We surveyed 1,638 sales executives across 40 countries regarding their companies' likelihood of asking sales to perform real earnings management (REM) actions when earnings pressure exists. Using this information, which we refer to as companies' REM propensities, we study how company...

We investigate the linear and interactive influences of leader-empowering behaviors, team experience, and the degree of virtuality on team planning processes and performance among virtual sales teams. Collecting data across three separate time periods with 218 pharmaceutical sales teams, our...

Using a large-scale, multilevel data set, this study introduces to the sales management literature the concept of sales representatives’ headquarters stereotypes as a negative outcome of social identification. The results suggest that work team identification fosters headquarters stereotyping...

While team-based selling is highly prominent in practice, research on the drivers of its effectiveness is sparse. Drawing from the literature on climate consensus, we propose that in addition to leadership and team factors, team consensus plays a critical role in boosting sales team...

Given the importance of new products, firms may be prone to “over-manage” sales personnel by using behavior-based control systems that dictate the performance of particular activities related to the introduction. Such controls may be especially tempting given that favorable salesperson...