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Ashish Kalra, Na Young Lee & Riley Dugan. (2023) Exploring antecedents and outcomes of salesperson change agility: a social exchange theory perspective. Journal of Marketing Theory and Practice 0:0, pages 1-21.
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Muhammad Awais Gulzar, Mudaser Ahmad, Marria Hassan & Muhammad Imran Rasheed. (2022) How social media use is related to student engagement and creativity: investigating through the lens of intrinsic motivation. Behaviour & Information Technology 41:11, pages 2283-2293.
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Michael L. Mallin, Tyler D. Hancock, Ellen B. Pullins & Bashar S. Gammoh. (2022) Salesperson’s perceived personal identification with supervisor and the relationship with turnover intention and performance: a mediated motivation model. Journal of Personal Selling & Sales Management 42:3, pages 243-264.
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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.
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Sascha Alavi, Johannes Habel & Kim Linsenmayer. (2019) What does adaptive selling mean to salespeople? An exploratory analysis of practitioners’ responses to generic adaptive selling scales. Journal of Personal Selling & Sales Management 39:3, pages 254-263.
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Rushana Khusainova, Ad de Jong, Nick Lee, Greg W. Marshall & John M. Rudd. (2018) (Re) defining salesperson motivation: current status, main challenges, and research directions. Journal of Personal Selling & Sales Management 38:1, pages 2-29.
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Michael L. Mallin, Bashar S. Gammoh, Ellen Bolman Pullins & Catherine M. Johnson. (2017) A New Perspective of Salesperson Motivation and Salesforce Outcomes: The Mediating Role of Salesperson-Brand Identification. Journal of Marketing Theory and Practice 25:4, pages 357-374.
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Erdener Kaynak, Ali Kara, Clement S. F. Chow & Tommi Laukkanen. (2016) Role of adaptive selling and customer orientation on salesperson performance: Evidence from two distinct markets of Europe and Asia. Journal of Transnational Management 21:2, pages 62-83.
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Emily A. Goad & Fernando Jaramillo. (2014) The good, the bad and the effective: a meta-analytic examination of selling orientation and customer orientation on sales performance. Journal of Personal Selling & Sales Management 34:4, pages 285-301.
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Christopher R. Plouffe, Yvette Holmes Nelson & Frederik Beuk. (2013) Testing an Enhanced, Process-Based View of the Sales Process. Journal of Personal Selling & Sales Management 33:2, pages 141-163.
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Donald C. Barnes, Joel E. Collier, Nicole Ponder & Zachary Williams. (2013) Investigating the Employee’s Perspective of Customer Delight. Journal of Personal Selling & Sales Management 33:1, pages 91-104.
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Susanne Wiatr Borg & Wesley J. Johnston. (2013) The IPS-EQ Model: Interpersonal Skills and Emotional Intelligence in a Sales Process. Journal of Personal Selling & Sales Management 33:1, pages 39-51.
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Junwu Chai, Guangzhi Zhao & Barry J. Babin. (2012) An Empirical Study on the Impact of Two Types of Goal Orientation and Salesperson Perceived Obsolescence on Adaptive Selling. Journal of Personal Selling & Sales Management 32:2, pages 261-273.
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Oliver Malms & Christian Schmitz. (2011) Cross-Divisional Orientation: Antecedents and Effects on Cross-Selling Success. Journal of Business-to-Business Marketing 18:3, pages 253-275.
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Nils M. Høgevold, Rocio Rodríguez, Carmen Otero-Neira & Göran Svensson. (2023) Benchmarking meta-analytical conceptualizations of B2B seller skills against empirical evidence in services firms. Benchmarking: An International Journal.
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