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A Job Demands-Resources (JD-R) perspective on new product selling : a framework for future research
Zablah, Alex R.; Chonko, Lawrence B.; Bettencourt, Lance A. - In: The journal of personal selling & sales management : JPSSM 32 (2012) 1, pp. 73-87
Persistent link: https://www.econbiz.de/10009505532
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Influencing the salesforce through perceived ethical leadership : the role of salesforce socialization and person-organization fit on salesperson ethics and performance
Schwepker, Charles H. <Jr.> - In: The journal of personal selling & sales management : JPSSM 35 (2015) 4, pp. 292-313
Persistent link: https://www.econbiz.de/10011415997
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Selling with technology : understanding the resistance to mobile sales assistant use in retailing
Spreer, Philipp; Rauschnabel, Philipp A. - In: The journal of personal selling & sales management : JPSSM 36 (2016) 3, pp. 240-263
Persistent link: https://www.econbiz.de/10011565542
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Influence of the ethical servant leader and ethical climate on customer value enhancing sales performance
Schwepker, Charles H. <Jr.>; Schultz, Roberta J. - In: The journal of personal selling & sales management : JPSSM 35 (2015) 2, pp. 93-107
Persistent link: https://www.econbiz.de/10010527074
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Psychological ethical climate, leader-member exchange and commitment to superior customer value : influencing salespeople’s unethical intent and sales performance
Schwepker, Charles H. <Jr.> - In: The journal of personal selling & sales management : JPSSM 37 (2017) 1, pp. 72-87
Persistent link: https://www.econbiz.de/10011690139
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A multi-cultural study of salespeople's behavior in individual pay-for-performance compensation systems : when managers are more equal and less fair than others
Rouziès, Dominique; Onyemah, Vincent; Iacobucci, Dawn - In: The journal of personal selling & sales management : JPSSM 37 (2017) 3, pp. 198-212
Persistent link: https://www.econbiz.de/10011753783
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Brand assets and pay fairness as two routes to enhancing social capital in sales organizations
Rouziou, Maria; Dugan, Riley; Rouziès, Dominique; … - In: The journal of personal selling & sales management : JPSSM 38 (2018) 2, pp. 191-204
Persistent link: https://www.econbiz.de/10011917833
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The good, the bad and the effective : a meta-analytic examination of selling orientation and customer orientation on sales performance
Goad, Emily A.; Jaramillo, Fernando - In: The journal of personal selling & sales management : JPSSM 34 (2014) 4, pp. 285-301
Persistent link: https://www.econbiz.de/10010431569
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Which influence tactics lead to sales performance? : it is a matter of style
Plouffe, Christopher R.; Bolander, Willy; Cote, Joseph A. - In: The journal of personal selling & sales management : JPSSM 34 (2014) 2, pp. 141-159
Persistent link: https://www.econbiz.de/10010346522
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Elaboration on potential outcomes (EPO) and the consultative salesperson : investigating effects on attributions and performance
Plouffe, Christopher; Beuk, Frederik; Hulland, John; … - In: The journal of personal selling & sales management : JPSSM 37 (2017) 2, pp. 113-133
Persistent link: https://www.econbiz.de/10011734619