This paper investigates the sales force socialization process, wherein newly hired salespeople often face failure-prone environments. Drawing from the learned helplessness paradigm, the authors hypothesize that cumulative periods of sales performance failure are associated with sales-oriented...

Drawing from the social information processing approach, the authors develop a contingency framework that captures organizational identification (OI) diffusion through two key interpersonal influencers, supervisors and expert peers. In two multi-level studies in two countries, results...

Sales force performance is predominant in the B2B marketing literature. This chapter reviews how sales force performance has been defined, operationalized and measured. By providing a typology of sales force performance along two dimensions - namely positive versus negative performance and...

Drawing from the social information processing approach, the authors develop a contingency framework that captures organizational identification (OI) diffusion through two key interpersonal influencers, supervisors and expert peers. In two multi-level studies in two countries, results...