this paper is to propose and empirically assess a model of social media usage among business-to-business (B2B) salespeople …. A survey of 273 B2B salespeople was conducted and then analyzed using structural equation modeling. Results support the … media usage positively affects sales performance. Customer-oriented selling was not found to be positively related to social …

. Following this prescription, marketing scholars have developed strong theoretical arguments in favor of delegating pricing … authority to their salespeople. Given this divergence between theory and practice, we develop and empirically test two … mitigating factors that could potentially explain why firms restrict pricing authority. We test our hypotheses on a sample of 222 …

This paper identifies the body of literature related to pricing that exists in 20 marketing or business journals … over 38,800 citations were made to 1945 articles that dealt with some aspect of pricing. Based on these data, we identify … within the domain of pricing have received most attention, and how these topics have evolved in three year periods. In …

Based on a very rich literature regarding the requirements for successfully selling in nowadays conditions, the present … paper brings into discussion what might become a new concept, relevant for better understanding the role that salespeople … in an attempt of systematization of choices that an entrepreneurial mindset will do among selling strategies and …

948 business-to-business salespeople of a multinational company’s sales force in Canada, Mexico, and the USA. The results … salespeople’s tendency to engage in USBs differently in each country. In addition, business ethics, individualism, and customer …

The study examines the research methodology of more than 200 empirical investigations of ethics in personal selling and … Journal of Business Ethics and the Journal of Personal Selling & Sales Management maintaining their position as the main …

selling task is complex, few salespeople oflevel of ability will be successful with a low-quality product. Therefore, the high …We ask the question, “when should the most highly skilled salespeople sell the best products?” Our main result is that … simple. This is shown using a general analytical model of selling in which sales are a joint function of the salesperson …

The selling environment has undergone tremendous transformation over the past 2 decades. Perhaps the greatest change … media into their strategies and how the individual salesperson might implement social media into his or her daily selling …

manufacturing management, quality, price, and promotional strategies as functional factors. Besides, relational variables including …

, in a model of symmetric uncertainty, we show that the announcement of a reference program facilitates dynamic pricing by … customers. This creates more value, which the manufacturer can extract via a higher price. In this way, a reference program can …