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
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
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
The literature dealing with the Service Recovery Paradox (SRP) is vast, but some results are confusing and contradictory. This paper aims at verifying the compliance of the SRP in the context of
Redemption of loyalty program (LP) rewards may have an impact on LP members’ behavior, particularly on purchase behavior before and after redeeming a reward. However, little is known about the