Extensive attention has been given in recent years to the role of entrepreneurship in facilitating global economic development, with research indicating that much employment growth originates from the “entrepreneurial sector” of the economy. In many parts of the world, emphasis has also been...

While the effect of communication apprehension on a multitude of psychological and performance variables has been studied in many other disciplines, it has not been extensively examined by sales researchers. This article considers communication in the sales transaction from the perspective of...

Little research has been done on the impact of realistic job information on the salesperson′s decision to terminate a sales position. Using propensity to leave as a surrogate for salesforce turnover, presents the results of an investigative study of realistic job information in sales...

Little research has been done on the impact of social decision schemes on group process variables. Green and Taber created a self‐report scale to provide five measures of the group process. These measures deal with the descriptions of an individual’s behaviour as well as others’ behaviour...

Previous research has focused on identifying factors that influence buyers who uses price as a cue to quality. However, little work has been done to explain the theory of association and the psychological processes behind the buyer’s price‐quality association. This study examines the process...

Purpose – The purpose of this paper is to focus on the impact that country connectedness and cultural values have on the equity afforded to a country’s workforce in today’s global economy. Design/methodology/approach – Drawing upon a number of large international surveys of...

Purpose – Mission statements are fairly ubiquitous, particularly among large organizations. However, if they are to have a chance of achieving the desired positive outcomes, they must first be readable and comprehensible to the targeted stakeholders. The purpose of this paper is to investigate...

Describes how disciplinary surveys conducted in the USA and South Africa reveal some interesting comparisons. Also how concentration strategies can assist targeting, marketplace production and assess market sales situations.

This article reviews factors necessitating the application of effective selection and motivation criteria when using independent distributors. It reports findings concerning the criteria utilised by South African manufacturing companies and compares these with findings based on another study...

Purpose – This paper seeks to examine the effect of behavioural inhibition and behavioural activation systems on users' intention to adopt customer relationship management (CRM) applications. Design/methodology/approach – Data for this study were collected from among managers of a major...