Purpose - The research aims to investigate the factors influencing the adoption of artificial intelligence (AI) in pharmaceutical industry companies, specifically focusing on its impact on salesforce performance. Design/methodology/approach - We collected research data from pharmaceutical...

After 35 years of a free market in Poland, three life insurance companies have gained a dominant position in the market and developed certain procedural equilibrium in the area of training, allowing their status quo to be maintained. Yet, they do not take into account the opinions of agents and...

Grounded in consumer motivation theory, this study examined how trust in AI, along with its credibility and versatility, drives consumers to adopt AI in online retail, ultimately improving consumer satisfaction and happiness. Survey data from 1,471 consumers in Spain were analysed to scrutinise...

This study investigates the determinants of trust in insurance companies and its behavioral consequences by integrating individual trust disposition, salesperson-related attributes, and firm-level characteristics. Using survey data collected from 905 respondents in Korea (n=249) and China...

Social media and other digital tools are fast-changing business processes from companies' marketing and communication to the selling of their products. Hence, many firms, including SMEs worldwide, adopt social media as a means of linking customers to their products. Notwithstanding the keen...

Service encounter incivility is a common phenomenon across a broad spectrum of service industries globally. This paper examined the impact of service encounter incivility on employee job stress, turnover intentions and labor attrition in the fast food service industry in Zimbabwe. The...

This study tests a framework of business-to-business (B2B) sellers' sales performance motivations in services firms. An exploratory-descriptive research design was used and data was collected from 389 respondents working in the services-orientated business sector of Norway. The study's results...

Purpose This study aims to discern and refine the role of emotional intelligence (EI) in the development of customer orientation among banking employees in Morocco. This analysis seeks to enhance understanding about the significance of this emotional skill within the Moroccan banking sector....

In the realm of corporate dynamics, lead management remains a relatively underexplored subject, despite its increasing significance and annual resource allocation. This study addresses the enigmatic "sales lead black hole" by investigating the influence of enhanced collaboration between...

In the context of international trade with information asymmetries, business certifications can serve as signals of product quality and reliability for customers and stakeholders. Recognizing this, the current study unbraces "signalling theory" to explore the impact of digital transformation...

This study analyses the effects of corporate reputation and trustworthiness in the salesperson on the customer loyalty of 215 German customers who obtained endowment insurance. We use a cross-sectional study design. Corporate reputation is captured by the rational attitude of competence and the...

In this study, we aimed to investigate the financial implications of website performance on restaurant visitor traffic. It is crucial to address the current challenges faced by the restaurant industry, such as decreasing diner numbers due to rising prices, which can have a negative impact on the...