Purpose – The purpose of this paper is to examine practices of and differences between small and large organizations as they relate to the training of sales managers. Design/methodology/approach – Utilizing a survey approach, data were collected from a sample of sales managers and trainers...

Given the renewed interest in salesperson burnout, three research objectives that are key to uniting and moving the sales literature forward are addressed. Specifically, sequencing issues with the ordering of the burnout facets are addressed. Then, facets of burnout as both direct and indirect...

The purpose of this paper is to explore an ongoing application of the entrepreneurial method applied to the problem of food security in the developing world as an alternative logic. Food production and marketing channels in the developing world are often based on scientific logic starting with...

This quasi-experimental study examines consumer reactions to including projected energy and carbon costs in print ads for a TV, using an online survey of 2566 Australian consumers. This study determines whether consumers' temporal orientation (past vs. future) moderates these reactions....

This paper sets forth a capital budgeting technique that is both theoretically correct and sensitive to the special financing needs of the small business. This technique involves evaluating cash flows and determining if they are sufficient to meet the loan payment schedule. A sufficient amount...

When a firm launches a market-creating innovation, it launches a new product for which there are no close product substitutes. Thus, the new product causes a shift in the existing product-market structure of an industry. This paper reports on the findings of the analysis of 51 large...

This authoritative and comprehensive Handbook showcases the nature and benefits of the new wave in entrepreneurship education emerging as a result of revised academic programmes developed to reflect new forms of entrepreneurship.

The current study extends work on resource-based theory (RBT) by exploring resource—capability complementarity in a new context—that of new technology ventures' (NTVs) first product (FP) commercialization in India. This study examines the influence of marketing and technology...