Purpose: The purpose of this paper is to study the relational impact of using win-win or win-lose negotiation strategies within different types of buyer-supplier relationships. Design/methodology/approach: A multi-method approach is used. Qualitative interviews with supply chain managers reveal...

Given the renewed interest in salesperson burnout, three research objectives that are key to uniting and moving the sales literature forward are addressed. Specifically, sequencing issues with the ordering of the burnout facets are addressed. Then, facets of burnout as both direct and indirect...

Purpose – The purpose of this paper is to examine practices of and differences between small and large organizations as they relate to the training of sales managers. Design/methodology/approach – Utilizing a survey approach, data were collected from a sample of sales managers and trainers...