Recent research investigating customer‐oriented selling has indicated that greater attention needs to be focused on organizational or personal antecedents influencing customer‐oriented selling behaviors. Similar to most other departments, a selling department’s environment would include...

Purpose – This exploratory research aims to examine the commonalities and differences in how buyers and sellers perceive and characterize an effective sales presentation in an attempt to present issues/themes that may help start a dialogue into the theoretical underpinnings of effective sales...

Purpose – The purpose of this paper is to introduce the concept of salesperson coachability and to propose potential relationships between it and sales coaching and sales performance. Design/methodology/approach – This conceptual paper reviews the sales coaching and sales performance...

Purpose The purpose of this paper is to conduct an exploratory study of potential business-to-business (B2B) customers that includes an empirical analysis that investigate the effect that customer entertainment has on customer suspicion toward the salesperson, and how those negative attitudes...

Attempts to determine which individual, or group of individuals, has the strongest influence on adolescent consumer purchase intentions and purchase behavior. By introducing the concepts of direct (fathers and mothers) and vicarious (favorite entertainers and favorite athletes) role models into...

Recently it is becoming more common for advertisers to employ numbers and statistics in their print advertisements. However, there has been no published research that investigates how this number‐based copy influences the reader. This study presents the results of a controlled experiment in...