Studies have shown that issue of shared leadership is directly related to leadership style adopted in the organization, which is germane and strategic to teamwork to effectuate high business performance across industries. The study looks at the relationship between the different leadership...

This study uses the Markov chain and agency theory to demonstrate a link between a salesperson's perceived attributes with customer retention and both optimal effort and commission, using a relational perspective. The purpose is to show sales managers that, with a customer survey, they can use...

This research identifies a set of key success factors for sales force readiness, for driving the success of a new product launch within the pharmaceutical industry. Drawing from the analysis of fifty product launches in the Swedish pharmaceutical market, the study has succeeded in discriminating...

Transaction Cost Analysis provides an appealing framework for examining the role of salary versus incentive compensation because it identifies a set of theoretical constructs for determining the appropriate balance between these components. However, there is no evidence on the performance impact...

Gamification as the use of game mechanisms for motivation in non-game contexts has been gaining popularity and is considered one of the hottest topics in management. However, there is little research on gamification in remuneration systems, especially with regard to the sales force. The article...

It is known that small firms rely mainly on the CEO's individual knowledge for developing innovations. Recent work suggests that this approach is inefficient since it underutilizes other employees' knowledge. We study to which extent using CEOs, managers and non-managerial employees' ideas...

This study aims to examine whether the main job attitudes (job satisfaction, job involvement, employee engagement, organizational commitment, and perceived organizational support) mediate the relationship between emotional intelligence and Quality of Work Life (QWL) or not. This study employed a...

This study has adopted the quantitative research approach for collecting data from different branches of the Bank of Khyber that are operating in the vicinity of the Saddar region, Peshawar city of Khyber Pakhtunkhwa province of Pakistan. The sample size consists of 60 employees. A total of 18...

We present the first panel estimates of the productivity effects of the unique German institution of parity, board-level co-determination. Although our data span two severe recessions when labour hoarding costs of co-determination are probably highest, and the panel is too short to capture the...

Change is crucial for organizations in growing, highly competitive business environments. Theories of change describe the effectiveness with which organizations are able to modify their strategies, processes, and structures. The action research model, the positive model, and Lewin's change model...