Singh, Ramendra; Singh, Rakesh Kumar; Banerji, Diptiman - In: Journal of Business & Industrial Marketing 33 (2018) 3, pp. 353-364
Purpose: In the context of an emerging market, this paper empirically investigates the direct as well as the indirect impact of natural reward strategies (NRS) on the sales performance of B2B sales force. It also investigates the mediating impact of salesmanship skills on the NRS–sales...