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Absolute versus relative sales failure
Johnson, Jeff S.; Friend, Scott B.; Rutherford, Brian N.; … - In: Journal of business research : JBR 69 (2016) 2, pp. 596-603
Persistent link: https://www.econbiz.de/10011436002
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The mediating role of cooperative norms in the formation of buyer commitment in the buyer-seller relationship
Vieira, Valter Afonso; Mayberry, Robert; Boles, James … - In: The journal of business & industrial marketing 38 (2023) 7, pp. 1409-1423
Persistent link: https://www.econbiz.de/10014314113
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Investigating sales approaches and gender in customer relationships
Wood, John Andy; Johnson, Julie; Boles, James S.; … - In: The journal of business & industrial marketing 29 (2014) 1, pp. 11-23
Persistent link: https://www.econbiz.de/10010252795
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Psychological contract breach's antecedents and outcomes in salespeople : the roles of psychological climate, job attitudes, and turnover intention
Hartmann, Nathaniel N.; Rutherford, Brian N. - In: Industrial marketing management : the international … 51 (2015), pp. 158-170
Persistent link: https://www.econbiz.de/10011422822
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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 : JPSSM 41 (2021) 1, pp. 17-27
Persistent link: https://www.econbiz.de/10012483626
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Stages of the international industrial sales process
Rutherford, Brian N.; Matthews, Ryan L. - In: The journal of business & industrial marketing 39 (2024) 1, pp. 1-13
Persistent link: https://www.econbiz.de/10014472699
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Editorial: relational disruptions in sales and sales management
Rutherford, Brian N.; Hartmann, Nathaniel; Anaza, Nwamaka; … - In: The journal of business & industrial marketing 39 (2024) 4, pp. 669-672
Persistent link: https://www.econbiz.de/10015080003