While team-based selling is highly prominent in practice, research on the drivers of its effectiveness is sparse. Drawing from the literature on climate consensus, we propose that in addition to leadership and team factors, team consensus plays a critical role in boosting sales team...

To successfully satisfy large customers and meet financial objectives, dedicated sales teams need to manage two boundaries: a boundary within the selling firm and one with the customer organization. However, little is known about the process of managing these multiple boundaries. This study...

Despite the widespread interest in the topic of organizational citizenship behaviors (OCBs), little empirical research has tested the fundamental assumption that these forms of behavior improve the effectiveness of work groups or organizations in which they are exhibited. In the present study,...