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Nils Høgevold, Rocio Rodriguez, Göran Svensson & Carmen Otero-Neira. (2021) B to B Sellers’ Skill Level in Sales Performance – Frameworks and Findings. Journal of Business-to-Business Marketing 28:3, pages 265-281.
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Saroja Wanigasekara, Muhammad Ali, Erica Lynn French & Marzena Baker. (2022) Internal and external networking behaviors and employee outcomes: a test of gender moderating effect. Personnel Review 52:9, pages 2103-2132.
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Omar S. Itani, Vishag Badrinarayanan & Deva Rangarajan. (2022) The impact of business-to-business salespeople’s social media use on value co-creation and cross/up-selling: the role of social capital. European Journal of Marketing 57:3, pages 683-717.
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Michele Rigolizzo, Zhu Zhu & Jean-François Harvey. (2022) Leader humility, leader authenticity and informal learning: how humble team leaders model everyday workplace learning. Journal of Workplace Learning 34:8, pages 691-706.
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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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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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Saroja Kumari Wanigasekara, Muhammad Ali & Erica French. (2021) The link between networking behaviours and work outcomes: the role of political skills. Journal of Organizational Effectiveness: People and Performance 9:2, pages 253-280.
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Raj Agnihotri, Sudha Mani, Nawar N. Chaker, Patricia J. Daugherty & Prabakar Kothandaraman. (2020) Drivers and Performance Implications of Frontline Employees’ Social Capital Development and Maintenance: The Role of Online Social Networks*. Decision Sciences 53:1, pages 181-215.
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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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Barbara Barney-McNamara, James Peltier, Pavan Rao Chennamaneni & Keith Eric Niedermeier. (2020) A conceptual framework for understanding the antecedents and consequences of social selling: a theoretical perspective and research agenda. Journal of Research in Interactive Marketing 15:1, pages 147-178.
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Vaibhav Chawla, Teidorlang Lyngdoh, Sridhar Guda & Keyoor Purani. (2020)
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Marzena Fryczyńska & Christina Ciecierski. (2020) Networking competence and its impact on the employability of knowledge workers. Journal of Organizational Change Management 33:2, pages 349-365.
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Yin-Mei Huang. (2017) The relationship between networking behavior and promotability: The moderating effect of political skill. Journal of Management & Organization 26:2, pages 185-200.
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Halimin Herjanto & Drew Franklin. (2021) Investigating Salesperson Performance Factors: A Systematic Review of the Literature on the Characteristics of Effective Salespersons. Australasian Marketing Journal 27:2, pages 104-112.
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