Sales technology has had a major impact on the efficiency, effectiveness, and relationship building processes between the organization, manager, salesperson, and ultimately, the customer. However, this technology may generate ethical issues for these stakeholders. While the importance of sales...

Using the theoretical foundations of the resource-based view of the firm, this study develops and measures marketing employee development capabilities and investigates how it moderates the relationships between brand and customer relationship management capabilities and firm performance...

Purpose – To investigate the influence of word‐of‐mouth (WOM) behavior among the growing teenage female market segment in the flourishing sports market. Design/methodology/approach – A sample of 118 teenaged girls, aged 13‐18, participated in the study. The theory of consumer...

Previous sales promotion research has focused primarily upon groceries and packaged goods. This research examines what motivates consumers to respond to sales promotions for leisure services. Leisure services may offer price deals, but also frequently offer non‐price sales promotions which may...

Purpose: Since East Asian Confucian societies are relational societies that view harmonious relationships with others as important, the issue of consumer ethics has received considerable attention in the quest to improve the effectiveness of business transactions. This is especially true of...

Purpose: Firm size has been identified as one of the most important correlates with corporate social performance (CSP). Both conceptual and empirical research has been done to try to explicate and determine this relationship; however, the results from both theoretical and empirical research...