Purpose: In the context of an emerging market, this paper empirically investigates the direct as well as the indirect impact of natural reward strategies (NRS) on the sales performance of B2B sales force. It also investigates the mediating impact of salesmanship skills on the NRS–sales...

Purpose – Review articles on B2B salespersons' performance in the recent past have been limited. This paper seeks to provide a review, focusing on the conceptualizations of the salespersons' performance construct, and its determinants, in a B2B context. A synthesis of the relevant predictors...

Purpose – The purpose of this paper is to investigate the moderating effects of selling experience on the relationship between job satisfaction and sales performance, customer orientation and sales performance, and adaptive selling behaviors and sales performance, taking the context of B2B...

Purpose – The purpose of this paper is to examine the influence of volume and valence of online movie ratings on consumers’ risk perceptions and purchase intentions, as well as the moderating impact of cultural values, in four emerging Asian markets. Design/methodology/approach – Using a...

Purpose – Research on customer value in business markets is still at an early stage. More specifically, business marketing literature is largely silent on how customers' value expectations interact with suppliers' value propositions and how the interaction leads to development of new products...

Purpose – This study aims to extend the current understanding in consumer behavior about plausible theoretical linkages between salespersons' activities, and the psychosocial benefits derived, and terminal values achieved by customers. Design/methodology/approach – The study carries out...