Citations (36)
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Brian N. Rutherford, Martha Troncoza, Scott C. Ambrose, Nwamaka Anaza & Ryan Matthews. (2023) One does not fit all: what is in a salesperson sample?. Journal of Personal Selling & Sales Management 43:4, pages 354-367.
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Gang Li, Yingran Lu & Robert G. Eliason. (2022) How does ethical leadership enhance employee creativity during the COVID-19 Pandemic in China?. Ethics & Behavior 32:6, pages 532-548.
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Charles H. Schwepker$suffix/text()$suffix/text() & Christina K. Dimitriou. (2022) Reducing service sabotage: the influence of supervisor social undermining, job stress, turnover intention and ethical conflict. Journal of Marketing Theory and Practice 0:0, pages 1-20.
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Megan C. Good & Charles H. Schwepker$suffix/text()$suffix/text(). (2022) Stop making excuses: reducing unethical behavior and improving performance and relationship quality. Journal of Business-to-Business Marketing 29:2, pages 177-196.
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Alexandra Martina van der Berg, Johann Nils Foege & Stephan Nüesch. (2022) Toward a shared leadership environment: insights into retail salespeople’s work environment. Journal of Personal Selling & Sales Management 42:2, pages 121-138.
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Charles H. Schwepker$suffix/text()$suffix/text() & Megan C. Good. (2021) Influence of salesperson political skill: improving relationship building and reducing customer-directed deviance. Journal of Personal Selling & Sales Management 41:3, pages 200-217.
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Charles H. Schwepker$suffix/text()$suffix/text(). (2019) Using Ethical Leadership to Improve Business-To-Business Salesperson Performance: The Mediating Roles of Trust in Manager and Ethical Ambiguity. Journal of Business-to-Business Marketing 26:2, pages 141-158.
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Articles from other publishers (29)
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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Sifeng Bi & Simon Gao. (2023) Life insurance misselling and the influences of client attributes: evidence from China. Asian Journal of Business Ethics 12:2, pages 219-237.
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Amitabh Anand, Melanie Bowen, April J. Spivack, Saeedeh Rezaee Vessal & Deva Rangarajan. (2023) The role of ethics in business-to-business marketing: An exploratory review and research agenda. Industrial Marketing Management 115, pages 421-438.
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Brandon Gustafson, Nadia Pomirleanu & Babu John-Mariadoss. (2023) Not the way it used to be: B2B interactions in the era of ecosystems. Journal of Business & Industrial Marketing.
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Amitabh Anand, Melanie Bowen & Deva Rangarajan. (2022) To be or not to be: a review of the (un)ethical salespeople literature. Journal of Business & Industrial Marketing 38:9, pages 1837-1851.
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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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Nadia Pomirleanu, Brandon M. Gustafson & Janell Townsend. (2022) Organizational climate in B2B: A systematic literature review and future research directions. Industrial Marketing Management 105, pages 147-158.
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Liqin Yang & Haibing Liu. (2022) The Impact of Ethical Leadership on Employees’ Green Innovation Behavior: A Mediating-Moderating Model. Frontiers in Psychology 13.
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Omar S. Itani, Ashish Kalra & Jen Riley. (2022) Complementary effects of CRM and social media on customer co-creation and sales performance in B2B firms: The role of salesperson self-determination needs. Information & Management 59:3, pages 103621.
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Jin Ho Jung, Jaewon Yoo & Yeonsung Jung. (2021) The synergistic effects of LMX and procedural justice climate on employee motivation and customer loyalty in a retail service context. Journal of Service Theory and Practice 32:2, pages 232-257.
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Shuchi Dawra, Pawan Kumar Chand & Arun Aggarwal. (2022) Leader Member Exchange, Nepotism, and Employee Loyalty as the Determinants of Organizational Sustainability in Small and Medium Enterprises in India. International Journal of Sociotechnology and Knowledge Development 14:1, pages 1-21.
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Massoud Moslehpour, Man-Ling Chang, Van Kien Pham & Alaleh Dadvari. (2022) Adopting the configurational approach to the analysis of job satisfaction in Mongolia. European Research on Management and Business Economics 28:1, pages 100179.
