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Seeking attention: an investigation of salesperson influence strategies used while selling to small retailers
(Routledge, 2016)
The use of influence strategies is an integral component of the salesperson's role, while selling to retailers. However, it remains a chronically under-researched area, particularly so in emerging markets, which are distinct ...
Protecting my interests: HRM and targets’ coping with workplace bullying
(Qualitative Report, 2011-01-28)
Based on a study rooted in van Manen's hermeneutic phenomenology, conducted with agents working in international facing call centers in Mumbai and Bangalore, India, this paper describes targets' coping with workplace ...