The second of a two‐part study, this article focuses on motivational theories and how they relate to the specific concerns of sales management. The categories of theory considered are: need, value and reinforcement; and then three further approaches are covered: attribution theory,...

Purpose: A phenomenon that has revolutionized society is the technological millennial approach to communication. Social media has matured into a prime channel for regular interactions and development of brand–customer relationships that enrich a social identity. The purpose of this paper is...

Purpose: Despite scholarly effort to understand customers’ recovery evaluation, little progress is evident in deciphering how customers develop online failure/recovery perception. This paper aims to address this issue. Design/methodology/approach: Social constructivism was the epistemic...

Purpose: The purpose of this study is by drawing on signaling theory to address the need for more investigation into the conceptual underpinnings of sponsorships by investigating and seeking to understand sponsorship objectives, opinions and practices, with a focus on smaller organisations....