On encountering a prospect whom they believe unlikely to make a purchase, some retail salespeople adopt a sales strategy of limiting engagement with the customer, relying on a "no conversion, no conversation" (NC2) sales strategy. Is this a good or bad sales strategy? Based on a multisource...

Given the pervasive ubiquity of data, sales practice is moving rapidly into an era of predictive analytics, using quantitative methods, including machine learning algorithms, to reveal unknown information, such as customers' personality, value, or churn probabilities. However, many sales...

Debates on digitalisation in Germany often refer to 'Industrie 4.0' describing a seamless and technology‐driven process spearheaded by manufacturing. This view conflicts with sociological arguments, assuming highly differentiated processes of digitalisation. We review the literature and...

This paper departs from the standard abstract economics approach to health economics to develop a specifically contextualist approach to the subject emphasizing social and historical circumstances affecting health provision. Following Polanyi, it sees the economy as socially embedded and...

We develop a theory of non-monetary costs incurred by CEOs when deciding about layoffs and test its predictions on French data. Our results support the idea that, being embedded in their social environment, CEOs find it more difficult to fire employees closer to their own workplace. This effect...

Unfettered market forces tend to violate basic universal concepts like justice, dignity or fairness. Therefore we suggest moving to a new concept of markets, which we label 'civilized markets'. A civilized market tries to ensure that free entrepreneurship and open markets are eventually...

One of the most relevant and exciting issues in the latest decades in economics had been the asymmetric information and uncertainty, and their effects on market processes and efficiency. Some studies show that markets where information problems or/and uncertainty arise tend to be "networked",...

We all know people we find difficult to deal with. Some we trust despite major past transgressions, others we do not. What explains the difference? Rather than looking for explanations inside the trustor–trustee dyad, we focus on the embedding social structure. Our argument focuses on two...

Sales associates need emotional intelligence (EI) in dealing with job stress and perceived job satisfaction. So far, there has been no research that explains the effect of job stress on job satisfaction with EI as a mediating variable in the sales associate profession. This study examines EI's...

The primary purpose of this study is to examine the relationship between job stress and work-family conflict. The study also examines the moderating role of mentoring between job stress and work-family conflict. The purposive sampling technique has been used to collect the data from five...