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Implicit measures in sales research
Friend, Scott B.; Johnson, Jeff S. - In: The journal of personal selling & sales management : JPSSM 35 (2015) 1, pp. 72-84
Persistent link: https://www.econbiz.de/10010503889
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A process model of buyer responses to salesperson transgressions and recovery efforts : the impact of salesperson orientation
Hansen, John D.; Lund, Donald J.; DeCarlo, Thomas E. - In: The journal of personal selling & sales management : JPSSM 36 (2016) 1, pp. 59-73
Persistent link: https://www.econbiz.de/10011486203
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Introduction to the special issue on the intersection of professional selling and service
Rapp, Adam; Baker, Thomas L. - In: The journal of personal selling & sales management : JPSSM 37 (2017) 1, pp. 4-10
Persistent link: https://www.econbiz.de/10011690055
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Special issue: Sales and sales management in emerging economies
Tanner, John F. (ed.); Mantrala, Murali K. (ed.) - 2016
Persistent link: https://www.econbiz.de/10011515549
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Examining the impact of salesperson interpersonal mentalizing skills on performance : the role of attachment anxiety and subjective happiness
Agnihotri, Raj; Vieira, Valter Afonso; Senra, Karin Borges - In: The journal of personal selling & sales management : JPSSM 36 (2016) 2, pp. 174-189
Persistent link: https://www.econbiz.de/10011515697
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Is it navigation, networking, coordination ... or what? : a multidisciplinary review of influences on the intraorganizational dimension of the sales role and performance
Plouffe, Christopher R. - In: The journal of personal selling & sales management : JPSSM 38 (2018) 2, pp. 241-264
Persistent link: https://www.econbiz.de/10011917850
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Hybrid sales structures in the age of e-commerce
Thaichon, Park; Surachartkumtonkun, Jiraporn; Quach, Sara; … - In: The journal of personal selling & sales management : JPSSM 38 (2018) 3, pp. 277-302
Persistent link: https://www.econbiz.de/10011963025
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On the nature of international sales and sales management research : a social network-analytic perspective
Schrock, Wyatt A.; Zhao, Yanhui; Richards, Keith A.; … - In: The journal of personal selling & sales management : JPSSM 38 (2018) 1, pp. 56-77
Persistent link: https://www.econbiz.de/10011936237
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From selling to managing strategic customers : a competency analysis
Lacoste, Sylvie - In: The journal of personal selling & sales management : JPSSM 38 (2018) 1, pp. 92-122
Persistent link: https://www.econbiz.de/10011936258
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The sales force technology-performance chain : the role of adaptive selling and effort
Rapp, Adam; Agnihotri, Raj; Forbes, Lukas P. - In: The journal of personal selling & sales management : JPSSM 28 (2008) 4, pp. 335-350
Persistent link: https://www.econbiz.de/10003774596