Social-networking sites (SNS) such as Facebook and Twitter are growing in both popularity
and number of users. For advertisers and the sites themselves, it is crucial that users accept …

This article analyzes and summarizes the 25 years of research on organizational buying
behavior that followed the seminal works of Robinson, Faris, and Wind (1967), Webster and …

Six constructs associated with current relationship marketing theory and research are discussed
in this article: relationship dependence, trust, commitment, communication, cooperation, …

A model of coping with stress is proposed in which coping mediates the relationship among
organizational stressors and personal characteristics, and job-related strains and …

The authors develop a process model of salesperson burnout based on the unique characteristics
of the sales profession. They test the proposed model using data collected from 502 …

Researchers investigating various aspects of organizational buying behavior often have
reported mixed, sometimes contradictory results. Recently, there have been attempts to …

Salesperson burnout continues to be a major concern among industrial marketing
organizations. In this work, the authors examine whether certain coping strategies moderate the …

Organizational downsizing has become commonplace in today's competitive environments.
Over the past 10 years in the US alone over 10 million positions have been eliminated. …

Salesperson burnout continues to be a major concern among sales organizations. In this
work, the authors examine whether certain coping strategies mediate the impact of sales …

Understanding what contributes to salesperson turnover helps reduce turnover and its
deleterious consequences. This study examines the interactive effects of salespersons’ personal …