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Rhett T. Epler, Wyatt A. Schrock, Mark P. Leach, Kimberly D. White & Bryan Hochstein. (2023) Managing ambiguity: salesperson bricolage behavior and its organizational determinants. Journal of Personal Selling & Sales Management 0:0, pages 1-20.
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Md Sazzad Hossain, Murali Sambasivan, Abuelhassan Elshazly Abuelhassan & Gamal Sayed Ahmed Khalifa. (2023) Factors influencing customer citizenship behaviour in the hospitality industry. Annals of Leisure Research 26:1, pages 65-88.
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Rania B. Mostafa & Tamara Kasamani. (2022) The Effect of Salespeople Skills on Selling Behaviors: The Moderating Role of Social Media. Journal of Promotion Management 28:7, pages 961-993.
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Valter Afonso Vieira, Eli Jones, Valter da Silva Faia, Juliano Domingues da Silva & Leticia Fernandes de Negreiros. (2022) The moderating role of self-efficacy in the relationship between control systems and sales performance. Journal of Personal Selling & Sales Management 42:2, pages 158-180.
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Ting Mu, Allard van Riel & Roel Schouteten. (2022) Individual ambidexterity in SMEs: Towards a typology aligning the concept, antecedents and outcomes. Journal of Small Business Management 60:2, pages 347-378.
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Mohammed Atif Aman, Mohammad Khalid Azam & Asif Akhtar. (2022) Ambidextrous selling: a systematic review and synthesis of theories, themes, and methodologies. Journal of Personal Selling & Sales Management 42:1, pages 46-67.
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Aaron D. Arndt. (2021) Past performance contaminates the ADAPTS measurement. Journal of Personal Selling & Sales Management 41:3, pages 250-267.
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Franziska M. Bongers, Jan H. Schumann & Christian Schmitz. (2021) How the introduction of digital sales channels affects salespeople in business-to-business contexts: a qualitative inquiry. Journal of Personal Selling & Sales Management 41:2, pages 150-166.
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Valter Afonso Vieira, Valter da Silva Faia, Colin B. Gabler & Rosinaldo Nunes Cardoso. (2021) The impact of intuition and deliberation on acquisition-retention ambidexterity and sales performance: comparing the Dual-Process and Uni-Process Models. Journal of Personal Selling & Sales Management 41:1, pages 56-69.
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Duleep Delpechitre, Aditya Gupta, Arash H. Zadeh, Joon Ho Lim & Steven A. Taylor. (2020) Toward a new perspective on salesperson success and motivation: a trifocal framework. Journal of Personal Selling & Sales Management 40:4, pages 267-288.
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Syed Jamal Shah, Li Zhang, Salim Khan, Syed Asad Ali Shah, Dilawar Khan Durrani, Liaqat Ali & Bandana Das. (2020) Terrorism vulnerability: organizations’ ambiguous expectations and employees’ conflicting priorities. International Journal of Occupational Safety and Ergonomics 26:3, pages 562-572.
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Lisa L. Beeler, Nawar N. Chaker, Prachi Gala & Alex R. Zablah. (2020) The divergent effects of organizational identification on salesperson and customer outcomes in a friend-selling context. Journal of Personal Selling & Sales Management 40:2, pages 95-113.
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Christopher R. Plouffe, Duane Nagel, Leff Bonney, Bryan Hochstein & Jim Salas. (2020) The Austrian view and value co-creation process in solution-oriented firms: A seven stage, “solution prototyping” framework. Journal of Marketing Theory and Practice 28:1, pages 79-97.
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Emmanuel Affum-Osei, Eric Adom Asante, Solomon Kwarteng Forkouh & Inusah Abdul-Nasiru. (2020) Career adaptability and ambidextrous behavior among customer-service representatives: the role of perceived organizational support. Journal of Personal Selling & Sales Management 40:1, pages 4-18.
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Richard G. McFarland. (2019) A conceptual framework of macrolevel and microlevel adaptive selling theory, setting a research agenda, and suggested measurement strategies. Journal of Personal Selling & Sales Management 39:3, pages 207-221.
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Carlin A. Nguyen, Andrew B. Artis, Richard E. Plank & Paul J. Solomon. (2019) Dimensions of effective sales coaching: scale development and validation. Journal of Personal Selling & Sales Management 39:3, pages 299-315.
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Donald P. St. Clair, Gary K. Hunter, Philip A. Cola & Richard J. Boland. (2018) Systems-savvy selling, interpersonal identification with customers, and the sales manager’s motivational paradox: a constructivist grounded theory approach. Journal of Personal Selling & Sales Management 38:4, pages 391-412.
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Willy Bolander & Keith A. Richards. (2018) Why study intraorganizational issues in selling and sales management?. Journal of Personal Selling & Sales Management 38:2, pages 169-171.
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Eddie Inyang, Omar S. Itani, Hayam Alnakhli & Juliana White. Sales team value co-creation in turbulent markets: the role of team learning and agility. Journal of Marketing Theory and Practice 0:0, pages 1-15.
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Makoto Fujii. (2024) Do sales control systems affect service–sales ambidexterity and salesperson performance? A job demands–resources perspective. Journal of Retailing and Consumer Services 77, pages 103640.
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Myoung-Soung Lee & Jaewon Yoo. (2023) How do customer-related characteristics influence frontline bank employees' boundary spanning behaviors?. International Journal of Bank Marketing 41:7, pages 1945-1973.
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Marta Giovannetti. (2023) Sales ambidexterity and performance: a behavioral paradigm through the Career Stage framework. Italian Journal of Marketing 2023:4, pages 471-501.
