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A new direction for sales ethics research : the sales ethics subculture

Ferrell, Odies C.; Johnston, Mark W.; Marshall, Greg W.; … - In: Journal of marketing theory and practice : JMTP 27 (2019) 3, pp. 282-297

Persistent link: https://www.econbiz.de/10012181621

Training and Rewards

Johnston, Mark W. - In: The Oxford handbook of strategic sales and sales management. 2011

Persistent link: https://www.econbiz.de/10012885350

A Nested Comparison of Four Models of the Consequences of Role Perception Variables

Netemeyer, Richard G.; Burton, Scott; Johnston, Mark W. - In: Organizational Behavior and Human Decision Processes 61 (1995) 1, pp. 77-93

Persistent link: https://www.econbiz.de/10005318979

Performance and job satisfaction effects on salesperson turnover: A replication and extension

Johnston, Mark W.; Parasuraman, A.; Futrell, Charles M.; … - In: Journal of Business Research 16 (1988) 1, pp. 67-83

Persistent link: https://www.econbiz.de/10005462383

Examining Gender Differences in Field Sales Organizations

Moncrief, William C.; Babakus, Emin; Cravens, David W.; … - In: Journal of Business Research 49 (2000) 3, pp. 245-257

Persistent link: https://www.econbiz.de/10005465789

Extending a model of salesperson role perceptions and work-related attitudes: Impact of job tenure

Johnston, Mark W.; Parasuraman, A.; Futrell, Charles M. - In: Journal of Business Research 18 (1989) 4, pp. 269-290

Persistent link: https://www.econbiz.de/10005474092

Functional salesforce turnover: An empirical investigation into the positive effects of turnover

Johnston, Mark W.; Futrell, Charles M. - In: Journal of Business Research 18 (1989) 2, pp. 141-157

Persistent link: https://www.econbiz.de/10005474108

Understanding salesperson intention to use AI feedback and its influence on business-to-business sales outcomes

Hall, Kelly R.; Harrison, Dana E.; Ajjan, Haya; … - In: Journal of Business & Industrial Marketing 37 (2021) 9, pp. 1787-1801

Purpose: Artificial intelligence (AI) is a rapidly growing frontier. One promising area for AI is its potential to assist sales managers in providing salesperson feedback. Despite this promise, little work has been done within the business-to-business (B2B) sales domain to investigate the...

Persistent link: https://www.econbiz.de/10012812086

Increased engagement or reduced exhaustion : which accounts for the effect of job resources on salesperson job outcomes?

Matthews, Lucy M.; Zablah, Alex R.; Hair, Joseph F.; … - In: Journal of marketing theory and practice 24 (2016) 3, pp. 249-264

Persistent link: https://www.econbiz.de/10011532818

Virtual team leader communication : employee perception and organizational reality

Newman, Sean A.; Ford, Robert C.; Marshall, Greg W. - In: International journal of business communication : IJBC … 57 (2020) 4, pp. 452-473

Persistent link: https://www.econbiz.de/10012287337