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Journal of marketing theory and practice
Journal of personal selling & sales management
Industrial marketing management : the international journal for industrial and high-tech firms
106
Journal of business research : JBR
67
The journal of personal selling & sales management : JPSSM
46
The journal of business & industrial marketing
42
Journal of the Academy of Marketing Science
28
Journal of retailing and consumer services
27
Journal of business-to-business marketing
24
SpringerLink / Bücher
22
Journal of marketing
17
Journal of retailing
15
Journal of marketing theory and practice : JMTP
13
Journal of global scholars of marketing science : bridging Asia and the world ; JGSMS
11
Journal of marketing education : JME
11
Journal of service research
11
European journal of marketing
9
Journal of business ethics : JOBE
9
The Oxford handbook of strategic sales and sales management
9
Asia Pacific journal of marketing and logistics
8
Journal of marketing research
8
International journal of hospitality management
7
International journal of research in marketing : IJRM ; official journal of the European Marketing Academy
7
Journal of marketing research : JMR
7
Springer eBook Collection / Business and Economics
7
International journal of retail & distribution management
6
Journal of service research : JSR
6
Marketing intelligence & planning
6
Marketing letters : a journal of research in marketing
6
European journal of marketing : EJM
5
Management science : journal of the Institute for Operations Research and the Management Sciences
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The marketing review
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Journal of marketing analytics : JMA
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Journal of research in interactive marketing : interactive marketing and computer-mediated communication
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Journal of service theory and practice
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Market : review for marketing theory and practice
4
Vision : the journal of business perspective
4
Australasian marketing journal
3
Information & management : the internat. journal of management processes and systems ; journal of IFIP Users Group
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1
Trust repair after a sales manager error
Nelson, Christopher A.
;
Walsh, Michael F.
;
Cui, Annie Peng
- In:
Journal of personal selling & sales management
44
(
2024
)
1
,
pp. 74-83
Persistent link: https://www.econbiz.de/10014515165
Saved in:
2
Understanding the consequences of digital technology use in sales : multilevel tensions inside sales organizations
Micallef, Mark
;
Keränen, Joona
;
Kokshagina, Olga
- In:
Journal of personal selling & sales management
44
(
2024
)
1
,
pp. 84-99
Persistent link: https://www.econbiz.de/10014515167
Saved in:
3
Treating top salespeople like superstars : the role of an informal sales climate in boosting sales output
Samaraweera, Manoshi
;
Gelb, Betsy D.
;
Bolander, Willy
; …
- In:
Journal of personal selling & sales management
43
(
2023
)
3
,
pp. 207-221
Persistent link: https://www.econbiz.de/10014365157
Saved in:
4
A competitive path to cohesion : multilevel effects of competitiveness in the sales force
Pappas, Alec
;
Schrock, Wyatt
;
Samaraweera, Manoshi
; …
- In:
Journal of personal selling & sales management
43
(
2023
)
3
,
pp. 222-240
Persistent link: https://www.econbiz.de/10014365161
Saved in:
5
Salesperson rapport : a literature review and research agenda for an evolving digital sales process
Good, Valerie
;
Mangus, Stephanie M.
;
Pullins, Ellen
- In:
Journal of personal selling & sales management
43
(
2023
)
4
,
pp. 245-269
Persistent link: https://www.econbiz.de/10014447830
Saved in:
6
When the brand is your bread and butter : review, synthesis, and directions for future exploration of salespeople-brand relationships
Beeler, Lisa
;
Rouziou, Maria
;
Gyomlai, Moumita Das
- In:
Journal of personal selling & sales management
43
(
2023
)
4
,
pp. 270-288
Persistent link: https://www.econbiz.de/10014447831
Saved in:
7
Team selling : a review, implications, and an agenda for sales team research
Rapp, Adam
;
Rapp, Tammy
- In:
Journal of personal selling & sales management
43
(
2023
)
4
,
pp. 289-306
Persistent link: https://www.econbiz.de/10014447832
Saved in:
8
Sales technology research : a review and future research agenda
Agnihotri, Raj
;
Chaker, Nawar N.
;
Dugan, Riley
;
Galvan, …
- In:
Journal of personal selling & sales management
43
(
2023
)
4
,
pp. 307-335
Persistent link: https://www.econbiz.de/10014447833
Saved in:
9
Sustainability and professional sales : a review and future research agenda
Gabler, Colin B.
;
Landers, V. Myles
;
Itani, Omar S.
