Purpose – This paper aims to examine the extent of and key determinants for bank and insurance provider selection and usage by business customers from the small to medium‐sized enterprise (SME) segment, thereby aiming to increase understanding of the drivers of customers' cross‐buying...

Purpose – The purpose of the article is to present and test a model regarding important factors that may help reduce unethical behavior (i.e. misselling) of salespeople in the financial services industry. Design/methodology/approach – To test the hypotheses, telemarketers from the life...

Purpose – The purpose of this paper is to bridge the glaring gap in the sales literature due to the deficiency of historical research on the adoption of technology in personal selling and the resultant impacts on sales roles. Design/methodology/approach – This paper traces the early adoption...

Purpose – This study aims to extend the current understanding in consumer behavior about plausible theoretical linkages between salespersons' activities, and the psychosocial benefits derived, and terminal values achieved by customers. Design/methodology/approach – The study carries out...

Purpose – This study aims to assess and measure the sales culture within the commercial banks in Jordan, and to provide top management of these banks with the database which may be required for improving the banks' selling effectiveness. Design/methodology/approach – The study has been...

Purpose – The purpose of this paper is to clarify the different roles and implications of a manufacturer's branded retail operations on its international strategy. The roles are analyzed through two dimensions, brand strength and the role of branded retail as a sales channel....

Purpose – The purpose of this paper is to review the latest management developments across the globe and pinpoints practical implications from cutting‐edge research and case studies. Design/methodology/approach – This briefing is prepared by an independent writer who adds their own...

Purpose – This article aims to explain the adoption of self‐service technology with pro‐active sales applications (automated teller machines or kiosk systems) in brick‐and‐mortar outlets with special respect to personality traits, relationship characteristics and previous online...

Purpose – This paper seeks to define a new construct, salesperson opportunity recognition, which contributes to solutions selling effectiveness and efficiency. Design/methodology/approach – A framework for the composition of salesperson opportunity recognition as well as antecedents and...

Purpose – For many years, the financial industry has been perceived as conservative, old‐fashioned, and somewhat tedious. The purpose of this paper is to examine the effects of humour usage by financial advisors on several sales performance outcomes. Design/methodology/approach – A survey...