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Bringing meaning to the sales job : the effect of ethical climate and customer demandingness

Jaramillo, Fernando; Mulki, Jay P.; Boles, James S. - In: Journal of business research : JBR 66 (2013) 11, pp. 2301-2307

Persistent link: https://www.econbiz.de/10009789008

A research agenda for sales

Jaramillo, Fernando (ed.); Mulki, Jay P. (ed.) - 2021

Contents: Preface / Jay Mulki and Fernando Jaramillo -- 1 An exploration of sales activities from a service ecosystems perspective / Nathaniel N. Hartmann, Heiko Wieland and Bruno Lussier -- 2 From sales force automation to digital transformation: how social media, social CRM, and artificial...

Persistent link: https://www.econbiz.de/10012487433

Sales scholarship : honoring the past and defining the future (key takeaways from the 2018 American Marketing Association Faculty Consortium : new horizons in selling and sales man...

Flaherty, Karen E.; Lassk, Felicia; Lee, Nick; … - In: The journal of personal selling & sales management : JPSSM 38 (2018) 4, pp. 413-421

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Social network theory and the sales manager role : engineering the right relationship flows

Flaherty, Karen; Lam, Son K.; Lee, Nick; Mulki, Jay P.; … - In: The journal of personal selling & sales management : JPSSM 32 (2012) 1, pp. 29-40

Persistent link: https://www.econbiz.de/10009505539

Examining the antecedents and outcomes of salesperson bottom line mentality and Lone Wolf Tendencies

Brown, Barron W.; Locander, David A.; Locander, Jennifer A. - In: Journal of managerial issues : JMI 35 (2023) 1, pp. 48-72

Persistent link: https://www.econbiz.de/10014248592

Building customer relationships while achieving sales performance results : is listening the holy grail of sales?

Itani, Omar S.; Goad, Emily A.; Jaramillo, Fernando - In: Journal of business research : JBR 102 (2019), pp. 120-130

Persistent link: https://www.econbiz.de/10012103945

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

Examining the impact of servant leadership on sales force performance

Jaramillo, Fernando; Grisaffe, Douglas B.; Chonko, … - In: The journal of personal selling & sales management : JPSSM 29 (2009) 3, pp. 257-275

Persistent link: https://www.econbiz.de/10003882822

Advancing sales performance research : a focus on five underresearched topic areas

Evans, Kenneth R.; McFarland, Richard G.; Dietz, Bart; … - In: The journal of personal selling & sales management : JPSSM 32 (2012) 1, pp. 89-105

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Salesperson implementation of sales strategy and its impact on sales performance

Inyang, Aniefre Eddie; Jaramillo, Fernando - In: Journal of strategic marketing 28 (2020) 7, pp. 601-619

Persistent link: https://www.econbiz.de/10012313926