This study introduces the concept of perceived salesperson transparency to the sales literature. It addresses how recent technological developments impact traditional agency theory concerns, while simultaneously creating a conceptual definition of perceived transparency for application on an...

The selling process with its various antecedents and consequences is a common focus of research. Emotion-based conditions such as exhaustion and burnout are receiving growing attention due to their tremendous impact on salesperson behavior and performance. Yet, no research currently exists into...

A stream of studies investigates shareholder wealth effects of marketing investments into sport sponsorship properties. While research generally upholds a positive relationship between sponsorship agreements and shareholder wealth, the relationship remains unclear for several sponsorship...

This study utilizes data from 1279 SMEs spanning seven countries to assess the cross-national invariance of the Covin and Slevin entrepreneurial orientation scale. We first examine the psychometric properties of the scale across the full sample and each of the individual countries, identifying...

type="main" xml:id="joca12051-abs-0001" This study examines the effect of consumer health-consciousness on attitude toward dietary supplements as well as consumer perceptions of supplement risks and benefits when compared to their prescription drug counterparts. The authors investigate three...

Sales technology has had a major impact on the efficiency, effectiveness, and relationship building processes between the organization, manager, salesperson, and ultimately, the customer. However, this technology may generate ethical issues for these stakeholders. While the importance of sales...