Advanced search
Publication Cover
Journal of Personal Selling & Sales Management Volume 38, 2018 - Issue 2: Intraorganizational Issues in Selling and Sales Management
Submit an article Journal homepage
556
Views
7
CrossRef citations to date
0
Altmetric
Articles

Is it navigation, networking, coordination … or what? A multidisciplinary review of influences on the intraorganizational dimension of the sales role and performance

Christopher R. PlouffeDepartment of Marketing, College of Business, New Mexico State University, Las Cruces, NM, USACorrespondence[email protected]
Pages 241-264 | Received 10 May 2017, Accepted 05 Mar 2018, Published online: 16 Apr 2018

Citations (7)

Keep up to date with the latest research on this topic with citation updates for this article.

Subscribe to citation updates

Read on this site (7)

Alec Pappas, Wyatt Schrock, Manoshi Samaraweera & Willy Bolander. (2023) A competitive path to cohesion: multilevel effects of competitiveness in the sales force. Journal of Personal Selling & Sales Management 43:3, pages 222-240.
Read now
Hayam Alnakhli, Aniefre Eddie Inyang & Omar S. Itani. (2021) The Role of Salespeople in Value Co-Creation and Its Impact on Sales Performance. Journal of Business-to-Business Marketing 28:4, pages 347-367.
Read now
Na Young Lee, Riley Dugan, Maria Rouziou & Ali Anwar. (2021) “Give me one but not the other”: the substitution effects of supervisor’s organizational status and salesperson internal networking on performance growth trajectories. Journal of Personal Selling & Sales Management 41:1, pages 28-38.
Read now
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.
Read now
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.
Read now
Richard G. McFarland & Andrea L. Dixon. (2019) An updated taxonomy of salesperson influence tactics. Journal of Personal Selling & Sales Management 39:3, pages 238-253.
Read now
Kevin Duane Bradford, Yongmei Liu, Yuying Shi, Barton A. Weitz & Jun Xu. (2019) Harnessing Internal Support to Enhance Customer Relationships: The Role of Networking, Helping, and Allocentrism. Journal of Marketing Theory and Practice 27:2, pages 140-158.
Read now

Reprints and Corporate Permissions

Please note: Selecting permissions does not provide access to the full text of the article, please see our help page How do I view content?

To request a reprint or corporate permissions for this article, please click on the relevant link below:

Order Reprints Request Corporate Permissions

Academic Permissions

Please note: Selecting permissions does not provide access to the full text of the article, please see our help page How do I view content?

Obtain permissions instantly via Rightslink by clicking on the button below:

Request Academic Permissions

If you are unable to obtain permissions via Rightslink, please complete and submit this Permissions form. For more information, please visit our Permissions help page.

Related research

People also read lists articles that other readers of this article have read.

Recommended articles lists articles that we recommend and is powered by our AI driven recommendation engine.

Cited by lists all citing articles based on Crossref citations.
Articles with the Crossref icon will open in a new tab.