34 research outputs found
Positive Psychology in Sales: Integrating Psychological Capital
As positive psychology moves into the workplace, researchers have been able to demonstrate the desirable impact of positive organizational behavior. Specifically, psychological capital (PsyCap) improves employee attitudes, behaviors, and performance. Advancing PsyCap in sales research is important given the need for a comprehensive positive approach to drive sales performance, offset the high cost of salesperson turnover, improve cross-functional sales interfaces, and enrich customer relationships. The authors provide an integrative review of PsyCap, discuss its application in sales, and advance an agenda for future research. Research prescriptions are organized according to individual-level, intra-organizational, and extra-organizational outcomes pertinent to the sales field
Marketing the Unfamiliar: The Role of Context and Item-Specific Information in Electronic Agent Recommendations
The embedded sales force: Connecting buying and selling organizations
Sales force, Relationship, Embedded,