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The curvilinear and conditional effects of product line breadth on salesperson performance, role stress, and job satisfaction
Johnson, Jeff S.; Sohi, Ravipreet S. - In: Journal of the Academy of Marketing Science 42 (2014) 1, pp. 71-89
Persistent link: https://www.econbiz.de/10010256712
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Positive psychology in sales : integrating psychological capital
Friend, Scott B.; Johnson, Jeff S.; Luthans, Fred; … - In: Journal of marketing theory and practice 24 (2016) 3, pp. 306-327
Persistent link: https://www.econbiz.de/10011532829
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Understanding and resolving major contractual breaches in buyer-seller relationships : a grounded theory approach
Johnson, Jeff S.; Sohi, Ravipreet S. - In: Journal of the Academy of Marketing Science 44 (2016) 2, pp. 185-205
Persistent link: https://www.econbiz.de/10011453188
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Propensity to trust salespeople : a contingent multilevel-multisource examination
Friend, Scott B.; Johnson, Jeff S.; Sohi, Ravipreet S. - In: Journal of business research : JBR 83 (2018), pp. 1-9
Persistent link: https://www.econbiz.de/10011775837
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Qualitative sales research : an exposition of grounded theory
Johnson, Jeff S. - In: The journal of personal selling & sales management : JPSSM 35 (2015) 3, pp. 262-273
Persistent link: https://www.econbiz.de/10011374653
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Nonlinear analyses in sales research : theoretical bases and analytical considerations for polynomial models
Johnson, Jeff S. - In: The journal of personal selling & sales management : JPSSM 34 (2014) 4, pp. 302-317
Persistent link: https://www.econbiz.de/10010431568
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Developing qualitative propositions in sales research : existing approaches and a new multiphasic technique
Johnson, Jeff S. - In: Journal of personal selling & sales management : JPSSM 40 (2020) 1, pp. 19-24
Persistent link: https://www.econbiz.de/10012200904
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How business-to-business salespeople deal with buying center dissenters
Johnson, Jeff S. - In: International journal of research in marketing : IJRM ; … 40 (2023) 3, pp. 590-608
Persistent link: https://www.econbiz.de/10014383230
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"Sorry about my manager" : mitigating customer-facing adverse manager behaviors
Johnson, Jeff S. - In: Journal of the Academy of Marketing Science 52 (2024) 4, pp. 1130-1151
Persistent link: https://www.econbiz.de/10015048134
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Sales buy-in of marketing strategies : exploration of its nuances antecedents, and contextual conditions
Malshe, Avinash; Sohi, Ravipreet S. - In: The journal of personal selling & sales management : JPSSM 29 (2009) 3, pp. 207-225
Persistent link: https://www.econbiz.de/10003882814