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The potential influence of organizational and personal variables on customer‐oriented selling

Martin, Craig A.; Bush, Alan J. - In: Journal of Business & Industrial Marketing 18 (2003) 2, pp. 114-132

Recent research investigating customer‐oriented selling has indicated that greater attention needs to be focused on organizational or personal antecedents influencing customer‐oriented selling behaviors. Similar to most other departments, a selling department’s environment would include...

Persistent link: https://www.econbiz.de/10014842688

Monitoring the ethical use of sales technology : an exploratory field investigation

Bush, Victoria; Bush, Alan J.; Orr, Linda - In: Journal of business ethics : JOBE 95 (2010) 2, pp. 239-257

Persistent link: https://www.econbiz.de/10008655262

What makes sales presentations effective : a buyer-seller perspective

Cicala, John E.; Smith, Rachel Korfhage; Bush, Alan J. - In: The journal of business & industrial marketing 27 (2012) 2, pp. 78-88

Persistent link: https://www.econbiz.de/10009511748

Making sense of the customer's role in the personal selling process : a theory of organizing and sensemaking perspective

Shannahan, Rachelle J.; Bush, Alan J.; Moncrief, William C. - In: The journal of personal selling & sales management : JPSSM 33 (2013) 3, pp. 261-275

Persistent link: https://www.econbiz.de/10009776524

Formulating undergraduate student expectations for better career development in sales : a socialization perspective

Bush, Alan J.; Bush, Victoria D.; Oakley, Jared; … - In: Journal of marketing education : JME 36 (2014) 2, pp. 120-131

Persistent link: https://www.econbiz.de/10010393244

Does transparency influence the ethical behavior of salespeople?

Cicala, John E.; Bush, Alan J.; Sherrell, Daniel L.; … - In: Journal of business research : JBR 67 (2014) 9, pp. 1787-1795

Persistent link: https://www.econbiz.de/10010379229

How salesperson perceptions of customers' pro-social behaviors help drive salesperson performance

Shannahan, Rachelle J.; Bush, Alan J.; Shannahan, Kirby … - In: Industrial marketing management : the international … 51 (2015), pp. 100-114

Persistent link: https://www.econbiz.de/10011422779

How salesperson perceptions of customers' pro-social behaviors help drive salesperson performance

Shannahan, Rachelle J.; Bush, Alan J.; Shannahan, Kirby … - In: Industrial marketing management : the international … 62 (2017), pp. 36-50

Persistent link: https://www.econbiz.de/10011707050

Exploring buyer-seller dyadic perceptions of technology and relationships : implications for Sales 2.0

Rocco, Richard A.; Bush, Alan J. - In: Journal of research in interactive marketing : … 10 (2016) 1, pp. 17-32

Persistent link: https://www.econbiz.de/10011555611

The role of customer entertainment in B2B sales strategy : comparative insights from professional buyers and salespeople

Oakley, Jared; Bush, Alan J.; Moncrief, William C.; … - In: Industrial marketing management : the international … 92 (2021), pp. 190-201

Persistent link: https://www.econbiz.de/10012491015