Purpose – Specialty drug development is capital‐intensive and represents a new era for the entire health ecosystem. This “newness” has resulted in below‐par sales performance of these drugs. This paper seeks to explore the intricate relationship of product (or company), salespersons,...

The interest in performance measurement and management (PMM) has notably increased in the last two decades. The purpose of the paper is to revisit the research and knowledge base of the last two decades related to performance measurement and management and exploring the linkages with theories...

Purpose: The purpose of this paper is to create a hierarchy of critical success factors affecting the higher technical education institutions, taking a case study of India. Using total interpretive structural modeling (TISM), the paper attempts to establish the inter-linkages among ten critical...

Purpose: The purpose of this study is to identify crucial and new product selling challenges in the Information and Communication Technology (ICT) sector for the companies operating in Business to Business (B2B) sales setting. Design/methodology/approach: This study uses qualitative techniques...

Purpose: The purpose of this paper is to study the influence of culture on consumers’ perception of brands, specifically brand identity in Gulf countries (Saudi Arabia, the United Arab Emirates and Qatar), and how brands entering new markets, launching new products or modifying existing...

Purpose: The purpose of this paper is to systematically review and analyse extant marketing literature on consumer confusion to propose an integrated conceptual framework and highlight important research gaps. Design/methodology/approach: Systematic literature review methodology was followed...