An experiment was carried out to evaluate whether or not relevant and successful work experience would mitigate employment discrimination in cases involving women and overweight industrial salespeople. The study was conducted in a salesforce setting and used practicing sales managers as...

The globalization of retailing is occurring at an accelerating pace. For cost, quality, and style and fashion reasons retailers look worldwide for manufacturers and vendors that can meet their customers’ needs. Uses game theory to examine the conflict issues that can arise in retailer‐...

The study’s hypothesis posited that a supervisor would use more severe discipline when sales subordinates engage in unethical sales practices when salespeople are hired directly by the supervising manager rather than by the personnel department. Based on attributional self‐justification...