This study examines how the institutional environment of transitional economies impacts institutional arrangements in the form of influence strategies employed by Western exporters in managing relationships with local firms. Reflecting environmental components, a Western firm’s understanding...

Purpose: This study aims to explore the effects of three competency layers of personality on salesperson effort and performance: self-efficacy, competitiveness and entrepreneurial motivation. Design/methodology/approach: A two-study approach with data from 285 business-to-business (B2B)...

Ever since it was adopted in 2015 by the United Nations, the 2030 Agenda for Sustainable Development has acted as the main guideline for European Union Member States in regard to achieving economic prosperity, environmental sustainability and peaceful, inclusive and innovative societies....