Purpose – The present study is a “first look” at sales superstitions with the purpose of establishing its prevalence among professional salespeople and examining the subsequent effects on sales person expected confidence, motivation, sales call behavioral intentions, and anticipated...

The international marketing ethics problems encountered by a representative sample of Australian firms engaged in international business are examined. The executive in charge of international marketing in 38 firms (a 25 per cent response rate) provided information on the types of ethical...

Purpose: The purpose of the study is to address the gap in understanding how the brand influences sales outcomes by focusing one’s attention on the salesperson perceptions of the brand and the salesperson brand selling confidence. Design/methodology/approach: The study uses a cross-section...

Purpose: This study aims to extend current research efforts by examining the dual role of salesperson brand and organizational identification in driving organizational citizenship behaviors, brand advocacy and ultimately brand market performance. Design/methodology/approach: This study uses an...

This study proposes and empirically tests an integrated framework investigating the antecedents to managerial trust and sales control in Malaysian salesforce. The theoretical framework of transaction cost analysis (TCA) serves as the main paradigm for suggesting that uncertainty is the basis for...