delivery, the challenge is to ensure that the correctional officials understand and are skilled in dealing with demands for better standard of service delivery by the public. There is a perception that current training programmes are too fragmented and that training does...

It is argued that the dominant method of research used in the study of marketing planning, the quantitative survey, fails to adequately capture the reality of the decision making processes used by organisational members. The consequence of this is that textbooks and journals continue to...

This thesis consists of two central Parts. Part 1 examines the extent to which an agent s transaction-specific investments (TSIs) in a customer relationship increase his/her concerns for opportunism by his/her own co-workers. Thus, unlike prior research in marketing that examines opportunism by...

Mano pasirinkta mokslinio tiriamojo darbo tema – UAB “Belam telekomunikacijos” paslaugų ir produktų pardavimo valdymo tobulinimas. UAB “Belam telekomunikacijos” pardavimo valdymo įvertinimas padės nustatyti trūkumus organizacijos veikloje bei pateikti pasiūlymų, kaip patobulinti...

Sales force automation refers to the automation of sales activities within an organization. Depending on the context, SFA may refer to the concept, the tools or the system. Because the literature refers to the importance of customer value creation and competitive advantage in considering SFA,...

ENGLISH ABSTRACT: The economic downturn in South Africa since mid 2008 has transformed the motor vehicle industry into a seriously competitive marketplace. Both large and small dealerships are finding their volumes and margins under increasing pressure. Sandown Motor Holdings (Pty) Ltd has a new...