Purpose – The purpose of this paper is to propose that sales managers use mobile technologies in the working environment to communicate and supportively monitor sales person performance. Design/methodology/approach – A model of supervisor monitoring using mobile technologies is...

Purpose – The purpose of this paper is to present an argument for the importance of organizational culture and organizational socialization as controls for business‐to‐business salespeople. Design/methodology/approach – Organization theory suggests that social forms of control can be an...

Purpose – The purpose of this paper is to clarify the relationship between subjective experience of an event, motivational style for participating and satisfaction afterwards. It proposes that subjective experience of positive affect acts as a mediator between motivation and satisfaction....

Purpose – The purpose of this exploratory, empirical study is to identify motivations for expatriation among religious and humanitarian (R&H) workers. Design/methodology/approach – A sample of 158 active expatriate Christian R&H workers from 25 countries, representing 48 international...

Purpose – This article aims to dwell on theoretical, managerial, and empirical knowledge to improve loyalty programme efficiency. Its intention is to try to understand how economic, hedonist, relational, convenience, informational rewards enhance or undermine customers' perceived programme...

Purpose – The purpose of this paper is to explore the implications of leaders’ life goals on their work related wellbeing. Self‐determination theory (SDT) asserts aspirations (life goals) pursued in terms of personal growth, health, affiliation and community support psychological...

Job involvement is the psychological identification with one's job. Recent trends in sales organizations have heightened the need for increased job involvement among salespeople. Little research has been done to investigate the relationship of job involvement to demographic, job situational, and...

NEGBI is a large company that has telecommunication, coordinated by NEGBI PN, as one of its core competences. NEGBI PN had a strong market position based on supplying its high‐quality switch, the complex device that connects senders and receivers in telecommunication networks. Changes over the...

Purpose – This paper examines how perceptions about salesforce automation (SFA) systems are influenced by the perceived accuracy of the information the system provides. Design/methodology/approach – Three hypotheses are tested. They are as follows. Sales people who perceive that the...

Purpose – Aims to examine the influence exerted by two key actors – sales person and sales manager – on the salesforce control system used by high‐tech industries. First, since these industries evolve in a highly turbulent environment, external conditions can be expected to modify the...