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Now showing items 11-15 of 15
The influence of role ambiguity and goal acceptance on salesperson performance and commitment
(Marketing Management Journal, 2014)
A multi-industry sample of industrial salespeople was studied to construct a model that considers the effects of role ambiguity on goal acceptance, salesperson performance, and organizational commitment. Results indicate ...
Fairness in franchisor–franchisee relationship: an integrative perspective
(Emerald, 2018)
Purpose – This paper aims to elucidate and extend the concept of power and fairness in the context of franchisor–franchisee relationship.
Design/methodology/approach – On the basis of Dul and Hak’s (2007) recommendations, ...
Determinants of conflict in channel relationships: a meta-analytic review
(Emerald, 2018)
Purpose – The advent of the internet, digitization and e-commerce has changed the definition of business territory, re-invented direct selling, eradicated middle men and brought the customers and sellers closer. These ...
When fairness is not enough: impact of corporate ethical values on organizational citizenship behaviors and worker alienation
(Journal of Business Ethics, 2016)
Extant research indicates a positive and significant relationship between corporate ethical values and employees’ job performance. Furthermore, past studies have empirically demonstrated that perceived fairness moderates ...
Internet channel cannibalization and its influence on salesperson performance outcomes in an emerging economy context
(ScienceDirect, 2018-11)
Businesses increasingly use internet channels to increase their market penetration. However, empirical studies have shown that salespeople perceive Internet channels to be cannibalistic, effecting other sales—an effect ...