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Article
Salesperson Failure: A Case of Sales Manager Risk and Responsibility
Sales managers operate in an environment that is rife with uncertainty (or risk). As a result, they generally experience some level of ambiguity when making decisions that affect salespeople's performance. Thi...
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Chapter and Conference Paper
Buyer Organization Map**: New CRM Tool for Salespeople
Traditionally, salespeople have been called the "eyes and ears" of a company in the marketplace. But, in the era of customer relationship management, they have been largely underutilized even though scholars c...
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Chapter
Joseph F. Hair Jr.: My Friend and Coauthor for Fifty Years
This chapter focuses on the early days of Joe Hair’s academic career: the working environment, including a description of his student cohort and mentors, and provides insights into the foundation of Joe’s futu...
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Chapter and Conference Paper
Preliminary Tests of the Consumer Normalcy Scale: An Abstract
This study develops a scale based on the concept of “consumer normalcy,” which is composed of four dimensions: (1) ability to participate in the marketplace, (2) demonstrating competence and control, (3) achie...