Purpose: The principal purpose of this study is to examine the moderating influence of selling experience on the following two relationships – adaptive selling and job satisfaction and customer orientation and job satisfaction – using unionized salespeople as respondents. It also tests for...

Purpose: This paper aims to popularize the Bayesian methods among novice management researchers. The paper interprets the results of Bayesian method of confirmatory factor analysis (CFA), structural equation modelling (SEM), mediation and moderation analysis, with the intention that the novice...

Purpose In pharmaceutical marketing, salespeople require promotional instruments to satisfy and retain their customers (physicians), but companies ignore the need because of the costs involved. It appears that the importance of promotional support is understood differently by managers and sales...