a r t i c l e i n f o From the perspective of job embeddedness theory, this study explores the influence of sales training and job embeddedness on the sales performance and turnover behavior of newcomer employees. To acquire performance and turnover data, this study surveys 327 new financial salespersons after they have spent some time at a large life insurance company. With this data, the stud...

Organizational mechanisms, and their contexts, leading to gender inequality among stockbrokers in two large brokerages are analyzed. Inequality is the result of gender differences in sales, as both firms use performancebased pay, paying entirely by commissions. This paper develops and tests whether performance-support bias, whereby women receive inferior sales support and sales assignments, cau...

User perceptions of new technologies may ultimately affect their acceptance of that technology. Recent research has identified a clear connection between user perceptions of Sales Force Automation and their acceptance of Sales Force Automation technologies. Anecdotal evidence suggests that relative to less experienced salespeople, more experienced salespeople tend to have more negative percepti...

This paper addresses the two opposing extremes of standardisation in franchising and the dynamics of sales in search of a juncture point in order to reduce franchisees’ uncertainties in sales and improve sales performance. A conceptual framework is developed based on both theory and practice in order to investigate the sales process of a specific franchise network. The research is conducted ove...

Mehdi Hussain 1,2, Ainuddin Wahid Abdul Wahab 1,*, Noman Javed 3 and Ki-Hyun Jung 4,* 1 Department of Computer System & Technology, Faculty of Computer Science & Information Technology, University of Malaya, 50603 Kuala Lumpur, Malaysia; [email protected] 2 School of Electrical Engineering and Computer Science, National University of Science and Technology, Islamabad 44000, Pakistan 3 De...

HAL is a multi-disciplinary open access archive for the deposit and dissemination of scientific research documents, whether they are published or not. The documents may come from teaching and research institutions in France or abroad, or from public or private research centers. L’archive ouverte pluridisciplinaire HAL, est destinée au dépôt et à la diffusion de documents scientifiques de niveau...

HAL is a multi-disciplinary open access archive for the deposit and dissemination of scientific research documents, whether they are published or not. The documents may come from teaching and research institutions in France or abroad, or from public or private research centers. L’archive ouverte pluridisciplinaire HAL, est destinée au dépôt et à la diffusion de documents scientifiques de niveau...

Johanna I. Fuks,1,2,* Mehdi Farzanehpour,1,* Ilya V. Tokatly,1,3 Heiko Appel,4 Stefan Kurth,1,3 and Angel Rubio1,4 1Nano-Bio Spectroscopy Group and ETSF, Departamento Fı́sica de Materiales, Universidad del Paı́s Vasco, Centro de Fı́sica de Materiales CSIC-UPV/EHU-MPC and DIPC, Av. Tolosa 72, E-20018 San Sebastián, Spain 2Department of Physics and Astronomy, Hunter College and the Graduate Center o...

In line with the global markets’ current trend, the Palestinian market has recently witnessed consecutive implementations of different sales technologies by leading firms in different industries; one of these technologies is the Sales Force Automation (SFA) technology. However, although the adoption and use of sales technologies have been attractive topics for IT literature over the last two de...