Purpose: This study aims to investigate to what extent salespeople are satisfied, dissatisfied or neither with various aspects of their job in ways predicted by the “two-factor model” assocating satisfaction with recognition and personal growth but not “hygiene factors.” It further...

Purpose: This paper aims to examine technology-based firms that successfully turned around a decline in performance, to report what they did and what characterized the firms themselves, relating those actions and characteristics to effective rebounds. Design/methodology/approach: The authors...

Purpose: The purpose of this paper is to offers the authors’ perspective on a problem rarely considered by those making strategic decisions: conflicting laws at different levels of jurisdiction, specifically those related to stigmatized products. Design/methodology/approach: The authors use...

Purpose: This study aims to explore a previously unidentified antecedent of remaining in selling rather than leaving the field. That antecedent is “love of selling”: prioritizing intrinsic rewards over those that are extrinsic. Design/methodology/approach: The differences between those with...

Purpose The purpose of this paper is to explore a contributing factor – communication – within a team as well as with a client. Organizations that rely on key account teams for strategy implementation may find their “best laid plans” thwarted by communication problems associated with...

Purpose – While managers have many opportunities to learn about strategic principles, this article investigates how managers understand and use them. Focusing on principles from the writing of Peter F. Drucker, described by many as “the man who invented management,” the purpose of the...

Purpose – This study investigated perceptions useful for pricing decisions. Buyers observing premium prices may believe that “you get what you pay for,” but do buyers seeing low prices believe that “you do not get what you do not pay for”? This research tested the idea that these two...

Purpose – The authors offer the viewpoint that a requirement to put the value of intangible assets like brands on a company's balance sheet may be in prospect – and that such a requirement would benefit businesses. Design/methodology/approach – Brands and elements of brands like a package...

Purpose – This paper aims to offer a new perspective on increasing advertising effectiveness, testing the idea that the link between advertising expenditures and brand equity is greater when a company's consumer satisfaction ratings exceed those of their competitors than when such ratings...

Purpose – This paper seeks to examine the possibility that antitrust enforcement will strengthen in the USA. The study sets out to assess whether the merger of two large rivals into one even larger firm is likelier to prompt government challenge than has been true in the recent past....