A mail survey administered to sales managers investigates the factors that influence the effectiveness of their sales … both salespeople and field managers and information capabilities. Differences among the respondents are based on seniority … as well as firm‐level performance. High performance firms and field managers consider team selling to be the most …

Business is increasingly coming under attack by pressure groups. Many managers, and particularly those in marketing … group actions involving business are also discussed, but activity is emphasised. Managers are urged to seek an understanding …

managers must agree to the objectives for the employee prior to the assignment start. Repatriation assignments must align with …

The classification of strategic issue terms, as used by managers and management teams in decision making, has … managers in transition economies is less known. In order to address this research gap, a replication of an empirical study was … conducted. It was found that managers in a transition economy (the Baltic country, and former Soviet republic, of Estonia …

Managers and entrepreneurs are increasingly being challenged to respond to a world where it is harder to effectively … make and implement their decisions. Over half the decisions managers make are never implemented. We have observed … entrepreneurs and managers in a wide range of situations in various countries, who illustrate a different set of assumptions for …

evaluation of the meaning of commitment as espoused by academics and managers was also made. Some African empirical evidence was …

Despite the abundance of practical advice for managing contemporary organisations, managers still seem to struggle with … has been given to understanding what managers do at the expense of why they do it. Examining the importance of personal … motive is key in helping managers cope with these difficulties because it highlights the centrality of power and politics in …