Purpose – The purpose of this paper is to investigate the moderating effects of selling experience on the relationship between job satisfaction and sales performance, customer orientation and sales performance, and adaptive selling behaviors and sales performance, taking the context of B2B...

Purpose – The purpose of this paper is to examine the impact of customer participation in a service delivery process by designing and testing an empirical model with the employees’ point of view in mind. Design/methodology/approach – Using data collected from 166 pairs of customers and...

Purpose – The purpose of this paper is to examine the effects of external locus of control on different job characteristic variables – i.e. role conflict, role ambiguity and emotional exhaustion, in addition to the outcome variable, job satisfaction – in a business-to-business sales...

Purpose – The purpose of this paper is to investigate the relationship between personality traits and both job and career satisfaction among salespeople. The authors also wished to examine the extent to which biologically based personality traits provided insights into job and career...

Purpose – The aim of this paper is to focus on reducing employee dissatisfaction and withdrawal in major, consultant designed, change programs by increasing intrinsic rewards. Design/methodology/approach – A survey of 585 employees and 31 team leaders involved in ten change programs across...

Purpose – The purpose of this paper is to explore how various performance related pay (PRP) schemes influence employee turnover. It also tests whether profit sharing has a differential impact on turnover in comparison to other forms of PRP. Design/methodology/approach – Utilizing a...

Purpose – The purpose of this paper was to investigate the relationship among organizational learning culture (OLC), psychological empowerment (PE), job satisfaction, affective organizational commitment and turnover intention, as very little has been conducted in this regard....

Purpose – Innovation is the key to sustained competitive edge, especially for organizations functioning in a fast changing environment. The purpose of this paper is to understand select factors affecting innovation in Indian pharmaceutical organizations. Design/methodology/approach – The...

Purpose – The purpose of this paper is to demonstrate the influence of transformational leadership (TL) on job satisfaction by using the business perspective of the balanced scorecard. Design/methodology/approach – The paper is based on an empirical study of the top four life insurance firms...

Examines turnover functionality (high‐ and low‐performing quitters and stayers) in a business‐to‐business sales setting. Prior research indicates that antecedents of turnover frequency and turnover functionality are different. However, this may be an artifact of the way in which turnover...