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...

Drawing from the social information processing approach, the authors develop a contingency framework that captures organizational identification (OI) diffusion through two key interpersonal influencers, supervisors and expert peers. In two multi-level studies in two countries, results...

Sales technology has been touted as a primary tool for enhancing customer relationship management. However, empirical research is sparse concerning the use of information technology (IT) and its effects on the relationship between salespersons and customers. Using an interdisciplinary research...