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Navigating difficult waters: publishing trends and scholarship in sales research

Plouffe, Christopher R.; Williams, Brian C.; Wachner, Trent - In: The journal of personal selling & sales management : JPSSM 28 (2008) 1, pp. 79-92

Persistent link: https://www.econbiz.de/10003735643

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

The new American Marketing Association definition of marketing : an alternative assessment

Zinkhan, George M.; Williams, Brian C. - In: Journal of public policy & marketing : JPP & M ; an … 26 (2007) 2, pp. 284-288

Persistent link: https://www.econbiz.de/10003672163

From products to solutions : the role of salesperson opportunity recognition

Bonney, F. Leff; Williams, Brian C. - In: European journal of marketing : EJM 43 (2009) 7/8, pp. 1032-1052

Persistent link: https://www.econbiz.de/10009525811

From products to solutions: the role of salesperson opportunity recognition

Leff Bonney, F.; Williams, Brian C. - In: European Journal of Marketing 43 (2009) 7/8, pp. 1032-1052

Purpose – This paper seeks to define a new construct, salesperson opportunity recognition, which contributes to solutions selling effectiveness and efficiency. Design/methodology/approach – A framework for the composition of salesperson opportunity recognition as well as antecedents and...

Persistent link: https://www.econbiz.de/10014722591

SOCO's impact on individual sales performance : the integration of selling skills as a missing link

Wachner, Trent; Plouffe, Christopher R.; Grégoire, Yany - In: Industrial marketing management : the international … 38 (2009) 1, pp. 32-44

Persistent link: https://www.econbiz.de/10003810414

Salesperson navigation: the intraorganizational dimension of the sales role

Plouffe, Christopher R.; Barclay, Donald W. - In: Industrial marketing management : the international … 36 (2007) 4, pp. 528-539

Persistent link: https://www.econbiz.de/10003469176

Exploratory navigation and salesperson performance : investigating selected antecedents and boundary conditions in high-technology and financial services contexts

Plouffe, Christopher R.; Sridharan, Srinivas; Barclay, … - In: Industrial marketing management : the international … 39 (2010) 4, pp. 538-550

Persistent link: https://www.econbiz.de/10003983982

Testing an enhanced, process-based view of the sales process

Plouffe, Christopher R.; Nelson, Yvette Holmes; Beuk, … - In: The journal of personal selling & sales management : JPSSM 33 (2013) 2, pp. 141-164

Persistent link: https://www.econbiz.de/10009745303

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