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Journal of Personal Selling & Sales Management Volume 39, 2019 - Issue 4: Fostering International Collaboration in Sales Research
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A qualitative study of leader behaviors perceived to enable salesperson performance

Karen M. PeeskerTed Rogers School of Management, Ryerson University, 350 Victoria Street, Toronto, Ontario, M5B 2K3, Canada; Correspondence[email protected]
,
Lynette J. RyalsCranfield School of Management, Cranfield University, Executive Office, Kent House Cranfield, MK43 0AL, UK;
,
Gregory A. RichCollege of Business, Bowling Green State University, Bowling Green, Ohio, USA;
&
Susan E. BoehnkeCentre for Neuroscience Studies Queen's University, 2nd Floor, Botterell Hall, Kingston, Ontario, Canada
Pages 319-333 | Received 30 Jun 2018, Accepted 13 Mar 2019, Published online: 10 May 2019

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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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Peter D. Kerr & Javier Marcos-Cuevas. (2022) The interplay between objective and subjective measures of salesperson performance: towards an integrated approach. Journal of Personal Selling & Sales Management 42:3, pages 225-242.
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Malla Mattila, Mika Yrjölä & Pia Hautamäki. (2021) Digital transformation of business-to-business sales: what needs to be unlearned?. Journal of Personal Selling & Sales Management 41:2, pages 113-129.
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Vishag Badrinarayanan, Aditya Gupta & Nawar N. Chaker. (2021) The pull-to-stay effect: influence of sales managers’ leadership worthiness on salesperson turnover intentions. Journal of Personal Selling & Sales Management 41:1, pages 39-55.
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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.
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Peter C. Knight, Claudia C. Mich & Karen M. Peesker. (2023) Ready, Set, Fly! Preparedness of Sales Graduates for Entry Roles. Journal of Marketing Education.
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Faheem Ahmad Khan, Maria Ahmad & Tahir Saeed. (2023) A new perspective on behavior-based sales control system and salespersons’ job outcomes: an outbound pharmaceutical sales perspective. International Journal of Pharmaceutical and Healthcare Marketing 17:4, pages 450-475.
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Mohd Atif Aman, Mohammad Khalid Azam & Asif Akhtar. (2023) Effect of the pandemic on professional selling: an exposition of different selling styles using theories-in-use approach. Journal of Business & Industrial Marketing.
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Mohammad Zarei, Magne Supphellen & Richard P. Bagozzi. (2022) Servant leadership in marketing: A critical review and a model of creativity-effects. Journal of Business Research 153, pages 172-184.
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Amie Bowman. (2022) Leadership and Resilience: Where the Literature Stands. Journal of Leadership Studies 16:2, pages 33-41.
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Karen M. Peesker, Peter D. Kerr, Willy Bolander, Lynette J. Ryals, Jonathan A. Lister & Howard F. Dover. (2022) Hiring for sales success: The emerging importance of salesperson analytical skills. Journal of Business Research 144, pages 17-30.
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Peter Knight, Karen Peesker & Claudia C. Mich. (2021) The development of self-efficacy and self-leadership within USA accredited sales programs: an exploratory study on sales career preparedness. Higher Education, Skills and Work-Based Learning 12:1, pages 26-49.
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José G. Ruiz-Andrade, Claudia L. Solís-Palafox & Norma A. López-Luna. (2021) La incidencia de la Planificación estratégica en el desempeño del Marketing: Una revisión crítica. Revista científica anfibios 4:2, pages 36-44.
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James DeConinckDrew CarnesMary Beth DeConinck. (2021) Antecedents and Outcomes of Duty Orientation Among Salespeople. American Business Review 24:2, pages 100-114.
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Valter Afonso Vieira, Leticia Fernandes de Negreiros, Raj Agnihotri & Khashayar Afshar Bakeshloo. (2021) Perceptual differences regarding leadership between the store manager and employees and its impact on frontline sales performance: A research note. Journal of Retailing 97:3, pages 347-358.
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Belén Bande, Takuma Kimura, Pilar Fernández-Ferrín & Fernando Jaramillo. (2021) Capability management control and salesperson turnover: A double-edged sword in a product complexity scenario. Industrial Marketing Management 96, pages 100-112.
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Tuan Trong Luu. (2021) Activating salesperson resilience during the COVID-19 crisis: The roles of employer event communication and customer demandingness. Industrial Marketing Management 96, pages 18-34.
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Richard Conde, Victor Prybutok & Cameron Sumlin. (2020) The utilization of online sales forums by salespeople as a mesosystem for enhancing sales-activity knowledge. Journal of Business & Industrial Marketing 36:4, pages 630-640.
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Karen M. Peesker, Lynette J. Ryals, Gregory A. Rich & Lenita Davis. (2021) An ecosystems analysis of how sales managers develop salespeople. Journal of Business & Industrial Marketing 36:4, pages 654-665.
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Leonore Peters, Björn Sven Ivens & Catherine Pardo. (2020) Identification as a challenge in key account management: Conceptual foundations and a qualitative study. Industrial Marketing Management 90, pages 300-313.
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