Sales force performance is predominant in the B2B marketing literature. This chapter reviews how sales force performance has been defined, operationalized and measured. By providing a typology of sales force performance along two dimensions - namely positive versus negative performance and...

Despite the widespread interest in the topic of organizational citizenship behaviors (OCBs), little empirical research has tested the fundamental assumption that these forms of behavior improve the effectiveness of work groups or organizations in which they are exhibited. In the present study,...

Because the notion that various individual, task, or organizational-level variables moderate the relationships between leader behaviors and subordinate criterion variables is a fundamental assumption of most situational approaches to leadership, it is not surprising that a number of studies have...

Traditional market share response (multiplicative competitive interaction or MCI) models have been gainfully employed in marketing research practice as an effective methodology for estimating competitive effects. Legions of books and articles on MCI models and their use have been published...

The purpose of this study is to integrate the notion of extra-role performance with the current understanding of the relationships among salesperson job attitudes (job satisfaction and organizational commitment), role perceptions (ambiguity and conflict), in- and extra-role behavior, and...

With the advent of technology enabling greater customer tracking, more robust knowledge management, and direct customer communication, the implementation of customer relationship management (CRM) strategies has grown in importance with many implications for sales-intensive organizations....

This research focuses on the impact of leadership empowerment behavior (LEB) on customer service satisfaction and sales performance, as mediated by salespeople’s self-efficacy and adapt ability. Moreover, the authors propose an interactive relationship whereby LEB will be differentially...

Technology plays an ever-increasing role in personal selling and customer relationship management (CRM). Over the past decade, many models examining the acceptance of technology have been proposed and refined, contributing significantly to our knowledge of technology adoption. An implicit...

Sales contests are short-term incentives used by managers to raise sales effort. The extant marketing theory predicts that the optimal prize structure should have two characteristics: 1) The number of prizewinners should be greater than one; and 2) prize values should be unique and rank-ordered....

While anti-citizenship behavior (ACB) is under-researched across all academic domains, sales and marketing researchers have not done any work in the area. This oversight is significant given recent survey data that suggests sales representatives are misbehaving at an alarming rate; 60% of sales...