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Introduction
Current institution
Publications
Publications (8)
Purpose
This study advances network brokerage theory by examining both benefits-driven and altruistic brokerage behaviors within the mutual fund retail markets of emerging economies.
Design/methodology/approach
Using a methodological combination of netnographic observations and in-depth interviews with fund investors, social influencers, sales age...
Social media has transformed business practices, especially during and after the COVID-19 pandemic, and organizations have increasingly acknowledged the impact of social media on their businesses. In the sales context, studies on older salespeople’s adoption of social media to increase their sales performance remain scarce in the literature. Using...
The present study investigated the importance of psychological capabilities to support financial product salespeople in overcoming challenges and sustaining motivation and work performance during and after COVID-19 pandemic. Furthermore, this study suggests useful ways to develop the psychological capabilities. By using an interpretive phenomenolog...
Sustainability discourses are dominated by Western, educated, industrialized, rich and democratic (WEIRD) perspectives. Critics call for remedies to patriarchy, capitalism, and colonialism; and for work that is inclusive of women, non-market influences, and epistemologies of the global South. Focusing on women's work, this paper interrogates the ep...
The COVID-19 pandemic altered buyers’ concerns and resulted in more complex demand for high-involvement goods, such as financial products. These changes seem likely to persist after the pandemic. Additionally, other unforeseen events, although likely not as pervasive as the pandemic, could occur at any time. In this context, the ability of salespeo...
The personal selling process (PSP) has experienced dramatic changes due to the COVID-19 pandemic, including the transition from face-to-face presentations to online presentations and from paperwork to e-processes, and from the delivery of printed product materials to the provision of softcopies. Sudden changes to the PSP have affected salespeople d...
