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Journal of Personal Selling & Sales Management Volume 34, 2014 - Issue 1
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Antecedents and consequences of salesperson identification with the brand and company

Bashar S. GammohDepartment of Marketing and International Business, College of Business & Innovation, University of Toledo, MS # 103, Toledo, OH43606, USACorrespondence[email protected]
,
Michael L. MallinDepartment of Marketing and International Business, The Edward H. Schmidt School of Professional Sales, College of Business & Innovation, University of Toledo, MS # 103, Toledo, OH43606, USA
&
Ellen Bolman PullinsDepartment of Marketing and International Business, The Edward H. Schmidt School of Professional Sales, College of Business & Innovation, University of Toledo, MS # 103, Toledo, OH43606, USA
Pages 3-18 | Received 01 Feb 2012, Accepted 11 Aug 2012, Published online: 05 Feb 2014

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Read on this site (9)

Lisa Beeler, Maria Rouziou & Moumita Das Gyomlai. (2023) When the brand is your bread and butter: review, synthesis, and directions for future exploration of salespeople-brand relationships. Journal of Personal Selling & Sales Management 43:4, pages 270-288.
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Caroline E. W. Glackin & Murat Adivar. (2023) Using the power of machine learning in sales research: process and potential. Journal of Personal Selling & Sales Management 43:3, pages 178-194.
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Michael L. Mallin, Tyler D. Hancock, Ellen B. Pullins & Bashar S. Gammoh. (2022) Salesperson’s perceived personal identification with supervisor and the relationship with turnover intention and performance: a mediated motivation model. Journal of Personal Selling & Sales Management 42:3, pages 243-264.
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Moumita Das Gyomlai, Michael Ahearne, Dominique Rouziès & Jean-Noël Kapferer. (2022) All that glitters is not sold: selling a luxury brand outside a luxury environment. Journal of Personal Selling & Sales Management 42:1, pages 26-45.
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Lisa Beeler, Alex Zablah & Adam Rapp. (2021) Blinded by the brand: inauthentic salesperson brand attachment and its influence on customer purchase intentions. Journal of Personal Selling & Sales Management 41:3, pages 268-284.
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Giacomo Gistri, Matteo Corciolani & Stefano Pace. (2018) The interaction effect between brand identification and personal crisis relevance on consumers’ emotional reactions to a fashion brand crisis. Journal of Global Fashion Marketing 9:3, pages 252-269.
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Maria Rouziou, Riley Dugan, Dominique Rouziès & Dawn Iacobucci. (2018) Brand assets and pay fairness as two routes to enhancing social capital in sales organizations. Journal of Personal Selling & Sales Management 38:2, pages 191-204.
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Michael L. Mallin, Bashar S. Gammoh, Ellen Bolman Pullins & Catherine M. Johnson. (2017) A New Perspective of Salesperson Motivation and Salesforce Outcomes: The Mediating Role of Salesperson-Brand Identification. Journal of Marketing Theory and Practice 25:4, pages 357-374.
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Erin Adamson Gillespie & Stephanie M. Noble. (2017) Stuck like glue: the formation and consequences of brand attachments among salespeople. Journal of Personal Selling & Sales Management 37:3, pages 228-249.
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Articles from other publishers (16)

Caroline Glackin & Murat Adivar. (2023) Modeling independent sales representative performance: application of predictive analytics in direct selling for improved outcomes. Journal of Marketing Analytics 11:4, pages 613-628.
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Ashish Kalra, Omar S. Itani & Amin Rostami. (2023) Can salespeople use social media to enhance brand awareness and sales performance? The role of manager empowerment and creativity. Journal of Business & Industrial Marketing 38:8, pages 1738-1753.
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Ankur Jha & Satya Bhushan Dash. (2023) Does doing good help employees perform well? Understanding the consequences of CSR on industrial sales employees. Journal of Cleaner Production 383, pages 135337.
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Solomon Ozemoyah UgheokeMunir Shehu Mashi & Mohd Faizal Mohd Isa. (2021) Can Workplace Fun Moderate Organizational Identification and Job Satisfaction Relationship. Business Perspectives and Research 10:3, pages 344-361.
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Bashar S. Gammoh, Michael L. Mallin & Ellen Bolman Pullins. (2020) Dual foci of identification: the role of salesperson brand and organizational identification in driving brand performance. Journal of Product & Brand Management 30:6, pages 866-882.
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Lee Allison & Karen E. Flaherty. (2020) Investigating firm level drivers of salesperson brand identification. Journal of Business Research 121, pages 154-169.
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Thomas L. Baker, Simos Chari, Ahmad Daryanto, Julija Dzenkovska, Kemefasu Ifie, Bryan A. Lukas & Gianfranco Walsh. (2020) Discount venture brands: Self-congruity and perceived value-for-money?. Journal of Business Research 116, pages 412-419.
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Valerie Good & Roger J. Calantone. (2019) When to outsource the sales force for new products. Industrial Marketing Management 82, pages 106-116.
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Michaela Merk & Géraldine Michel. (2019) The dark side of salesperson brand identification in the luxury sector: When brand orientation generates management issues and negative customer perception. Journal of Business Research 102, pages 339-352.
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Lucy Gill-Simmen, Deborah J. MacInnis, Andreas B. Eisingerich & C. Whan Park. (2018) Brand-self connections and brand prominence as drivers of employee brand attachment. AMS Review 8:3-4, pages 128-146.
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Rita Di Mascio & Johra Fatima. (2018) The role of identification in frontline employee decision-making. Journal of Retailing and Consumer Services 43, pages 131-138.
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Bashar S. Gammoh, Michael L. Mallin, Ellen Bolman Pullins & Catherine M. Johnson. (2018) The role of salesperson brand selling confidence in enhancing important sales management outcomes: a social identity approach. Journal of Business & Industrial Marketing 33:3, pages 277-290.
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Elizabeth AguirreDominik MahrKo de RuyterDhruv GrewalJan PelserMartin Wetzels. (2018) The Effect of Review Writing on Learning Engagement in Channel Partner Relationship Management. Journal of Marketing 82:2, pages 64-84.
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Vishag Badrinarayanan & Jeremy J. Sierra. (2018) Triggering and tempering brand advocacy by frontline employees: vendor and customer-related influences. Journal of Business & Industrial Marketing 33:1, pages 42-52.
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Ainsworth Anthony Bailey, Faisal Albassami & Soad Al-Meshal. (2016) The roles of employee job satisfaction and organizational commitment in the internal marketing-employee bank identification relationship. International Journal of Bank Marketing 34:6, pages 821-840.
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Bashar S. Gammoh, Michael L. Mallin & Ellen Bolman Pullins. (2014) The impact of salesperson-brand personality congruence on salesperson brand identification, motivation and performance outcomes. Journal of Product & Brand Management 23:7, pages 543-553.
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