Showing 1 - 10 of 16
Purpose – The purpose of this study is to build on previous research on stress in sales forces to investigate the effect of perceptions of time wasted on salespersons' attitudes and behavioral intentions. Design/methodology/approach – Responses from 400 salespeople who work in 49 business...
Persistent link: https://www.econbiz.de/10014759863
Purpose – In the years since Saxe and Weitz developed a scale to measure the selling orientation and customer orientation (SOCO) of a salesperson, research findings on the effect of SOCO on salesperson job performance have shown mixed results. This article aims to synthesize the findings from...
Persistent link: https://www.econbiz.de/10014842863
Purpose – This research seeks to explore the role played by ethical reputation in amplifying the positive impact of value received by the customer on satisfaction with the supplier and ultimately loyalty. Design/methodology/approach – Survey responses derived from 299 customers, concerning...
Persistent link: https://www.econbiz.de/10014760021
Purpose – The purpose of this paper is to investigate why salespeople resist change and the impact of resistance to change on customer responsiveness and performance outcomes. Design/methodology/approach – Survey responses derived from 233 salespeople from three large financial institutions...
Persistent link: https://www.econbiz.de/10014760058
Purpose: A significant amount of research has shown that drivers of employee attitudes, and behaviors leading to outcome variables such as turnover intentions, are strongly influenced by national culture. This study focuses on the difference in relationships among some critical variables...
Persistent link: https://www.econbiz.de/10012539707
Purpose: In a banking context, this study applies uncertainty management theory (UMT) to test the impact of managerial indecisiveness on salespersons' trust in their manager, perceived role ambiguity and turnover intentions. In addition, the moderating role of managers' leadership style on the...
Persistent link: https://www.econbiz.de/10012539708
Persistent link: https://www.econbiz.de/10012280428
Persistent link: https://www.econbiz.de/10012535316
Purpose – The paper is in the domain of marketing strategies of multinational firms. Specifically, it aims to focus on target market selection of multinational firms. Design/methodology/approach – Using the cultural, administrative, geographic, and economic distance framework proposed by...
Persistent link: https://www.econbiz.de/10014827477
Purpose – The purpose of this paper is to develop and test a theoretical model of managerial decisions involving international market entry. Design/methodology/approach – The authors propose a mathematical model that seeks the optimal level of cultural distance between the host and the home...
Persistent link: https://www.econbiz.de/10014827539