Purpose: This study sets out to empirically investigate the effect of small and medium-sized enterprises' (SMEs) dynamic capability on operational capabilities, organisational agility and performance while assessing the moderating role of environmental uncertainty. Design/methodology/approach:...

This study examines the effect of internal marketing (IM) on salespeople's in-role and out-of-role behaviours and how these behaviours affect customer satisfaction and sales performance. It also tests the mediating role of job satisfaction as an emotional response and adopts survey design. Data...

Purpose: This paper examines the antecedents of adaptive selling behavior empirically from the salespeople's, customers', and firms' perspectives. Design/methodology/approach: Survey design was used for this study. Data from 219 salespeople and their visiting customers in selected cosmetics...

Purpose: This paper aims to assess the effect of adaptive selling behavior on customer outcomes, mutual outcomes and salesperson outcomes. Design/methodology/approach: The respondents were salespeople and customers in selected door-to-door cosmetics companies in South Korea. A questionnaire was...