Journal of Personal Selling & Sales Management, Volume 44, Issue 1 (2024)

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Journal of Personal Selling & Sales Management, Volume 44, Issue 1 (2024)

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Editorial

Editorial
Creating tension in sales research
Adam Rapp & Johannes Habel
Pages: 1-6
Published online: 21 Feb 2024
First Page PreviewforCreating tension in sales research | Full Text | References | PDF (392.4 KB) | EPUB
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Research Article

Article
Developing a digital maturity model for the sales processes of industrial projects
Marleen Voss, David Jaspert, Christian Ahlfeld & Luke Sucke
Pages: 7-28
Published online: 10 Jan 2023
AbstractforDeveloping a digital maturity model for the sales processes of industrial projects | Full Text | References | PDF (2.5 MB) | EPUB
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Review Article

Review Article
Buyer-seller uncertainty: a systematic review and future research directions
Ryan Mullins, Kevin S. Chase & Scott B. Friend
Pages: 29-49
Published online: 12 Dec 2023
AbstractforBuyer-seller uncertainty: a systematic review and future research directions | Full Text | References | PDF (1.6 MB) | EPUB
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Research Articles

Article
Frontline ambidexterity: a systematic review and future research agenda
Kristina K. Lindsey-Hall, Candice L. Marti, Nicole M. Boylan, Thomas L. Baker & Jessica L. Ogilvie
Pages: 50-73
Published online: 09 Nov 2023
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Article
Trust repair after a sales manager error
Christopher A. Nelson, Michael F. Walsh & Annie Peng Cui
Pages: 74-83
Published online: 27 Jan 2023
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Article
Understanding the consequences of digital technology use in sales: multilevel tensions inside sales organizations
Mark Micallef, Joona Keränen & Olga Kokshagina
Pages: 84-99
Published online: 27 Jan 2023
AbstractforUnderstanding the consequences of digital technology use in sales: multilevel tensions inside sales organizations | Full Text | References | PDF (2.3 MB) | EPUB
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