The study aims to examine the process and contingency to explain the relationship between follower’s proactive behavior and leader's trust. Trust has been identified as one of the most critical elements of the high-quality relationship between a follower and leader and considered as a key...

The questions of what competence constitutes in salesperson performance and why it does matter are important issue of marketing and sales management. This study examined the importance of competence in a salesperson's performance and the mechanism underlying the relationship between competence...

The aim of this paper is to apply the insights of recent research on routine in the context of repeated negotiations. To demonstrate the link between both concepts, we introduce an analytical framework, based on which we identify different negotiation situations in which routine can develop....