Financial packages provide the most common incentive to meet the legal requirement that retirement be voluntary. However, managers have other tools to encourage retirement or encourage staying on the job—within legal constraints and consistent with current health insurance changes that may...

Purpose: This study aims to investigate to what extent salespeople are satisfied, dissatisfied or neither with various aspects of their job in ways predicted by the “two-factor model” assocating satisfaction with recognition and personal growth but not “hygiene factors.” It further...

Purpose: This paper aims to examine technology-based firms that successfully turned around a decline in performance, to report what they did and what characterized the firms themselves, relating those actions and characteristics to effective rebounds. Design/methodology/approach: The authors...

Purpose: The purpose of this paper is to offers the authors’ perspective on a problem rarely considered by those making strategic decisions: conflicting laws at different levels of jurisdiction, specifically those related to stigmatized products. Design/methodology/approach: The authors use...

Managers understand the rationale for investing in new products, but now face an even more compelling need: to invest in targeting new markets, specifically those in less developed countries (LDCs). The argument presented here for initiating or increasing marketing efforts in these nations makes...

Purpose: This study aims to explore a previously unidentified antecedent of remaining in selling rather than leaving the field. That antecedent is “love of selling”: prioritizing intrinsic rewards over those that are extrinsic. Design/methodology/approach: The differences between those with...