Contents: Preface / Jay Mulki and Fernando Jaramillo -- 1 An exploration of sales activities from a service ecosystems perspective / Nathaniel N. Hartmann, Heiko Wieland and Bruno Lussier -- 2 From sales force automation to digital transformation: how social media, social CRM, and artificial...

Sales leadership research has typically taken a leader-focused approach, investigating key questions from a top-down perspective. Yet, considerable research outside sales has advocated a view of leadership which takes into account the fact that employees look beyond a single designated...

We analyze whether the introduction of unemployment insurance (UI hereafter) benefits in developing countries would reduce the effort made by unemployed to secure a new job in the formal sector. We show that one shot UI benefits unambiguously increase the effort to secure a new job in the formal...

We study the relationship between the distribution of individuals' attributes over the population and the extent of risk sharing in a risky environment. We consider a society where individuals differing with respect to risk or their degree of risk aversion form risk-sharing coalitions in the...