Teidorlang Lyngdoh
University of Kent
CreativitySubjective well-beingBusiness ethicsOptometryPositive psychologyProduct (category theory)Sales managementBurnoutBusinessProduct categoryPsychosocialPsychologyMarketingSet (psychology)Construct (philosophy)Political scienceBest practiceManagementPsychological researchSystematic reviewLaw and economicsProcrastinationModerated mediationControl (management)Order (business)State (polity)Value (ethics)Leverage (negotiation)Ethical decisionInformation sharingConversationJob controlSocial supportQuality of Life ResearchBusiness-to-businessTechnostressQuality (business)Pharmaceutical industryBottleneckCompetition (economics)Personal sellingPreferenceOrganizational identityExplicationSales forceEye careConsumer welfareRural populationVice president2019-20 coronavirus outbreakSevere acute respiratory syndrome coronavirus 2 (SARS-CoV-2)Coronavirus disease 2019 (COVID-19)Research opportunitiesPublic relationsDistribution (economics)PhenomenonDemocracyCoping (psychology)Negativity effectSocial psychologyIdentification (information)PandemicBroaden-and-buildCapital (economics)ModerationDeviance (sociology)
Publications 11
#1Bilwa Upadhye (XLRI- Xavier School of Management)
#2Bharadhwaj Sivakumaran (Great Lakes Institute of Management)H-Index: 13
Last. Teidorlang Lyngdoh (UKC: University of Kent)H-Index: 2
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#1Deva Rangarajan (BSU: Ball State University)H-Index: 13
#2Arun Sharma (UM: University of Miami)H-Index: 37
Last. Bert Paesbrugghe (Lille Catholic University)H-Index: 5
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Abstract The COVID pandemic has changed how salespeople interact with customers, with business-to-business (B2B) organizations confronted by three shifts to the way their salespeople operate. First and most importantly, customers are now controlling salesperson-customer interactions, forcing the sales organization to become truly customer-centric. Second, the traditional sales process has changed (and continues to change), and sales organizations need to adapt to these changes. Third, sales orga...
#1Bert PaesbruggheH-Index: 5
#2Teidorlang LyngdohH-Index: 2
Last. Deva RangarajanH-Index: 13
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#1Teidorlang LyngdohH-Index: 2
#2Ellis CheforH-Index: 1
Last. Douglas Amyx (La. Tech: Louisiana Tech University)H-Index: 12
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Abstract In sales settings, negativity typically manifests in two forms. Negative psychological states (NpS), such as stress, burnout, and/or depression can result from sales activities. Negative sales behaviors are actions counter to the expected behaviors associated with the sales role. Both NpS and negative behaviors lead to reduced performance and disengaged employees. Yet, despite their importance, no single analysis of how these various negative topics are related exists. Thus, the present...
Abstract Purpose Considering recent changes in sales practices, such as the sales role becoming more strategic, increased reliance on technology for sales activities, increased stress from adding technological responsibilities to the sales role and decreased avenues of social support (such as traditional forms of community) to cope with work-related stressors, there is a need to reconsider Verbeke et al.’s (2011) classification scheme of determinants of sales performance, which was based on lite...
1 CitationsSource
#1G. Sridhar (Indian Institute of Management Kozhikode)H-Index: 5
#2Teidorlang Lyngdoh (XLRI- Xavier School of Management)H-Index: 2
Ethical selling has been found to have significant influence on sales performance and relational selling behaviors. However, sales ethics was mostly explored through a negative lens (i.e., what is wrong with salesperson) and we depart from this tradition by using a positive lens (i.e., if sales person is in flow, she would be more ethical). Using broaden-and-build theory, this paper examines the influence of flow on ethical selling. The mediating role of information sharing is also examined. Res...
5 CitationsSource
#1Teidorlang Lyngdoh (XLRI- Xavier School of Management)H-Index: 2
#2G. SridharH-Index: 5
Last. Prashant Mishra (IIM-C: Indian Institute of Management Calcutta)H-Index: 5
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Bansara eye care (BEC) is one of the first eye care providers in the state of Meghalaya, NE India and has brought many innovations in process and reduced cost of eye care treatment in the region. B...
#1Sridhar Guda (Indian Institute of Management Kozhikode)H-Index: 3
#2Teidorlang Lyngdoh (XLRI- Xavier School of Management)H-Index: 2
Abstract The Indian pharmaceutical industry has grown steadily in recent years, as indicated by the increase in production, capital creation, and arrival of new players in the market. While the pharmaceutical sector has had a significant impact on the Indian economy, managing it in today's complex environment has become challenging. Changes in the global economy, intensifying competition, and evolving industry policies pose challenges for pharma companies. This article is an excerpt from the int...
#1Teidorlang Lyngdoh (XLRI- Xavier School of Management)H-Index: 2
#2Annie H. Liu (CSU: Colorado State University)H-Index: 13
Last. G. Sridhar (Indian Institute of Management Kozhikode)H-Index: 5
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Subjective well-being (SWB) has been widely found to have a profound impact on the individual, yet its application in the sales field remains unexplored. Applying Broaden and Build theory, this study examines SWB and its influence on the selling behaviors, specifically adaptive selling and sales creativity. Using salesperson coping as a mediator and organizational identity (OI) as a moderator, the relationship between SWB and selling behaviors was further explored. Survey results from 334 sales ...
9 CitationsSource
#1Teidorlang Lyngdoh (Indian Institute of Management Kozhikode)H-Index: 2
#2Sridhar Guda (Indian Institute of Management Kozhikode)H-Index: 3
The changing nature of sales, demanding customers, increasing product complexities (Brown et al. 2005; Jones et al. 2005) and expansion of sales person activities (Ingram et al. 2005) have made personal selling extremely challenging. In the sales domain, amplifying selling behaviours have always enthralled researchers. Recent literature in sales states that nurturing selling behaviours is still one of the most ongoing challenges currently facing sales organisations today (Verbeke et al. 2011). T...