While team-based selling is highly prominent in practice, research on the drivers of its effectiveness is sparse. Drawing from the literature on climate consensus, we propose that in addition to leadership and team factors, team consensus plays a critical role in boosting sales team...

Despite the fact that several researchers have suggested that goal acceptance moderates the relationship between group cohesiveness and group productivity, only 1 study (C. N. Greene, 1989) has directly tested this proposition, and virtually no study has examined whether leaders who foster group...

Despite the fact that validating the measures of constructs is critical to building cumulative knowledge in MIS and the behavioral sciences, the process of scale development and validation continues to be a challenging activity. Undoubtedly, part of the problem is that many of the scale...

Consumer perceptions of advertising creativity are investigated in a series of studies beginning with scale development and ending with comprehensive model testing. Results demonstrate that perceptions of ad creativity are determined by the interaction between divergence and relevance, and that...