Although chiefly anecdotal, reports that performance is enhanced through technology has encouraged many marketers to adopt computer systems. To examine this issue, 183 industrial marketing executives familiar with computers were surveyed. The results suggest that, properly managed, computer...

Examines the relationships between the frequency of expert system use and the system′s hardware, access location, and features. Also examines the relationship between the expert system′s hardware and access location. The study is empirical, using a survey of marketing executives who work...

Examines the value of expert systems in marketing organizations through a national mail survey of 117 marketing executives. All the examined respondents reported the successful use of expert systems in their organizations. The results indicate that while expert systems provide operational...

The literature is rich with examples that stress the importance of marketers having long‐term customer relationships. Yet, the reality is that while relational attachments can foster benefits, there are many occasions when marketers seek, or are forced, to disband or change the nature of...

Purpose: Grounded in ethical decision-making theory, this paper aims to develop and empirically tests a model that examines the relationships between ethical leadership, customer orientation, ethical values person-organization fit, commitment to service quality and service sabotage among...

Purpose: The purpose of this paper is to investigate the relationships between grit, unethical behavior and job stress among business-to-business salespeople. Design/methodology/approach: The empirical analysis includes 240 business-to-business salespeople. Structural equation modeling is used...

Purpose The purpose of this paper is to attempts to better understand the role of ethical leadership in the business-to-business customer value creation process. Drawing on job demands-resources theory (Bakker and Demerouti, 2007; Demerouti et al. , 2001), this paper develops and tests a model that...

This paper empirically examines the relationship between salespeople’s ethical conflict and their job performance. Results suggest that ethical conflict, resulting from an incongruence in ethical values between salespeople and their organizations’ top management, has a negative affect on one...