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...

Interpersonal trust, one of the key elements in the foundation of social relationships, occupies a central position in the formation of socio-economic dyadic relationships. Yet, the impact of interpersonal trust in the marketing context on individual performance is rarely treated with any...

Purpose – Review articles on B2B salespersons' performance in the recent past have been limited. This paper seeks to provide a review, focusing on the conceptualizations of the salespersons' performance construct, and its determinants, in a B2B context. A synthesis of the relevant predictors...

Purpose – The purpose of this paper is to investigate the moderating effects of selling experience on the relationship between job satisfaction and sales performance, customer orientation and sales performance, and adaptive selling behaviors and sales performance, taking the context of B2B...

Purpose – The purpose of this paper is to examine the influence of volume and valence of online movie ratings on consumers’ risk perceptions and purchase intentions, as well as the moderating impact of cultural values, in four emerging Asian markets. Design/methodology/approach – Using a...