Sales force performance is predominant in the B2B marketing literature. This chapter reviews how sales force performance has been defined, operationalized and measured. By providing a typology of sales force performance along two dimensions - namely positive versus negative performance and...

There is little empirical research on internal marketing despite its intuitive appeal and anecdotal accounts of its benefits. Adopting a social identity theory perspective, the authors propose that internal marketing is fundamentally a process in which leaders instill into followers a sense of...