New developments and trends in selling and sales management are creating demands and opportunities that require adaptation and new approaches on the part of both sales organizations and academic researchers. This paper summarizes critical... more
New developments and trends in selling and sales management are creating demands and opportunities that require adaptation and new approaches on the part of both sales organizations and academic researchers. This paper summarizes critical dimensions of change in the environment that affect the practice of selling and sales management and introduces the papers that follow in this Anniversary Special Issue of JPSSM.
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The patterns of causal reasoning used to explain corporate performance outcomes were analyzed using data from Letters to Shareholders in 181 annual reports published in 1972 and 1974. These data were used to analyze the nature of... more
The patterns of causal reasoning used to explain corporate performance outcomes were analyzed using data from Letters to Shareholders in 181 annual reports published in 1972 and 1974. These data were used to analyze the nature of self-serving attributions, and other attributional ...
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Self-Disclosure on the Web: The Impact of Privacy Policy, Reward, and Company Reputation Eduardo В. Andrade, University of Florida Velitchka Kaltcheva, University of Florida Barton Weitz, University of Florida ABSTRACT Companies need to... more
Self-Disclosure on the Web: The Impact of Privacy Policy, Reward, and Company Reputation Eduardo В. Andrade, University of Florida Velitchka Kaltcheva, University of Florida Barton Weitz, University of Florida ABSTRACT Companies need to collect information about ...
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... Page 2. 260 GARY FRAZIER, BERNARD JAWORSKI, AJAY KOHLI, BARTON WEITZ ... Figure 1. The influence of relational characteristics on joint decision making Page 4. 262 GARYFRAZIER, BERNARD JAWORSKI, AJAY KOHLI, BARTON WEITZ ...
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W e focus on the principal-agent relationship in a distribution channel. In a services context (insurance), we examine how two facets of performance, from the point of view of both the principal and the agent, are influenced by the... more
W e focus on the principal-agent relationship in a distribution channel. In a services context (insurance), we examine how two facets of performance, from the point of view of both the principal and the agent, are influenced by the perceiver's belief that it is more committed to the ...
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ABSTRACT Given differing organizational needs and goals, underlying conflicts and tensions are an inherent part of buyer–seller relationships. This research presents and tests a conceptual framework examining the effect of the type of... more
ABSTRACT Given differing organizational needs and goals, underlying conflicts and tensions are an inherent part of buyer–seller relationships. This research presents and tests a conceptual framework examining the effect of the type of conflict (affective and task) in the relationship, the conflict management approaches used by the salesperson, and the subsequent quality of the buyer–seller relationship. The framework is tested using surveys completed by 235 salespeople in three industries. The survey results provide new insights on how salespeople can use conflict management behaviors to cope better with task and affective conflict and improve relationship quality with buyers.
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... Building on previous research on conflict resolution (Rahim 1986; Thomas, 1976 and Thomas, 1992) and conflict in groups (De Dreu 1999; Jehn, 1995 and Jehn, 1999; Pelled, Eisenhardt, & Xin 1999), in the next section, we develop... more
... Building on previous research on conflict resolution (Rahim 1986; Thomas, 1976 and Thomas, 1992) and conflict in groups (De Dreu 1999; Jehn, 1995 and Jehn, 1999; Pelled, Eisenhardt, & Xin 1999), in the next section, we develop a framework describing different types of ...
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... Hackman and Oldham (1980) suggest five implementing principles, in particular, that might improve the motivating potential of ... Business strategy and the man-agement of plateauedemployees. ... New York: Columbia University, Center... more
... Hackman and Oldham (1980) suggest five implementing principles, in particular, that might improve the motivating potential of ... Business strategy and the man-agement of plateauedemployees. ... New York: Columbia University, Center for Research on Career Development. ...