Purpose – To develop and propose a conceptual model that explains why downstream channel members (e.g. retailers) are likely to adopt or resist the implementation of emerging partner relationship management (PRM) technologies by their channel counterparts (i.e. suppliers)....

While industrial marketing managers have long been concerned about the representativeness of sample information, few direct measures have been available of how accurately the sample represents the population. Suggests the use of characteristics available from sources external to the survey...

Examines the impact of selling behaviors on performance. The time spent actually selling and servicing clients is shown positively to influence salesperson performance. Having a spouse in the profession, past sales experience, higher vocational esteem for selling and service, and a higher...

Purpose – This paper aims to examine the impact of customer orientation, at the levels of both the company and the salesperson, on salesperson performance. Design/methodology/approach – A survey of 283 salespeople provides the database that was analyzed using structural equation modeling....

The aging population in the United States makes skill in marketing to the mature consumer increasingly important. The biophysical and psychosocial aging process creates a need for specific strategies to address the changes brought on by age. Attempts to ascertain the degree to which the...