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...

Until now, sales researchers have not done any empirical work in the area of deviant workplace behavior. This is surprising, given that recent survey data suggest deviant salesperson behavior is running rampant out in the field: 60 percent of sales managers have caught their reps cheating on...

This longitudinal research examines the impact of individual differences, organizational factors, and contextual influences on intention to adopt and adoption of sales force automation (SFA) technology, and the corresponding effect of adoption on sales performance. Data were collected prior to...

While few scholars debate the importance of doing things to improve the quality of the buyer-seller relationship, little is known about what salespeople can do after the point of the initial sale to enhance customer satisfaction and trust. On the basis of extensive exploratory interviews across...

To our knowledge, this research is the first to focus on the critical moderating role that user training and support play on the relationship between the use of sales force automation tools and salesperson performance (i.e., effectiveness: percent-to-quota and efficiency: average number of calls...