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Sales scholarship : honoring the past and defining the future (key takeaways from the 2018 American Marketing Association Faculty Consortium : new horizons in selling and sales man...
Flaherty, Karen E.; Lassk, Felicia; Lee, Nick; … - In: The journal of personal selling & sales management : JPSSM 38 (2018) 4, pp. 413-421
Persistent link: https://www.econbiz.de/10011976252
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Buyer versus salesperson expectations for an initial B2B sales meeting
Kaski, Timo Arvid; Hautamaki, Pia; Pullins, Ellen; … - In: The journal of business & industrial marketing 32 (2017) 1, pp. 47-57
Persistent link: https://www.econbiz.de/10011609274
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Fostering collaborative mind-sets among customers : a transformative learning approach
Kaski, Timo; Alamäki, Ari; Pullins, Ellen - In: Journal of personal selling & sales management 39 (2019) 1, pp. 42-59
Persistent link: https://www.econbiz.de/10012200854
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A new perspective of salesperson motivation and salesforce outcomes : the mediating role of salesperson-brand identification
Mallin, Michael L.; Gammoh, Bashar S.; Pullins, Ellen; … - In: Journal of marketing theory and practice 25 (2017) 4, pp. 357-374
Persistent link: https://www.econbiz.de/10011771042
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Rapport building in authentic B2B sales interaction
Kaski, Timo; Niemi, Jarkko; Pullins, Ellen - In: Industrial marketing management : the international … 69 (2018), pp. 235-252
Persistent link: https://www.econbiz.de/10011822589
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Advocates and adversaries : examining the role of supplier advocacy on customer reacquisition
Leach, Mark P.; Liu, Annie H.; Pullins, Ellen; Wang, Sijun - In: Journal of personal selling & sales management 41 (2021) 4, pp. 316-329
Persistent link: https://www.econbiz.de/10012695211
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Attracting students to sales positions : the case of effective salesperson recruitment ads
Deeter-Schmelz, Dawn R.; Dixon, Andrea L.; Erffmeyer, … - In: Journal of marketing education : JME 42 (2020) 2, pp. 170-190
Persistent link: https://www.econbiz.de/10012265744
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The integrated use of social media, digital, and traditional communication tools in the B2B sales process of international SMEs
Fraccastoro, Sara; Gabrielsson, Mika; Pullins, Ellen - In: International business review : the official journal of … 30 (2021) 4, pp. 1-15
Persistent link: https://www.econbiz.de/10012595815
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Sales management, education, and scholarship across cultures : early findings from a global study and an agenda for future research
Dugan, Riley; Rangarajan, Deva; Davis, Lenita; … - In: Journal of personal selling & sales management 40 (2020) 3, pp. 198-212
Persistent link: https://www.econbiz.de/10012313077
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An investigation of the theory practice gap in professional sales
Pullins, Ellen; Timonen, Hanna; Kaski, Timo; … - In: Journal of marketing theory and practice 25 (2017) 1, pp. 17-38
Persistent link: https://www.econbiz.de/10011654463