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Niharika Gaan & Yuhyung Shin. (2023) Sales employees’ polychronicity and sales-service ambidexterity: Mediation of work engagement and moderation of store manager support. Journal of Retailing and Consumer Services 75, pages 103514.
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Colin B. Gabler, Omar S. Itani & Raj Agnihotri. (2022) Activating Corporate Environmental Ethics on the Frontline: A Natural Resource-Based View. Journal of Business Ethics 186:1, pages 63-86.
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Ashish Kalra, Omar S. Itani & Sijie Sun. (2023) “Turning role conflict into performance”: assessing the moderating role of self-monitoring, manager trust and manager identification. Journal of Service Theory and Practice 33:3, pages 436-461.
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Deva Rangarajan, Vishag Badrinarayanan, Aditi Sharma, Rakesh Kumar Singh & Sridhar Guda. (2022) Left to their own devices? Antecedents and contingent effects of workplace anxiety in the WFH selling environment. Journal of Business & Industrial Marketing 37:11, pages 2361-2379.
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Moritz Classen & Thomas Friedli. (2021) Eight organizational enablers of digital service-sales ambidexterity in industrial firms. Journal of Business & Industrial Marketing 37:11, pages 2142-2155.
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Xiaoyong Zheng. (2022) Salesmanship: the influence of social networks on sales-service ambidexterity. Management Decision 60:11, pages 3086-3126.
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Jonathan Ross Gilbert, Michael T. Krush, Kevin J. Trainor & Heidi A. Wayment. (2022) The (quiet) ego and sales: Transcending self-interest and its relationship with adaptive selling. Journal of Business Research 150, pages 326-338.
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G. Tomas M. Hult, Forrest V. Morgeson III, Udit Sharma & Claes Fornell. (2022) Customer satisfaction and international business: A multidisciplinary review and avenues for research. Journal of International Business Studies 53:8, pages 1695-1733.
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Hongtao Xie, Yun Song, Chaoxun Cai & Junwei Zheng. (2022) The Impact of Cognitive Heterogeneity on the Behavioral Integration of the R&D Team: The Perspective of Conflict Management. Discrete Dynamics in Nature and Society 2022, pages 1-14.
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Ashish Kalra, Riley Dugan & Raj Agnihotri. (2021) “A little competition goes a long way”: Substitutive effects of emotional intelligence and workplace competition on salesperson creative selling. Marketing Letters 33:3, pages 399-413.
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Yung-Cheng Shen, Heng-Yu Lin, Cindy Yunhsin Chou, Po Han Wu & Wei-Hao Yang. (2022) “Yes, I know you”: the role of source familiarity in the relationship between service adaptive behavior and customer satisfaction. Journal of Service Theory and Practice 32:5, pages 620-639.
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Hua Fan, Wei Gao & Bing Han. (2022) How does (im)balanced acceptance of robots between customers and frontline employees affect hotels’ service quality?. Computers in Human Behavior 133, pages 107287.
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Bilal Ahmad, Da Liu, Muhammad Irfan & José Álvarez-García. (2022) Unleashing the mechanism among salesforce control system, salesforce ambidexterity, and emotional exhaustion to enhance the competitive advantage of organizations. Frontiers in Psychology 13.
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Keo Mony Sok, Devin Bin & Phyra Sok. (2022) How and when do the ambidextrous frontline sales employees achieve superior sales performance?. Journal of Service Theory and Practice 32:4, pages 505-520.
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Jihong Zhou & Peerayuth Charoensukmongkol. (2022) Cultural intelligence and adaptive selling behaviors in cross-cultural selling: The cognitive resource theory and social role theory perspective. Journal of Business Research 146, pages 477-488.
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Jin Ho Jung, Tom J. Brown & Alex R. Zablah. (2022) How Customer Requests Influence Frontline Employee Job Outcomes: The Role of Personal Appraisal Tendencies and Situational Customer Demandingness. Journal of Retailing 98:2, pages 315-334.
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Hua Fan, Bing Han, Wei Gao & Wenqian Li. (2022) How AI chatbots have reshaped the frontline interface in China: examining the role of sales–service ambidexterity and the personalization–privacy paradox. International Journal of Emerging Markets 17:4, pages 967-986.
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Yaqin Zheng, Dong Liu, Yi Zheng & Zhimei Zang. (2021) Contingent conditions on the effectiveness of salesperson acquisition-retention ambidexterity: the motivation–opportunity–ability framework. Journal of Business & Industrial Marketing 37:5, pages 1111-1126.
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Bilal Ahmad, Da Liu, Naeem Akhtar & Umar Iqbal Siddiqi. (2022) Does service-sales ambidexterity matter in business-to-business service recovery? A perspective through salesforce control system. Industrial Marketing Management 102, pages 351-363.
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Fortune Edem Amenuvor, Ho-Taek Yi & Henry Boateng. (2021) Examining the consequences of adaptive selling behavior by door-to-door salespeople in the Korean cosmetic industry. Asia Pacific Journal of Marketing and Logistics 34:4, pages 800-816.
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Ceyda Maden-Eyiusta, Zeynep Yesim Yalabik & Mehmet Ali Burak Nakiboglu. (2021) The impact of support on employees' adaptive behavior: a moderated mediation model. Journal of Managerial Psychology 37:2, pages 153-169.
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Omar S. Itani, Larry Chonko & Raj Agnihotri. (2022) Salesperson moral identity and value co-creation. European Journal of Marketing 56:2, pages 500-531.
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Laurianne Schmitt, Eric Casenave & Jessie Pallud. (2021) Salespeople's work toward the institutionalization of social selling practices. Industrial Marketing Management 96, pages 183-196.
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