Facing a role that is dominated by stressful customer engagements, and chasing sales quotas, salespeople are likely to be guided by their own personal values and organizational environment, and in the long term are likely to develop spiritual thoughts that allow them to view their work with a...

The vast majority of the extant literature on Corporate Social Responsibility (CSR) has focused on the macro (firm) level of analysis by examining the linkage between CSR and firm-level outcomes. As such, very few studies have focused on the micro (individual) level of analysis. Against this...

This study critically examines the existing domains, conceptualizations and operationalizations of the salesperson's customer orientation constructs present in the literature. The widely used Salesperson orientation-Customer orientation (SOCO) construct (its domain, definition and scale) is...

This case is written at a time when organized retailing in India was booming, opening up opportunities for numerous big indigenous and foreign players. Also, with the rising disposable incomes of the Indian middle class and their changing tastes and preferences, they were becoming more and more...

The primary purpose of this study is to enhance the understanding of the impact of distribution channel conflicts on the channel efficiency, which has hitherto received little attention in distribution channel literature. Although ‘channel conflict’ as a construct is fairly well researched...

This study critically examines the existing domains, conceptualizations and operationalizations of the salesperson’s customer orientation constructs present in the literature. The widely used Salesperson orientation-Customer orientation (SOCO) construct (its domain, definition and scale) is...

Case based pedagogy has become popular in most business schools today, since the pioneering efforts made by Harvard Business School, several decades ago. Although the case method approach stands firmly on grounds its effectiveness in ‘simulating reality of the business world’ in the...

The article aims to enhance the understanding of the effect of channel conflicts on channel efficiency through a conceptual framework, specifically the moderating effect of the conflict resolution strategies on the channel efficiency, the research on which is largely absent in the channel...