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...

The advent of livestream technology signifies a significant paradigm shift in consumer engagement and sales strategies within the digital era. This study explores the transformation from traditional salespeople, known for their direct selling techniques, to modern-day livestreamers who leverage...

Salespeople play a critical role in new product selling. Owing to the time lag between sales efforts and accounting outcomes, salespeople under budget pressure created by outcome-based control systems may engage in myopic revenue management by prioritizing the selling of existing products. While...

This study aimed to discover the intervening role of Salesperson Adaptive Selling Behavior (SPASB) in the relationship between Salesperson Lead Qualification Skills (SPLQS) and Salesperson Performance (SP), in addition to the potential moderating effect of Salesperson Gender (SPG) on this...

This study looked at the complex interactions between agreeableness as a personality trait and five deviant workplace behaviours (including experienced incivility and innovative deviant behaviour) and the role of perceived stress as a mediating mechanism in front-of-house hotel workers. 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...

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...

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...

Co-creation 5.0 is a new era in which frontline employees (FLE) and service robots work as a team. This study examines the consequences of co-creation 5.0 on service outcomes in a real context and analyses the moderating effect of the FLEs and collaborative service robot (CSR) teams. We employed...

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...

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....

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...