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JAMES ANTHONY SWAIM & DEBORAH ROEBUCK. (2021) THE ROLE OF EMPOWERED EMPLOYEE ETHICAL VOICE IN SUPPORTING SOCIAL ENTREPRENEURSHIP. Journal of Developmental Entrepreneurship 26:04.
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Omar S. Itani, Ashish Kalra, Nawar N. Chaker & Rakesh Singh. (2021) “Because you are a part of me”: Assessing the effects of salesperson social media use on job outcomes and the moderating roles of moral identity and gender. Industrial Marketing Management 98, pages 283-298.
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Mehdi Tanzeeb Hossain & Jonathan Ross Gilbert. (2021) Satisfactory listening: The differential role of salesperson communication in (co)creating value for B2B buyers. Industrial Marketing Management 98, pages 222-240.
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Jin Ho Jung, Jay Jaewon Yoo & Todd J. Arnold. (2021) The influence of a retail store manager in developing frontline employee brand relationship, service performance and customer loyalty. Journal of Business Research 122, pages 362-372.
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Faheem Ahmad Khan, Khuram Shafi & Amer Rajput. (2020) Heeding a missing link between field managers’ monitoring styles and salespersons’ performance in pharmaceutical selling context. International Journal of Pharmaceutical and Healthcare Marketing 14:3, pages 425-443.
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Scott B. Friend, Fernando Jaramillo & Jeff S. Johnson. (2020) Ethical Climate at the Frontline: A Meta-Analytic Evaluation. Journal of Service Research 23:2, pages 116-138.
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Arun Aggarwal, Pawan Kumar Chand, Deepika Jhamb & Amit Mittal. (2020) Leader–Member Exchange, Work Engagement, and Psychological Withdrawal Behavior: The Mediating Role of Psychological Empowerment. Frontiers in Psychology 11.
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Charles H. SchwepkerJr.Jr.. (2018) Strengthening Customer Value Development and Ethical Intent in the Salesforce: The Influence of Ethical Values Person–Organization Fit and Trust in Manager. Journal of Business Ethics 159:3, pages 913-925.
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Kevin J. Shanahan & Christopher D. Hopkins. (2018) Level of Agreement Between Sales Managers and Salespeople on the Need for Internal Virtue Ethics and a Direct Path from Satisfaction with Manager to Turnover Intent. Journal of Business Ethics 159:3, pages 837-848.
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Charles H. Schwepker, Jr, Christina K. Dimitriou & Todd McClure. (2019) Reducing service sabotage and improving employee commitment to service quality. Journal of Services Marketing 33:5, pages 615-625.
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Guda Sridhar & Teidorlang Lyngdoh. (2017) Flow and Information Sharing as Predictors of Ethical Selling Behavior. Journal of Business Ethics 158:3, pages 807-823.
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Abbas, Mahmood, Ali, Raza, Ali, Aman, Bano & Nurunnabi. (2019) The Effects of Corporate Social Responsibility Practices and Environmental Factors through a Moderating Role of Social Media Marketing on Sustainable Performance of Firms’ Operating in Multan, Pakistan. Sustainability 11:12, pages 3434.
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Lu-Ming Tseng & Tsu-Wei Yu. (2019) Disclosure of sales compensations and product recommendations. Marketing Intelligence & Planning 37:3, pages 310-324.
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Laura Munoz & Michael Mallin. (2019) Unethical sales behavior neutralization: the impact of salesperson role variables and moderating effects of role relationship orientation. Journal of Business & Industrial Marketing 34:1, pages 62-79.
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Sascha Alavi, Johannes Habel, Paolo Guenzi & Jan Wieseke. (2017) The role of leadership in salespeople’s price negotiation behavior. Journal of the Academy of Marketing Science 46:4, pages 703-724.
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Charles H. SchwepkerJr.Jr. & Megan C. Good. (2017) Reducing salesperson job stress and unethical intent: The influence of leader-member exchange relationship, socialization and ethical ambiguity. Industrial Marketing Management 66, pages 205-218.
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Harri Terho, Andreas Eggert, Wolfgang Ulaga, Alexander Haas & Eva Böhm. (2017) Selling Value in Business Markets: Individual and Organizational Factors for Turning the Idea into Action. Industrial Marketing Management 66, pages 42-55.
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