Table of contents
Sales manager training practices in small and large firms
C. David Shepherd, Geoffrey L. Gordon, Rick E. Ridnour, Dan C. Weilbaker, Brian LambertThe purpose of this paper is to examine practices of and differences between small and large organizations as they relate to the training of sales managers.
Salesperson preference among Hispanic and Asian immigrants
Lynn Eunjung Kwak, Jane Z. SojkaThe purpose of this paper is to examine differences between Hispanic and Asian immigrants and their preferences in the appearance of and interaction with salespeople.
The role of shopping sophistication in creating satisfying purchase outcomes
Stephen J. Newell, Bob T. Wu, Philip A. Titus, Susan M. PetroshiusThe purpose of this paper is to address the following questions: are sophisticated consumers more likely to be satisfied with their purchases? Are consumers who are more…
Examining the differences in salesperson motivation among different cultures
Christopher R. Moberg, Megan LeasherAlthough salesperson motivation has been widely researched within the USA, the purpose of this paper is to examine similarities and differences in salesperson motivation in…
Creative managers and managing creativity: a hermeneutic exploration
Elad GranotThe purpose of this paper is to explore how executives assimilate creativity in business‐to‐business (B2B) services.
ISSN:
1935-5181Online date, start – end:
1986Copyright Holder:
Emerald Publishing LimitedOpen Access:
hybridEditor:
- Dr David Burnie