- In:
Journal of personal selling & sales management
43
(
2023
)
4
,
pp. 336-353
Persistent link: https://www.econbiz.de/10014447834
Saved in:
10
Sales well-being : a salesperson-focused framework for individual, organizational, and societal well-being
Dugan, Riley
;
Ubal, Valentina Ortiz
;
Scott, Maura L.
- In:
Journal of personal selling & sales management
43
(
2023
)
1
,
pp. 65-83
Persistent link: https://www.econbiz.de/10014293066
Saved in:
11
Preparing for, withstanding, and learning from sales crises : implications and a future research agenda
Dugan, Riley
;
Chaker, Nawar N.
;
Nowlin, Edward
; …
- In:
Journal of personal selling & sales management
43
(
2023
)
2
,
pp. 89-104
Persistent link: https://www.econbiz.de/10014293074
Saved in:
12
Adaptive selling in business-to-business markets : contextual boundary of a selling strategy from retailing
Cron, William L.
;
Alavi, Sascha
;
Habel, Johannes
- In:
Journal of personal selling & sales management
43
(
2023
)
2
,
pp. 117-127
Persistent link: https://www.econbiz.de/10014293077
Saved in:
13
Relationship conflict in stores : a longitudinal study of intra-store conflict on salespeople’s helping, customer-oriented behavior, and customer purchase behavior
Tremblay, Michel
- In:
Journal of personal selling & sales management
43
(
2023
)
2
,
pp. 128-145
Persistent link: https://www.econbiz.de/10014293086
Saved in:
14
Persisting changes in sales due to global pandemic challenges
Good, Valerie
;
Pullins, Ellen
;
Rouziou, Maria
- In:
Journal of personal selling & sales management
42
(
2022
)
4
,
pp. 317-323
Persistent link: https://www.econbiz.de/10013484572
Saved in:
15
An institutional logics perspective on salesperson responses to environmental disruptions
Flaherty, Karen
;
Schroeder, Curtis S.
- In:
Journal of personal selling & sales management
42
(
2022
)
4
,
pp. 377-391
Persistent link: https://www.econbiz.de/10013484578
Saved in:
16
Patience, consideration and responsibility (P.C.R.) : emerging psychological capacities for coping with crisis and persistent changes in personal selling
Soo Yeong Ewe
;
Ho, Helen Hui Ping
- In:
Journal of personal selling & sales management
42
(
2022
)
4
,
pp. 392-405
Persistent link: https://www.econbiz.de/10013484580
Saved in:
17
How customer perception of dependence on salesperson and customer-salesperson guanxi determine salesperson influence effectiveness
Wu, Wen Kuei
- In:
Journal of personal selling & sales management
42
(
2022
)
1
,
pp. 12-25
Persistent link: https://www.econbiz.de/10013178129
Saved in:
18
Drivers of salespeople's AI acceptance : what do managers think?
Chen, Jing
;
Zhou, Wenkai
- In:
Journal of personal selling & sales management
42
(
2022
)
2
,
pp. 107-120
Persistent link: https://www.econbiz.de/10013361662
Saved in:
19
The impact of salespeople's social media adoption on customer acquisition performance : a contextual perspective
Schendzielarz, Dennis
;
Alavi, Sascha
;
Guba, Jan Helge
- In:
Journal of personal selling & sales management
42
(
2022
)
2
,
pp. 139-157
Persistent link: https://www.econbiz.de/10013361675
Saved in:
20
The moderating role of self-efficacy in the relationship between control systems and sales performance
Vieira, Valter Afonso
;
Jones, Eli
;
Faia, Valter da Silva
; …
- In:
Journal of personal selling & sales management
42
(
2022
)
2
,
pp. 158-180
Persistent link: https://www.econbiz.de/10013361678
Saved in:
21
The impact of the information revolution on the classical sales model
Pourmasoudi, Mohsen
;
Ahearne, Michael
;
Hall, Zachary
; …
- In:
Journal of personal selling & sales management
42
(
2022
)
2
,
pp. 193-208
Persistent link: https://www.econbiz.de/10013361680
Saved in:
22
The interplay between objective and subjective measures of salesperson performance : towards an integrated approach
Kerr, Peter D.
;
Marcos Cuevas, Javier
- In:
Journal of personal selling & sales management
42
(
2022
)
3
,
pp. 225-242
Persistent link: https://www.econbiz.de/10013361685
Saved in:
23
Salesperson's perceived personal identification with supervisor and the relationship with turnover intention and performance : a mediated motivation model
Mallin, Michael L.
;
Hancock, Tyler D.
