Studies have shown that issue of shared leadership is directly related to leadership style adopted in the organization, which is germane and strategic to teamwork to effectuate high business performance across industries. The study looks at the relationship between the different leadership...

This study investigates the relationship of perceived ethical climate to individual commitment to quality, organizational commitment, and performance among business-to-business salespeople from two companies. The results indicate a firm's ethical climate has an effect on its sales force....

Purpose – Although there is substantial practitioner evidence for changes in therole and functioning of sales in the twenty-first century, there is littleacademic research charting new directions for the sales function in a business-to-business context. This paper aims to report on four case...

This study uses the Markov chain and agency theory to demonstrate a link between a salesperson's perceived attributes with customer retention and both optimal effort and commission, using a relational perspective. The purpose is to show sales managers that, with a customer survey, they can use...

This research identifies a set of key success factors for sales force readiness, for driving the success of a new product launch within the pharmaceutical industry. Drawing from the analysis of fifty product launches in the Swedish pharmaceutical market, the study has succeeded in discriminating...

Transaction Cost Analysis provides an appealing framework for examining the role of salary versus incentive compensation because it identifies a set of theoretical constructs for determining the appropriate balance between these components. However, there is no evidence on the performance impact...

Purpose – The article seeks to discuss how and why it is possible to motivate a sales force to follow the guidelines of a consistent pricing policy that promotes profitability and increases margin, and which is beneficial to both providers and consumers of products and services....

Purpose – The main purpose of this study is to investigate the effects of selling strategies on the sales performance of a company. Design/methodology/approach – This paper briefly reviews selling strategies and the sales performance literature. It investigates how selling strategies impact...