Using the theoretical foundations of the resource-based view of the firm, this study develops and measures marketing employee development capabilities and investigates how it moderates the relationships between brand and customer relationship management capabilities and firm performance...

Sales technology has had a major impact on the efficiency, effectiveness, and relationship building processes between the organization, manager, salesperson, and ultimately, the customer. However, this technology may generate ethical issues for these stakeholders. While the importance of sales...

When to Hire-or Not Hire-a Consultant:Getting Your Money's Worth from Consulting Relationships is a hands-on, practical guide for anyone thinking about hiring a consultant to set strategy, solve problems, increase profits or revenue, develop new products, open new markets, or improve efficiency....

Redundant employees. Storerooms full of extra stock "in case we need it." Marketing money sprayed in all directions in the vain hope it will create customers. Duplicate IT systems. HR policies that fatten the corporate waistline rather than keeping it trim. Budgeting exercises that result in...

ch. 1. Introduction to sales management -- ch. 2. Review of professional selling -- ch. 3. Changing buyer needs and the effect on sales management -- ch. 4. Ethical and legal issues in sales management -- ch. 5. Sales force technology -- ch. 6. Sales strategy, organizational integration, and...

Purpose – To investigate the influence of word‐of‐mouth (WOM) behavior among the growing teenage female market segment in the flourishing sports market. Design/methodology/approach – A sample of 118 teenaged girls, aged 13‐18, participated in the study. The theory of consumer...

Purpose In this research, the authors aim to identify a situation when a consumer’s judgment of unethical behavior is not consistent with their intention to act ethically. Design/methodology/approach Across two studies, participants were asked to evaluate how ethical an actor’s behavior was...

Previous sales promotion research has focused primarily upon groceries and packaged goods. This research examines what motivates consumers to respond to sales promotions for leisure services. Leisure services may offer price deals, but also frequently offer non‐price sales promotions which may...