;
Pullins, Ellen
; …
- In:
Journal of personal selling & sales management
42
(
2022
)
3
,
pp. 243-264
Persistent link: https://www.econbiz.de/10013361687
Saved in:
24
Now presenting the undistinguished achievement award : how relative standing creates exceptional outcomes from recognizing unexceptional sales associates
Harding, R. Dustin
;
Murdock, Mitchel R.
- In:
Journal of personal selling & sales management
42
(
2022
)
3
,
pp. 279-290
Persistent link: https://www.econbiz.de/10013361692
Saved in:
25
The impact of salesperson interpersonal mentalizing skills on coping and burnout : the critical role of coping oscillation
McFarland, Richard G.
;
Dixon, Andrea L.
- In:
Journal of personal selling & sales management
41
(
2021
)
4
,
pp. 285-300
Persistent link: https://www.econbiz.de/10012695209
Saved in:
26
The role of salesperson communication in luxury selling
Alavi, Sascha
;
Kocher, Bruno
;
Dörfer, Sabrina
;
Habel, …
- In:
Journal of personal selling & sales management
41
(
2021
)
4
,
pp. 301-315
Persistent link: https://www.econbiz.de/10012695210
Saved in:
27
Influence of salesperson political skill : improving relationship building and reducing customer-directed deviance
Schwepker, Charles H. <Jr.>
;
Good, Megan C.
- In:
Journal of personal selling & sales management
41
(
2021
)
3
,
pp. 200-217
Persistent link: https://www.econbiz.de/10012623646
Saved in:
28
Selling your network : how political skill builds social capital and enhances salesperson performance
Munyon, Timothy P.
;
Frieder, Rachel E.
;
Satornino, …
- In:
Journal of personal selling & sales management
41
(
2021
)
3
,
pp. 233-249
Persistent link: https://www.econbiz.de/10012623649
Saved in:
29
Blinded by the brand : inauthentic salesperson brand attachment and its influence on customer purchase intentions
Beeler, Lisa
;
Zablah, Alex R.
;
Rapp, Adam
- In:
Journal of personal selling & sales management
41
(
2021
)
3
,
pp. 268-284
Persistent link: https://www.econbiz.de/10012623653
Saved in:
30
Digital transformation of business-to-business sales : what needs to be unlearned?
Mattila, Malla
;
Yrjölä, Mika
;
Hautamäki, Pia
- In:
Journal of personal selling & sales management
41
(
2021
)
2
,
pp. 113-129
Persistent link: https://www.econbiz.de/10012584522
Saved in:
31
The impact of digital transformation on salespeople : an empirical investigation using the JD-R model
Guenzi, Paolo
;
Nijssen, E. J.
- In:
Journal of personal selling & sales management
41
(
2021
)
2
,
pp. 130-149
Persistent link: https://www.econbiz.de/10012584523
Saved in:
32
How the introduction of digital sales channels affects salespeople in business-to-business contexts : a qualitative inquiry
Bongers, Franziska M.
;
Schumann, Jan Hendrik
;
Schmitz, …
- In:
Journal of personal selling & sales management
41
(
2021
)
2
,
pp. 150-166
Persistent link: https://www.econbiz.de/10012584524
Saved in:
33
Practical insights for sales force digitalization success
Zoltners, Andris A.
;
Sinha, Prabhakant
;
Sahay, Dharmendra
; …
- In:
Journal of personal selling & sales management
41
(
2021
)
2
,
pp. 87-102
Persistent link: https://www.econbiz.de/10012584534
Saved in:
34
Commentary: practical insights for sales force digitalization success : the scholar's perspective
Cron, William L.
;
Baldauf, Artur
- In:
Journal of personal selling & sales management
41
(
2021
)
2
,
pp. 103-106
Persistent link: https://www.econbiz.de/10012584535
Saved in:
35
Commentary: practical insights for sales force digitalization success : an executive's key takeaways
Brüggemann, Felix
- In:
Journal of personal selling & sales management
41
(
2021
)
2
,
pp. 110-112
Persistent link: https://www.econbiz.de/10012584537
Saved in:
36
Understanding students' decision-making process when considering a sales career : a comparison of models pre- and post-exposure to sales professionals in the classroom
Cummins, Shannon
;
Peltier, James
- In:
Journal of personal selling & sales management
41
(
2021
)
1
,
pp. 1-16
Persistent link: https://www.econbiz.de/10012483625
Saved in:
37
The impact of skill discretion and work demands on salesperson job satisfaction : the mediating influence of the burnout facets
Matthews, Lucy M.
;
Rutherford, Brian N.
