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JPSSM since the beginning : intellectual cornerstones, knowledge structure, and thematic developments

Schrock, Wyatt A.; Zhao, Yanhui; Hughes, Douglas E.; … - In: The journal of personal selling & sales management : JPSSM 36 (2016) 4, pp. 321-343

Persistent link: https://www.econbiz.de/10011629747

Driving in-role and extra-role brand performance among retail frontline salespeople : antecedents and the moderating role of customer orientation

Hughes, Douglas E.; Richards, Keith A.; Calantone, Roger J. - In: Journal of retailing 95 (2019) 2, pp. 130-143

Persistent link: https://www.econbiz.de/10012102968

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

Leveraging Trust in Buyer-Seller Relationships to Battle Market Turbulence

Mangus, Stephanie - 2018

The differences between business trust and personal trust are often overlooked as the underlying mechanisms of social capital, which firms and their customers can draw upon to navigate a turbulent marketplace. Specifically, the authors find business and personal trust have distinct positive...

Persistent link: https://www.econbiz.de/10012907844

The comparative effects of gratitude and indebtedness in B2B relationships

Mangus, Stephanie M.; Bock, Dora E.; Folse, Judith Anne … - In: Industrial marketing management : the international … 103 (2022), pp. 73-82

Persistent link: https://www.econbiz.de/10013255668

The interplay between business and personal trust on relationship performance in conditions of market turbulence

Mangus, Stephanie M.; Jones, Eli; Folse, Judith Anne … - In: Journal of the Academy of Marketing Science 48 (2020) 6, pp. 1138-1155

Persistent link: https://www.econbiz.de/10012386878

Examining the effects of mutual information sharing and relationship empathy : a social penetration theory perspective

Mangus, Stephanie M.; Bock, Dora E.; Jones, Eli; Folse, … - In: Journal of business research : JBR 109 (2020), pp. 375-384

Persistent link: https://www.econbiz.de/10012238083

Gratitude in buyer-seller relationships : a dyadic investigation

Mangus, Stephanie M.; Bock, Dora E.; Jones, Eli; Folse, … - In: The journal of personal selling & sales management : JPSSM 37 (2017) 3, pp. 250-267

Persistent link: https://www.econbiz.de/10011753793

We are not on the same page : the effects of salesperson trust overestimation on customer satisfaction and relationship performance

Mangus, Stephanie M.; Jones, Eli; Folse, Judith Anne … - In: Industrial marketing management : the international … 109 (2023), pp. 58-70

Persistent link: https://www.econbiz.de/10014282226

Communicating with B2B buyers after "Dropping the Ball" : uUsing digital and non-digital communication formats to recover from salesperson transgressions

Mangus, Stephanie M.; Shi, Huanhuan; Folse, Judith Anne … - In: International journal of research in marketing : IJRM ; … 41 (2024) 2, pp. 194-219

Persistent link: https://www.econbiz.de/10015057433