57
Views
1
CrossRef citations to date
0
Altmetric
Original Articles

The Partnering Role of Salespeople in a Business-to-Business Setting

Pages 3-25 | Published online: 30 Sep 2008

REFERENCES

  • Anderson , R. E. 1996 . “Personal Selling and Sales Management in the New Millennium,” . The Journal of Personal Selling and Sales Management , 16 ( 4 ) : 17 – 32 .
  • Arndt , J. 1979 . “Toward a Concept of Domesticated Markets,” . Journal of Marketing , 43 ( Fall ) : 69 – 75 .
  • Ball , B. and Monoghan , R. 1994 . “Redefining the Sales and Marketing Relationship,” . In Potentials in Marketing 19 – 20 . October
  • Berry , L. L. 1995 . “Relationship Marketing of Services-Growing Interest, Emerging Perspectives,” . Journal of the Academy of Marketing Science , 23 ( Fall ) : 236 – 245 .
  • Boles , J. S. , Barksdale , H. C. and Julie , T. 1997 . “Business Relationships: An Examination of the Effects of Buyer-salesperson Relationships on Customer Retention and Willingness to Refer and Recommend,” . Journal of Business and Industrial Marketing , 12 ( 3/4 ) : 253 – 263 .
  • Boles , J. S. , Barksdale , H. C. and Johnston , J. T. 1996 . “What National Account Decision Makers would tell Salespeople about Building Relationships,” . Journal of Business and Industrial Marketing , 11 ( 2 ) : 6 – 19 .
  • Boles , J. , Brashear , T. , Bellenger , D. and Barksdale , H. 2000 . “Relationship Selling Behaviours: Antecedents and Relationship with Performance,” . Journal of Business and Industrial Marketing , 15 ( 2/3 ) : 141 – 153 .
  • Brashear , T. G. , Bellenger , D. N. , Ingram , T. and Barksdale , H. C. 1997 . “Salesperson Behavior: Antecedents and Links to Performance,” . Journal of Business and Industrial Marketing , 12 ( 3/4 ) : 177 – 184 .
  • Brooksbank , R. 1995 . “The New Model of Personal Selling: Micromarketing,” . The Journal of Personal Selling and Sales Management , 15 ( 2 ) : 61 – 66 .
  • Cravens , D. 1995 . “The Changing Role of the Salesforce,” . Marketing Management , 4 ( 2 ) : 48 – 60 .
  • Crosby , L. A. , Evans , K. R. and Cowles , D. 1990 . “Relationship Quality in Services Selling An Interpersonal Influence Perspective,” . Journal of Marketing Research , 54 : 68 – 81 .
  • Deshpande , R. 1983 . “ 'Paradigms Lost': On Theory and Method in Research in Marketing,” . Journal of Marketing , 47 ( 4 ) : 101 – 111 .
  • Doney , P. and Cannon , J. P. 1997 . “An Examination of the Nature of Trust in Buyer-Seller Relationships,” . Journal of Marketing , 61 : 35 – 51 .
  • Drucker , P. F. 1974 . “New Templates for Today's Organizations,” . In Harvard Business Review 45 – 52 . January-February
  • Dwyer , F. R. , Schurr , P. H. and Oh , S. 1987 . “Developing Buyer-seller Relationships,” . Journal of Marketing , 51 ( April ) : 11 – 27 .
  • Eisenhardt , K. M. 1989 . “Building Theories from Case Study Research,” . Academy of Management Review , 14 ( 4 ) : 532 – 550 .
  • Evans , K. R. , Kleine , R. E. , Landry , T. D. and Crosby , L. A. 2000 . “How First Impressions of a Customer Impact Effectiveness in an Initial Sales Encounter,” . Journal of the Academy of Marketing Science , 28 ( 4 ) : 512 – 526 .
  • Gordon , G. L. , Schoenblache , D. D. , Kaminski , P. F. and Brouchous , K. A. 1997 . “New Product Development: Using the Salesforce to Identify Opportunities,” . Journal of Business and Industrial Marketing , 12 ( 1 ) : 33 – 50 .
  • Gummesson , E. 1994 . “Broadening and Specifying Relationship Marketing,” . Asia-Australia Marketing Journal , 2 ( August ) : 9 – 22 .
  • Homburg , C. , Workman , J. P. and Jensen , O. 2000 . “Fundamental Changes in Marketing Organization: The Movement Toward a Customer-Focused Organizational Structure,” . Journal of the Academy of Marketing Science , 28 ( 4 ) : 459 – 478 .
