When to Hire-or Not Hire-a Consultant:Getting Your Money's Worth from Consulting Relationships is a hands-on, practical guide for anyone thinking about hiring a consultant to set strategy, solve problems, increase profits or revenue, develop new products, open new markets, or improve efficiency....

ch. 1. Introduction to sales management -- ch. 2. Review of professional selling -- ch. 3. Changing buyer needs and the effect on sales management -- ch. 4. Ethical and legal issues in sales management -- ch. 5. Sales force technology -- ch. 6. Sales strategy, organizational integration, and...

Previous sales promotion research has focused primarily upon groceries and packaged goods. This research examines what motivates consumers to respond to sales promotions for leisure services. Leisure services may offer price deals, but also frequently offer non‐price sales promotions which may...

Purpose In this research, the authors aim to identify a situation when a consumer’s judgment of unethical behavior is not consistent with their intention to act ethically. Design/methodology/approach Across two studies, participants were asked to evaluate how ethical an actor’s behavior was...