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...