This study examines the impact that downsizing of suppliers' sales and support personnel has on business customers' satisfaction. The study investigates what influence cultural differences may have on business customers' evaluations of satisfaction with and loyalty toward downsized suppliers....

The authors develop a process model of salesperson burnout based on the unique characteristics of the sales profession. They test the proposed model using data collected from 502 industrial salespeople, and then compare their model to the two most prominent extant models in the occupational...

In institutional settings, the decision to adopt technically innovative products is usually made jointly by individuals representing various functional groups. Each individual participant exerts significant influence over the adoption decision; and often the needs and concerns of various...