  • Jackson , D. W. and Tax , S. S. 1995 . “Managing the Industrial Salesforce Culture,” . Journal of Business and Industrial Marketing , 10 ( 2 ) : 34 – 47 .
  • Johlke , M. C. , Duhan , D. F. , Howell , R. D. and Wilkes , R. W. 2000 . “An Integrated Model of Sales Managers' Communication Practices,” . Journal of Academy of Marketing Science , 28 ( 2 ) : 263 – 277 .
  • Johnston , W. J. , Leach , M. P. and Liu. , A. H. 1999 . “Theory Testing Using Case Studies in Business-to-business Research,” . Industrial Marketing Management , 28 : 201 – 213 .
  • Keillor , B. D. , Parker , R. S. and Pettijohn , C. E. 2000 . “Relationship-oriented Characteristics and Individual Salesperson Performance,” . Journal of Business and Industrial Marketing , 15 ( 1 ) : 7 – 22 .
  • Lewin , J. E. and Johnston , W. J. 1997 . “Relationship Marketing Theory in Practice: A Case Study,” . Journal of Business Research , 39 ( 1 ) : 23 – 31 .
  • Luthy , M. R. 2000 . “Preparing the Next Generation of Industrial Sales Representatives,” . Industrial Marketing Management , 29 : 235 – 242 .
  • Macintosh , G. and Lockshin , L. S. 1997 . “Retail Relationships and Store loyalty: A Multi-level Perspective,” . International Journal of Research in Marketing , 14 : 487 – 497 .
  • Morris , M. H. , Avila , R. and Teeple , E. 1990 . “Sales Management as an Entrepreneurial Activity,” . Journal of Personal Selling and Sales Management , 10 ( Spring ) : 1 – 15 .
  • Patton , M. Q. 1990 . Qualitative Evaluation and Research Methods Newbury Park : Sage Publications. .
  • Piercy , N. F. , Cravens , D. and Morgan , N. A. 1998 . “Salesforce Performance and Behavior-based Management Processes in Business-to-business Sales Organisations,” . European Journal of Marketing , 32 ( 1/2 ) : 79 – 100 .
  • Rackham , N. 1997 . “The Hunt for Growth: New Directions and New Strategies for Selling,” . Strategy and Leadership , 25 ( 3 ) : 38 – 45 .
  • Rackham , N. and DeVincentis , J. 1998 . Rethinking the Salesforce: Redefining Selling to Create and Capture Customer Value New York : McGraw-Hill. .
  • Shepherd , C. D. , Castleberry , S. B. and Ridnour , R. E. 1997 . “Linking Effectiveness Listening with Salesperson Performance: An Exploratory Investigation,” . Journal of Business and Industrial Marketing , 12 ( 5 ) : 315 – 322 .
  • Sheth , J. N. and Parvatiyar , A. 1995 . “Relationship Marketing in Consumer Markets: Antecedents and Consequences,” . Journal of the Academy of Marketing , 23 ( Fall ) : 255 – 271 . Science
  • Strauss , A. L. and Corbin , J. 1992 . Basics of Qualitative Research: Grounded Theory Procedures and Techniques Newbury Park, CA : Sage Publications. .
  • Weilbaker , D. and Weeks , W. 1997 . “The Evolution of National Account Management,” . Journal of Personal Selling and Sales Management , 17 ( Fall ) : 49 – 59 .
  • Weitz , B. A. and Bradford , K. D. 1999 . “Personal Selling and Sales Management: A Relationship Marketing Perspective,” . Journal of the Academy of Marketing Science , 27 ( 2 ) : 241 – 254 .
  • Yin , R. K. 1994 . Case Study Research: Design and Methods Thousand Oaks, CA : Sage Publications. .

Reprints and Corporate Permissions

Please note: Selecting permissions does not provide access to the full text of the article, please see our help page How do I view content?

To request a reprint or corporate permissions for this article, please click on the relevant link below:

Academic Permissions

Please note: Selecting permissions does not provide access to the full text of the article, please see our help page How do I view content?

Obtain permissions instantly via Rightslink by clicking on the button below:

If you are unable to obtain permissions via Rightslink, please complete and submit this Permissions form. For more information, please visit our Permissions help page.