Purpose – This paper seeks to define a new construct, salesperson opportunity recognition, which contributes to solutions selling effectiveness and efficiency. Design/methodology/approach – A framework for the composition of salesperson opportunity recognition as well as antecedents and...

For more than a decade, bankers and others outside the financial services community such as hardware manufacturers have sought to solidify the place of smart card technology as a viable retail point‐of‐sale alternative and, more boldly, as an outright replacement for cash in everyday...

Purpose – The exchange of goods between individual consumers being facilitated by the internet and “peer‐to‐peer” (P2P) systems is severely altering the business landscape. In broader terms, P2P exchanges are a form of what has occasionally been labeled “consumer‐to‐consumer”...