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The journal of personal selling & sales management (31)
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1
Article 		The impact of the Internet on B2B sales force size and structure
Year:                     
2012
Person:  Mantrala, Murali K.; Albers, Sönke
Published in:  Handbook on business-to-business marketing
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2
Article 		Building a winning sales force in B2B markets : a managerial perspective
Year:                     
2012
Person:  Zoltners, Andris A.; Sinha, Prabhakant; Lorimer, Sally E.
Published in:  Handbook on business-to-business marketing
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3
Article 		Sales force performance : a typology and future research priorities
Year:                     
2012
Person:  Ahearne, Michael; Lam, Son K.
Published in:  Handbook on business-to-business marketing
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4
Article 		Sales force compensation : research insights and research potential
Year:                     
2012
Person:  Coughlan, Anne T.; Joseph, Kissan
Published in:  Handbook on business-to-business marketing
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5
Article 		Boundary work and customer connectivity in B2B front lines
Year:                     
2012
Person:  Singh, Jagdip; Marinova, Detelina; Brown, Steven P.
Published in:  Handbook on business-to-business marketing
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6
Article 		Salesperson effectiveness : a behavioral perspective
Year:                     
2012
Person:  Bradford, Kevin; Weitz, Barton A.
Published in:  Handbook on business-to-business marketing
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7
Book / Working Paper 		Understanding the incentives of commissions motivated agents : theory and evidence from the Indian life insurance market
Year:                     
2012
Person:  Anagol, Santosh; Cole, Shawn; Sarkar, Shayak
Publisher:  Cambridge, Mass. : Harvard Business School
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8
Article 		Measuring the influence of persuasion marketing on young wine consumers
Year:                     
2012
Person:  Taylor, D. Christopher; Barber, Nelson
Published in:  Journal of food products marketing ; 18
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9
Article 		What makes sales presentations effective : a buyer-seller perspective
Year:                     
2012
Person:  Cicala, John E.; Smith, Rachel K.; Bush, Alan J.
Published in:  The journal of business & industrial marketing ; 27
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10
Book / Working Paper 		Selling today : partnering to create value
Year:                     
c 2012
Person:  Manning, Gerald L.; Ahearne, Michael; Reece, Barry L.
Publisher:  Boston [u.a.] : Pearson
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11
Article 		Moral Judgment and its Impact on Business-to-Business Sales Performance and Customer Relationships
Year:                     
2011
Person:  Schwepker, Charles; Good, David
Publisher:  Springer
Published in:  Journal of Business Ethics
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12
Article 		Managerial and peer influence on ethical behavioral intentions in a personal selling context
Year:                     
2011
Person:  Pettijohn, Charles E.; Keith, Nancy K.; Burnett, Melissa S.
Published in:  Journal of promotion management : JPM ; 17
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13
Article 		The influence of service environments on customer emotion and service outcomes
Year:                     
2011
Person:  Lin, Jiun-sheng Chris; Liang, Haw-yi
Published in:  Managing service quality : MSQ ; an international journal ; 21
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14
Article 		An examination of frontline cross-functional integration during retail transactions
Year:                     
2011
Person:  Arndt, Aaron D.; Karande, Kiran; Landry, Timothy D.
Published in:  Journal of retailing ; 87
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15
Article 		You support diversity, but are you ethical? : examining the interactive effects of diversity and ethical climate perceptions on turnover intentions
Year:                     
2011
Affiliated person:  Stewart, Robert; Volpone, Sabrina D.; Avery, Derek R.; McKay, Patrick
Published in:  Journal of business ethics : JOBE ; 100
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16
Article 		Path analysis of the consequences of customer service skills : an exploratory study in Jordan
Year:                     
2011
Person:  Abu-ElSamen, Amjad A.; Akroush, Mamoun N.
