Training in emotional intelligence (EI) offers a means for developing the communication and interpersonal skills needed by salespeople to develop and improve relationships with customers. Yet little research has explored EI as a precursor to effective sales performance, and existing quantitative...

In the environment of business‐to‐business e‐commerce, both buyers and sellers are uncertain about their roles. Questions abound. What is the role of the Internet in buyer‐seller relationships, and what will be the interface between the Internet and the salesforce as information sources?...

Purpose – The purpose of this study is to investigate the effects of salespersons' attributions about managerial e‐monitoring on salespersons' customer orientation. Design/methodology/approach – Hierarchical linear modeling was used to test the six study hypotheses. A main effects model...

Patient care teams are emerging as health care organizations continue to face resource constraints and greater demands for patient satisfaction. Although health care management researchers and managers tout the benefits of teams, findings from empirical research are mixed regarding the use of...

Purpose – As organizations increasingly rely on teams to provide high levels of customer service, one's understanding and research methods related to teams must expand so that multiple hierarchical levels of an organization are analyzed effectively. This study aims to propose and test a model...