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Journal of Personal Selling & Sales Management Volume 26, 2006 - Issue 1
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Research Note

Role Stress, Attitudes, and Job Outcomes in Business-To-Business Selling: Does the Type of Selling Situation Matter?

George J. AvlonitisView further author information
&
Nikolaos G. PanagopoulosView further author information
Pages 67-77 | Published online: 23 Sep 2013

Citations (19)

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Read on this site (2)

Tyler Hancock, Ellen Bolman Pullins, Catherine M. Johnson & Michael L. Mallin. (2022) Understanding How Salesperson Envy and Emotional Exhaustion Lead to Negative Consequences: The Role of Motivation. Journal of Business-to-Business Marketing 29:3-4, pages 369-386.
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Jesse N. Moore, Mary Anne Raymond & Christopher D. Hopkins. (2015) Social Selling: A Comparison of Social Media Usage Across Process Stage, Markets, and Sales Job Functions. Journal of Marketing Theory and Practice 23:1, pages 1-20.
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Articles from other publishers (17)

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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Sarika Jain & Shreekumar K. Nair. (2020) Integrating work–family conflict and enrichment: understanding the moderating role of demographic variables. International Journal of Organizational Analysis 29:5, pages 1172-1198.
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Byeonghoon Ahn, Seung-chul Kim & Taewon Lee. (2020) A Study on Relative Importance and Priority of the Competency of B2B Salesperson Using AHP : Gap in Perception between Suppliers and Buyers. Journal of Society of Korea Industrial and Systems Engineering 43:3, pages 191-203.
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Dheeraj Sharma & Biswajita Parida. (2018) Determinants of conflict in channel relationships: a meta-analytic review. Journal of Business & Industrial Marketing 33:7, pages 911-930.
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Seong-Goo Ji & 장성희. (2017) The Effect of Work-Family Conflict and Resilience on Job Burnout and Performance. Journal of Distribution and Management Research 20:6, pages 5-14.
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Sung-Min Ahn & Chan-Wook Park. (2016) An Empirical Study on Eliciting a Competency Required by Salespeople: Differentiating B2B Salespeople and B2C Salespeople. Journal of Distribution Science 14:11, pages 103-115.
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Kyu Seo Yeon & K.T. Hwang. (2016) A Study on the Factors Affecting the Sales Performance of Business Software Salespersons. Journal of Information Technology Applications and Management 23:2, pages 113-141.
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Sarika JainShreekumar K. Nair. (2016) Work–Family Conflict in India: Construct Validation and Current Status. Asia-Pacific Journal of Management Research and Innovation 12:1, pages 31-45.
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Belén Bande, Pilar Fernández-Ferrín, José A. Varela & Fernando Jaramillo. (2015) Emotions and salesperson propensity to leave: The effects of emotional intelligence and resilience. Industrial Marketing Management 44, pages 142-153.
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Jeff S. Johnson & Ravipreet S. Sohi. (2013) The curvilinear and conditional effects of product line breadth on salesperson performance, role stress, and job satisfaction. Journal of the Academy of Marketing Science 42:1, pages 71-89.
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René Y. Darmon, Louis Duclos-Gosselin & Benny Rigaux-Bricmont. (2013) A Measure of Dynamic Market Performance. American Journal of Industrial and Business Management 03:02, pages 164-177.
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Laurent Giraud & Catherine Pardo. (2012) Les fonctions commerciales au cœur de l'évolution des intermédiaires du BtoB ? Une étude exploratoire. Management & Avenir n° 51:1, pages 167-185.
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Belén Bande Vilela, José Antonio Varela González & Pilar Fernández Ferrín. (2009) Salespersons' self‐monitoring: Direct, indirect, and moderating effects on salespersons' organizational citizenship behavior. Psychology & Marketing 27:1, pages 71-89.
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Michael L. Mallin, Edward O'Donnell & Michael Y. Hu. (2009) The role of uncertainty and sales control in the development of sales manager trust. Journal of Business & Industrial Marketing 25:1, pages 30-42.
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Michael L. Mallin & Ellen Bolman Pullins. (2009) The moderating effect of control systems on the relationship between commission and salesperson intrinsic motivation in a customer oriented environment. Industrial Marketing Management 38:7, pages 769-777.
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Belén Bande Vilela, José A. Varela González & Pilar Fernández Ferrín. (2008) Person–organization fit, OCB and performance appraisal: Evidence from matched supervisor–salesperson data set in a Spanish context. Industrial Marketing Management 37:8, pages 1005-1019.
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Leslie M. Fine. (2007) Selling and sales management. Business Horizons 50:3, pages 185-191.
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