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The changing role of the salesperson: how should salespeople act today?
(Development and Learning in Organizations, 2019-11-04)
Purpose: The purpose of this paper is to highlight the nature and the organizational role of salespeople and, in particular, underscore the change in salespeople’s management in the current business context. Design/metho ...
Salesperson coping with work-family conflict: The joint effects of ingratiation and self-promotion
(Journal of Business Research, 2019-02)
Impression management tactics have recently been identified as effective strategies for coping with work stressors. However, despite the evidence that using a combination of tactics can provide more favorable outcomes than ...
Corporate social responsibility and consumer advocacy behaviors: The importance of emotions and moral virtues
(Journal of Cleaner Production, 2019-09-10)
Although previous studies revealed the positive perception effect of corporate social responsibility (CSR) on consumer behavior, the influence mechanism and the impact of individual characteristics on the effect have been ...
Responsible leadership and salespeople's creativity: themediating effects of CSR perceptions
(Sustainability, 2019-04-01)
Although sales tasks require creative thinking, salespeople's creativity has been identified as one of the most under-researched topics in the sales literature. This study contributes to filling this gap by understanding ...
How and when corporate social responsibility affects salespeople's organizational citizenship behaviors?: The moderating role of ethics and justice
(Corporate Social Responsibility and Environmental Management, 2019-05)
The influence of corporate social responsibility (CSR) on salespeople's organizational citizenship behaviors (OCBs) has been widely neglected by academic literature. This paper analyzes the influence of salespeople's ...
Organizational culture: does it influence the way a company deals with CSR?
(Development and Learning in Organizations, 2019-03-04)
Purpose: This paper aims to show how managers model culture for employees to promote corporate social responsibility (CSR) practices. Design/methodology/approach: The proposal begins by highlighting the importance of culture ...