the interpersonal skills in one industry where still the salespeople are considered as bread winners …

insightful findings. Results show that self-efficacious salespeople are upwardly biased, whereas customer-oriented salespeople … and inaccuracy are distinct and curvilinear. During later relationship phases, salespeople profit more from salesperson …

Using a two-phase research methodology, this study investigates the relationship between salespeople … distinguish salespeople’s intraorganizational networks on the basis of their content — work versus social networks — and their tie … that explains which networks and network ties are likely to be more instrumental for salespeople’s effectiveness at each …