Published in:  International journal of services and standards ; 7
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17
Article 		The varying influence of spokesperson's accent in communication effectiveness : a comparative study in two different regions of Mexico
Year:                     
2011
Person:  DeShields, Oscar W.; Kara, Ali
Published in:  Journal of targeting, measurement and analysis for marketing ; 19
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18
Book / Working Paper 		Sales management : a multinational perspective
Year:                     
2011
Publisher:  Basingstoke [u.a.] : Palgrave Macmillan
Affiliated person:  Guenzi, Paolo
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19
Article 		Strategic sales organizations : transformation challenges and facilitators within the sales-marketing interface
Year:                     
2011
Person:  Malshe, Avinash
Published in:  Strategic sales and strategic marketing
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20
Article 		Utilisation of CRM and its impact on sales performance : a study of sales professionals working in a virtual environment
Year:                     
2011
Person:  Rodriguez, Michael; Yim, Frederick
Published in:  International journal of electronic customer relationship management : IJECRM ; 5
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21
Article 		Four positive effects of a salespersons regional dialect in services selling
Year:                     
2011
Person:  Mai, Robert; Hoffmann, Stefan
Published in:  Journal of service research : JSR ; 14
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22
Article 		The contingency effect of service employee personalities on service climate : getting employee perceptions aligned can reduce personality effects
Year:                     
2011
Affiliated person:  Auh, Seigyoung; Menguc, Bulent; Fisher, Michelle; Haddad, Abeer
Published in:  Journal of service research : JSR ; 14
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23
Article 		The trusted advisor in inter-firm interpersonal relationships
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24
Article 		Marketing intelligence of sales force and intermediate role of organizational commitment
Year:                     
2011
Person:  Jandaghi, Gholamreza; Amini, Alireza; Tavakoli, Hesam
Published in:  Research journal of business management ; 5
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25
Article 		Personal selling on foreign industrial markets : study case of Finland
Year:                     
2011
Person:  Mura, Ladislav
Published in:  Megatrend review : the international review of applied economics ; 8
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26
Article 		Predictive power of personal factors in studying students' perception of sales profession in Poland
Year:                     
2011
Person:  Bahhouth, Victor; Spillan, John E.; Józefowski, Bartosz
Published in:  Journal of East-West business ; 17
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27
Article 		How a presenter's perceived attractiveness affects persuasion for attractiveness-unrelated products
Year:                     
2011
Person:  Praxmarer, Sandra
Published in:  International journal of advertising : the quarterly review of marketing communications ; 30
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28
Article 		Perspectives on competitive intelligence within business : a tactucal tool for salespeople to gain a competitve advantage
Year:                     
2011
Person:  Agnihotri, Raj; Rapp, Adam
Published in:  The marketing review ; 11
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29
Article 		Workplace stressors, job attitude, and job behaviors : is interpersonal conflict the missing link?
Year:                     
2011
Person:  Jaramillo, Fernando; Mulki, Jay Prakash; Boles, James S.
Published in:  The journal of personal selling & sales management ; 31
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30
Article 		The effects of hardiness and cultural distance on sociocultural adaptation in an expatriate sales manager population
Year:                     
2011
Person:  White, Darin W.; Absher, R. Keith; Huggins, Kyle A.
Published in:  The journal of personal selling & sales management ; 31
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31
Article 		A new conceptual framework of sales force control systems
Year:                     
2011
Person:  Darmon, René Y.; Martin, Xavier C.
Published in:  The journal of personal selling & sales management ; 31
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32
Article 		Organizational drivers of salespeople's customer orientation and selling orientation
Year:                     
2011
Person:  Guenzi, Paolo; De Luca, Luigi M.; Troilo, Gabriele
Published in:  The journal of personal selling & sales management ; 31
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33
Article 		Stock market reaction to unexpected growth in marketing expenditure : negative for sales force, contingent on spending level for advertising
Year:                     
2011
Person:  Kim, MinChung; McAlister, Leigh M.
