Citations (68)
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Pearl, M. C. Lin, Kang-Lin Peng, Wai Ching Au & Tom Baum. (2023) Food-delivery Workers in the Sharing Economy: Supply-side Human Resource Transformation. International Journal of Hospitality & Tourism Administration 24:4, pages 491-516.
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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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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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Alexandra Martina van der Berg, Johann Nils Foege & Stephan Nüesch. (2022) Toward a shared leadership environment: insights into retail salespeople’s work environment. Journal of Personal Selling & Sales Management 42:2, pages 121-138.
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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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Aniefre Eddie Inyang & Fernando Jaramillo. (2020) Salesperson implementation of sales strategy and its impact on sales performance. Journal of Strategic Marketing 28:7, pages 601-619.
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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.
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Charles H. Schwepker$suffix/text()$suffix/text(). (2019) Using Ethical Leadership to Improve Business-To-Business Salesperson Performance: The Mediating Roles of Trust in Manager and Ethical Ambiguity. Journal of Business-to-Business Marketing 26:2, pages 141-158.
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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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Michael L. Mallin & Charles B. Ragland. (2017) Power-Base Effects on Salesperson Motivation and Performance: A Contingency View. Journal of Business-to-Business Marketing 24:2, pages 99-121.
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Christine Jaushyuam Lai. (2016) The Effect of Individual Market Orientation on Sales Performance: An Integrated Framework for Assessing the Role of Formal and Informal Communications. Journal of Marketing Theory and Practice 24:3, pages 328-343.
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Sabine Kuester & Andreas Rauch. (2016) A job demands-resources perspective on salespersons’ market intelligence activities in new product development. Journal of Personal Selling & Sales Management 36:1, pages 19-39.
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Charles H. Schwepker$suffix/text()$suffix/text(). (2015) Influencing the salesforce through perceived ethical leadership: the role of salesforce socialization and person–organization fit on salesperson ethics and performance. Journal of Personal Selling & Sales Management 35:4, pages 292-313.
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MahmoodA. Bodla & Basharat Naeem. (2014) Creativity as Mediator for Intrinsic Motivation and Sales Performance. Creativity Research Journal 26:4, pages 468-473.
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Charles H. Schwepker$suffix/text()$suffix/text(). (2013) Improving Sales Performance through Commitment to Superior Customer Value: The Role of Psychological Ethical Climate. Journal of Personal Selling & Sales Management 33:4, pages 389-402.
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Christophe Fournier, William A. Weeks, Christopher P. Blocker & Lawrence B. Chonko. (2013) Polychronicity and Scheduling’s Role in Reducing Role Stress and Enhancing Sales Performance. Journal of Personal Selling & Sales Management 33:2, pages 197-209.
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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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Subhra Chakrabarty, Gene Brown & Robert E. Widing$suffix/text()$suffix/text(). (2010) Closed Influence Tactics : Do Smugglers Win in the Long Run?. Journal of Personal Selling & Sales Management 30:1, pages 23-32.
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Articles from other publishers (49)
Fortune Edem Amenuvor, Kobby Mensah, Atsu Nkukpornu, Henry Boateng, Frank Akasreku & Kwasi Owusu-Antwi. (2023) Formal salesforce controls and service-sales ambidexterity: the moderating role of salespeople's grit. Marketing Intelligence & Planning 41:3, pages 375-390.
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David A. Locander, Mahmoud A. Darrat & Barry J. Babin. (2023) Examining the impact of salesperson orientation on creative selling, passive deviance, and organizational outcomes. Journal of Business Research 154, pages 113391.
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Jeffrey R. Carlson & William T. Ross, Jr.. (2022) When polychronicity affects salesperson performance: The effects of improvisation, role ambiguity, and sales job complexity. Industrial Marketing Management 107, pages 323-336.
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Flavia Braga Chinelato, Cid Gonçalves Filho & Clodoaldo Lopes Nizza Júnior. (2021) Does brand-relationships matter? The role of brand attachment in salesperson performance in retailing. Spanish Journal of Marketing - ESIC 26:1, pages 117-144.
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Valerie Good, Douglas E. Hughes, Ahmet H. Kirca & Sean McGrath. (2022) A self-determination theory-based meta-analysis on the differential effects of intrinsic and extrinsic motivation on salesperson performance. Journal of the Academy of Marketing Science 50:3, pages 586-614.
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Dorota Weziak-Bialowolska & Piotr Bialowolski. (2021) Associations of recognition at work with subsequent health and quality of life among older working adults. International Archives of Occupational and Environmental Health 95:4, pages 835-847.
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Shogo Katoh, Rick (H.L.) Aalbers & Shintaro Sengoku. (2021) Effects and Interactions of Researcher’s Motivation and Personality in Promoting Interdisciplinary and Transdisciplinary Research. Sustainability 13:22, pages 12502.
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Peerayuth Charoensukmongkol & Pornprom Suthatorn. (2020) Linking improvisational behavior, adaptive selling behavior and sales performance. International Journal of Productivity and Performance Management 70:7, pages 1582-1603.
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Melanie Bowen, Christine Lai-Bennejean, Alexander Haas & Deva Rangarajan. (2021) Social media in B2B sales: Why and when does salesperson social media usage affect salesperson performance?. Industrial Marketing Management 96, pages 166-182.
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Jessica Zeiss & Joseph Chapman. (2020) The underlying states of salesperson product buy-in and product strategy buy-in. Journal of Business & Industrial Marketing 36:6, pages 977-989.
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Vaibhav Chawla, Teidorlang Lyngdoh, Sridhar Guda & Keyoor Purani. (2020)
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Peerayuth Charoensukmongkol & Arti Pandey. (2020) The influence of cultural intelligence on sales self-efficacy and cross-cultural sales presentations: does it matter for highly challenge-oriented salespeople?. Management Research Review 43:12.
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Scott B. Friend, Fernando Jaramillo & Jeff S. Johnson. (2020) Ethical Climate at the Frontline: A Meta-Analytic Evaluation. Journal of Service Research 23:2, pages 116-138.
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