- In:
Journal of personal selling & sales management
41
(
2021
)
1
,
pp. 17-27
Persistent link: https://www.econbiz.de/10012483626
Saved in:
38
"Give me one but not the other" : the substitution effects of supervisor's organizational status and salesperson internal networking on performance growth trajectories
Lee, Na Young
;
Dugan, Riley
;
Rouziou, Maria
;
Anwar, Ali
- In:
Journal of personal selling & sales management
41
(
2021
)
1
,
pp. 28-38
Persistent link: https://www.econbiz.de/10012483627
Saved in:
39
The pull-to-stay effect : influence of sales managers' leadership worthiness on salesperson turnover intentions
Badrinarayanan, Vishag
;
Gupta, Aditya
;
Chaker, Nawar N.
- In:
Journal of personal selling & sales management
41
(
2021
)
1
,
pp. 39-55
Persistent link: https://www.econbiz.de/10012483628
Saved in:
40
The impact of intuition and deliberation on acquisition-retention ambidexterity and sales performance : comparing the Dual-Process and Uni-Process Models
Vieira, Valter Afonso
;
Faia, Valter da Silva
;
Gabler, …
- In:
Journal of personal selling & sales management
41
(
2021
)
1
,
pp. 56-69
Persistent link: https://www.econbiz.de/10012483629
Saved in:
41
A wisdom-based salesforce development model : the role of wisdom in salesforce training and well-being
Oh, Hunhui
;
Oh, Joon-Hee
- In:
Journal of personal selling & sales management
41
(
2021
)
1
,
pp. 70-82
Persistent link: https://www.econbiz.de/10012483630
Saved in:
42
When do customers perceive customer centricity? : the role of a firm's and salespeople's customer orientation
Habel, Johannes
;
Kassemeier, Roland
;
Alavi, Sascha
; …
- In:
Journal of personal selling & sales management
40
(
2020
)
1
,
pp. 25-42
Persistent link: https://www.econbiz.de/10012200908
Saved in:
43
Evolutionary-shaped goal orientation in Homo sapiens : how life sciences contribute to a better understanding of salespeople as knowledge brokers
Verbeke, Willem J. M. I.
;
Masih, Jolly
- In:
Journal of personal selling & sales management
40
(
2020
)
1
,
pp. 43-56
Persistent link: https://www.econbiz.de/10012200911
Saved in:
44
Self-efficacy and personal selling : review and examination with an emphasis on sales performance
Peterson, Robert A.
- In:
Journal of personal selling & sales management
40
(
2020
)
1
,
pp. 57-71
Persistent link: https://www.econbiz.de/10012200912
Saved in:
45
Whom to hire and how to coach them : a longitudinal analysis of newly hired salesperson performance
Bolander, Willy
;
Satornino, Cinthia B.
;
Allen, Alexis M.
; …
- In:
Journal of personal selling & sales management
40
(
2020
)
2
,
pp. 78-94
Persistent link: https://www.econbiz.de/10012260096
Saved in:
46
The divergent effects of organizational identification on salesperson and customer outcomes in a friend-selling context
Beeler, Lisa L.
;
Chaker, Nawar N.
;
Gala, Prachi
; …
- In:
Journal of personal selling & sales management
40
(
2020
)
2
,
pp. 95-113
Persistent link: https://www.econbiz.de/10012260098
Saved in:
47
An introduction to an old acquaintance : using Bayesian inference in sales research
Rouziou, Maria
;
Dugan, Riley
- In:
Journal of personal selling & sales management
40
(
2020
)
2
,
pp. 114-131
Persistent link: https://www.econbiz.de/10012260100
Saved in:
48
When time is sales : the impact of sales manager time allocation decisions on sales team performance
Rapp, Adam A.
;
Petersen, J. Andrew
;
Hughes, Douglas E.
; …
- In:
Journal of personal selling & sales management
40
(
2020
)
2
,
pp. 132-148
Persistent link: https://www.econbiz.de/10012260101
Saved in:
49
An integrative framework of sales ecosystem well-being
Ranjan, Kumar Rakesh
;
Friend, Scott B.
- In:
Journal of personal selling & sales management
40
(
2020
)
4
,
pp. 234-250
Persistent link: https://www.econbiz.de/10012395126
Saved in:
50
Toward a new perspective on salesperson success and motivation : a trifocal framework
Delpechitre, Duleep
;
Gupta, Aditya
;
Zadeh, Arash H.
; …
- In:
Journal of personal selling & sales management
40
(
2020
)
4
,
pp. 267-288
Persistent link: https://www.econbiz.de/10012395130
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