The presale contract is a popular property selling method that allows a buyer to default on the remaining payment and/or a developer to abandon a project. Using a simple two-period game theoretical model, we derive a closed-form pricing equation for a presale contract that explicitly accounts...

Purpose – This paper aims to understand how organizational and interpersonal relationships influence selling centers, and how to form an effective selling center to establish cooperation among the functional departments to satisfy customer needs. Design/methodology/approach – The selling...

Examines the effect of relationship selling activities on salesperson performance. It further explores the link between demographic selection criteria and the propensity of a salesperson to perform relationship selling behaviors. Relationship selling behaviors as examined in this study include...

Purpose – This paper aims to offer a two‐dimensional holistic framework for analyzing interpersonal relationships in the sales process in a business‐to‐business (B2B) context. Design/methodology/approach – This paper takes the form of a literature study of the key concept, i.e....

Examines the impact of selling behaviors on performance. The time spent actually selling and servicing clients is shown positively to influence salesperson performance. Having a spouse in the profession, past sales experience, higher vocational esteem for selling and service, and a higher...