management of change is vital with the emphasis on quality rather than quantity. Managers themselves must also change and, as the …

A mail survey administered to sales managers investigates the factors that influence the effectiveness of their sales … both salespeople and field managers and information capabilities. Differences among the respondents are based on seniority … as well as firm‐level performance. High performance firms and field managers consider team selling to be the most …

Business is increasingly coming under attack by pressure groups. Many managers, and particularly those in marketing … group actions involving business are also discussed, but activity is emphasised. Managers are urged to seek an understanding …

sales managers have the ability to predict high levels of propensity to leave (PL) from variables readily available in … resource/personnel managers.  …

. Findings – An asymmetric relation is found in the aforementioned theoretical “cross‐talk:” managers concerned with self …‐interest tend to devise policies solely focused on curbing self‐interest, while managers concerned with justice not only adopt …. Practical implications – The results suggest that managers should foster interactional justice, promoting incentivizing agency …

managers were inclined to share information with employees when they believed in procedural justice, high‐power‐distance values … distance in the formation of perceptions about procedural justice but the interactive and distributive justice of managers are … justice among managers throughout the hierarchical system of an organization would be an effective way to improve both …

/methodology/approach – The proposed model of innovation in organizations uses the cognitive attitudes of managers in an organization as the …

by co‐operative managers and not obstruction by the erroneous perceptions of managers. This paper aims to highlight the …. Originality/value – The paper shows that although co‐operative managers provide a vital knowledge base in developing programs and …