Published in:  Journal of marketing ; 75
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34
Article 		The perils of altering incentive plans : a case study
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35
Article 		SALCUSTOR : a multidimensional scale for salespersons customer orientation and implications for customer-oriented selling : empirical evidence from India
Year:                     
2011
Person:  Singh, Ramendra; Koshy, Abraham
Published in:  Journal of global marketing ; 24
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36
Article 		Stereotype threat in the marketplace : consumer anxiety and purchase intentions
Year:                     
2011
Person:  Lee, Kyoungmi; Kim, Hakkyun; Vohs, Kathleen D.
Published in:  Journal of consumer research : JCR ; an interdisciplinary bimonthly ; 38
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37
Article 		How salespeople deal with intergenerational relationship selling
Year:                     
2011
Affiliated person:  Pullins, Ellen Bolman; Mallin, Michael L.; Buehrer, Richard E.; Jones, Deirdre E.
Published in:  The journal of business & industrial marketing ; 26
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38
Article 		The incentive and selection roles of sales force compensation contracts
Year:                     
2011
Person:  Lo, Desmond Ho-fu; Ghosh, Mrinal; Lafontaine, Francine
Published in:  Journal of marketing research : JMR ; 48
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39
Article 		The role of emotion in the relationship between customers and automobile salespeople
Year:                     
2011
Affiliated person:  Lee, Sanghyun; Comer, Lucette B.; Dubinsky, Alan J.; Schafer, Kai
Published in:  Journal of managerial issues : JMI ; 23
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40
Article 		Ticket sales coaching innovation : a few pages from Paul Brown's playbook
Year:                     
2011
Person:  Irwin, Richard L.; Sutton, William A.
Published in:  Sport marketing quarterly : for professionals in the business of marketing sport ; 20
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41
Article 		A framework for developing customer orientation in ticket sales organizations
Year:                     
2011
Person:  Smith, J. Garry; Roy, Donald P.
Published in:  Sport marketing quarterly : for professionals in the business of marketing sport ; 20
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42
Article 		Drivers of sales performance : a contemporary meta-analysis ; have salespeople become knowledge brokers?
Year:                     
2011
Person:  Verbeke, Willem; Dietz, Bart; Verwaal, Ernst
Published in:  Journal of the Academy of Marketing Science ; 39
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43
Article 		Gaining access to intrafirm knowledge : an internal market perspective on knowledge sharing
Year:                     
2011
Affiliated person:  Verbeke, Willem; Belschak, Frank D.; Bagozzi, Richard P.; Wuyts, Stefan
Published in:  Human performance ; 24
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44
Article 		Some insights into customer orientation : an investigation of salespeople in Taiwan
Year:                     
2011
Person:  Huang, Cheng-shung
Published in:  The international journal of human resource management ; 22
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45
Article 		Service climate and employee performance : exploring the moderating role of job stress and organizational identification
Year:                     
2011
Affiliated person:  Zhang, Ruo Yong; Liu, Xin Mei; Wang, Hai Zhen; Shen, Li
Published in:  The service industries journal ; 31
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46
Article 		Retail salespeople's mimicry of customers : effects on consumer behavior
Year:                     
2011
Affiliated person:  Jacob, Céline; Guéguen, Nicolas; Martin, Angélique; Boulbry, Gae͏̈lle
Published in:  Journal of retailing and consumer services ; 18
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47
Article 		Banking services in Portugal : a preliminary analysis to the perception and expectations of front office employees
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48
Article 		Effects of perceived organisational support and Guanxi on salesperson performance : the mediation of customer need knowledge
Year:                     
2011
Person:  Wang, Guocai; Liu, Dong; Wang, Xifeng
Published in:  Frontiers of business research in China : selected publications from Chinese universities ; 5
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49
Book / Working Paper 		The accidental sales manager
Year:                     
c 2011
Person:  Paling, Suzanne M.
Publisher:  [Irvine, Calif.] : Entrepreneur Press
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50
Article 		When salespeople develop negative headquarters stereotypes : performance effects and managerial remedies
Year:                     
2011
Affiliated person:  Homburg, Christian; Wieseke, Jan; Lukas, Bryan A.; Mikolon, Sven
Published in:  Journal of the Academy of Marketing Science ; 39
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