Exploring The State of Salesperson Insecurity: How It Emerges and Why It Matters?
The Journal of Marketing Theory and Practice, pp. 344-364, 2016.
The literature identifies several stressors (e.g., role ambiguity, role conflict) that have a detrimental effect on salesperson well-being and performance. One such stressor—salesperson insecurity– has been largely neglected in the literature and is the focus of this research. Specifically, taking a combined phenomenology and grounded the...More
Full Text (Upload PDF)
PPT (Upload PPT)