Dysfunctional Sales Force Turnover: The Effect Of Occupational Concentration And Pay Dispersion
Organizations try to recruit and retain the high performing salespeople not just because they are the main value generators but also because they may destroy value by dysfunctional turnover and Read More »
Examining The Conditions Under Which Salespeople Experience Frustration At Work
Frustration in the sales force has been identified as one of the primary inhibitors of sales performance. Drawing on role theory and social identity theory, the authors examine how dimensions of role Read More »
Author: Alexander Leischnig, Bjoern Ivens, Stephan Henneberg
Contributor: eb™ Research Team
The Beneficial Effect Of Resilience On Sales Performance In The Presence Of Role Ambiguity
Personal sellers oftentimes experience ambiguity-based role stress, which can diminish sales performance. The process that leads to this adverse effect, however, is not fully understood. We propose a Read More »
Author: Sebastian Pyka, Steffen Jahn, Cornelia Zanger
Contributor: eb™ Research Team
The Personality Of Luxury Brands
This paper argues for and develops a new luxury brand personality measure. Drawing on recent criticisms of the applicability of Aaker’s (1997) brand personality scale, an attempt is made to develop Read More »
Proactive Personality And Resistance To Change. A Study Of The Moderating Effects Of Corporate
The main goal in this paper is to analyse the moderating effects of proactive personality and resistance to change in a model of corporate identity management (CIM). The model is applied to the Read More »