The role of salespeople is increasingly important in relation to improving sales performance. Sales may increase if it is supported by reliable, smart and hardworking salesperson. To create a professional salesperson, enterprises need to provide a guidance, for example, in the form of practical...

Während der Corona-Pandemie ist für etliche Berufsgruppen eine enorme Diskrepanz zwischen “Systemrelevanz” und gesellschaftlicher Anerkennung beziehungsweise Wertschätzung deutlich geworden. Dies verweist auf die Frage nach den gesellschaftlichen Bewertungskriterien für Arbeit und...

When should entrepreneurs choose to enter the market with a start-up? And when should they sell their invention or business idea? New research on how entrepreneurs decide between entry and sale offers significant insights for policy makers concerned about economic welfare. At first glance, the...

In order to manage and analyse customer interactions and data across the customer lifecycle, businesses employ a mix of practises, strategies, a technology is developed and is called customer relationship management (CRM). The goal is to strengthen interactions with customers in order to promote...

In order to manage and analyse customer interactions and data across the customer lifecycle, businesses employ a mix of practises, strategies, and technology called customer relationship management (CRM). The goal is to strengthen interactions with customers in order to promote client retention...

The association between selling orientation and customer orientation and sales success has been a matter of intensive research since the publication of the selling orientation-customer orientation (SOCO) score in the early 1980's. However, which attitudes predispose salespeople for high...

Despite significant investment, companies are often unsuccessful in developing their salesforce, leading executives to question whether it is worth it to invest in salespeople development at all. Therefore, companies must identify optimal developmental intervention options and measure their...

Sales associates need emotional intelligence (EI) in dealing with job stress and perceived job satisfaction. So far, there has been no research that explains the effect of job stress on job satisfaction with EI as a mediating variable in the sales associate profession. This study examines EI's...

Communication between seller and buyer is done through multiple channels. There are multiple ways to use technical media and channel selection to create more information, but does this lead to a better performance of a firm? Research on the impact of different marketing channels in the industry...

Salespeople are widely employed in many industries and are perceived as an effective marketing strategy. However, due to lack of field data, direct empirical evidence on the effectiveness of salespeople is scarce. In this paper, leveraging a unique retail sales data set from a leading Chinese...

We study the performance of small retail sales teams facing an incentive scheme that includes both a lump sum bonus and multiple accelerators (kinks where the piece rate jumps upward). Consistent with standard labor supply models, we find that the presence of an attainable bonus or kink on a...

When wages are transparent, sales agents may compare their pay with that of their peers and experience positive or negative feelings if those peers are paid (respectively) less or more. We investigate the implications of such social comparisons on sales agents’ effort decisions and their...

Drawing upon job embeddedness theory, this paper examines whether network and spatial embeddedness impact direct salespeople’s tendency to remain active or become inactive. Network embeddedness is defined as one’s connection with other salespeople (micro-level), and one’s affiliation to a...

This article investigates the impact of branding on sales performance. Different important concepts are analyzed. These include comparison of Self-image with Brand image, Brand Authenticity, Brand Orientation, and Sonic Branding. We investigate how branding impacts the consumer buying process in...

Salespeople are widely employed in many industries and are perceived as an effective marketing strategy. However, due to lack of field data, direct empirical evidence on the effectiveness of salespeople is scarce. In this paper, leveraging a unique retail sales data set from a leading Chinese...

We use an incentivized experimental game to uncover heterogeneity in other-regarding preferences among salespeople in a large Austrian retail chain. Our results show that the majority of agents take the welfare of others into account but a significant fraction reveals self-regarding behavior....

This study tries to examine the influence of salesperson’s customer orientation on Customer Loyalty. Customer orientation is the approach taken by a salesperson to improve customer relationship and increase sales. Many organizations prefer sales orientation as a strategic approach towards...

We study the performance of small retail sales teams facing an incentive scheme that includes both a lump sum bonus and multiple accelerators (kinks where the piece rate jumps upward). Consistent with standard labor supply models, we find that the presence of an attainable bonus or kink on a...

This paper studies the impact of sales force incentives on the terms of automotive credit and consumer default. We find that loan rates decline and sales volume increase sharply on the last day of the calendar month, when end-of-month sales tournaments conclude and sales force bonus rankings are...

This study tries to examine the influence of salesperson’s customer orientation on Customer Loyalty. Customer orientation is the approach taken by a salesperson to improve customer relationship and increase sales. Many organizations prefer sales orientation as a strategic approach towards...

We experimentally investigate the strategic interaction between a product expert and a consumer. The expert privately chooses a ranking methodology to rank two products with uncertain relative merits; the consumer decides whether to acquire the resulting ranking report to guide her product...