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 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...

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 article seeks to discuss how and why it is possible to motivate a sales force to follow the guidelines of a consistent pricing policy that promotes profitability and increases margin, and which is beneficial to both providers and consumers of products and services....

Purpose – The main purpose of this study is to investigate the effects of selling strategies on the sales performance of a company. Design/methodology/approach – This paper briefly reviews selling strategies and the sales performance literature. It investigates how selling strategies impact...

Purpose – The main purpose of this research is to gain a clearer understanding of several key determinants and consequences of the ethical behaviour of salespeople. Design/methodology/approach – Questionnaires were administered during regularly scheduled meetings to a total of 280 financial...

Purpose – This paper aims to investigate the characteristics and parameters of salesperson learning within client relationships, thereby filling a noticeable gap in the knowledge of individual learning in a sales context. It also aims at advancing the discussion on the nature of learning and...