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Salesperson behavior: antecedents and links to performance

Brashear, Thomas G.; Bellenger, Danny N.; Barksdale, … - In: Journal of Business & Industrial Marketing 12 (1997) 3/4, pp. 177-184

Examines the impact of selling behaviors on performance. The time spent actually selling and servicing clients is shown positively to influence salesperson performance. Having a spouse in the profession, past sales experience, higher vocational esteem for selling and service, and a higher...

Persistent link: https://www.econbiz.de/10014843318

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

Organizing the sales force

Johnston, Wesley J.; Rutherford, Brian N. - In: Bringing technology to market: trends, cases, solutions, (pp. 87-103). 2007

Persistent link: https://www.econbiz.de/10003439215

A taxonomy for financial services selling

Hain, Joie S.; Rutherford, Brian N.; Hair, Joseph F. - In: Journal of personal selling & sales management : JPSSM 39 (2019) 2, pp. 172-188

Persistent link: https://www.econbiz.de/10012200867

Reconceptualizing the measurement of multidimensional salesperson job satisfaction

Rutherford, Brian N.; Boles, James Sanders; Ambrose, … - In: Journal of personal selling & sales management : JPSSM 39 (2019) 3, pp. 287-298

Persistent link: https://www.econbiz.de/10012200888

International industrial selling : demands, resources, and burnout

Matthews, Ryan L.; Rutherford, Brian N. - In: Journal of business-to-business marketing 29 (2022) 3/4, pp. 321-334

Persistent link: https://www.econbiz.de/10013417387

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

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

Single versus multiple salesforce go-to-market strategy : the impact of sales orientation on conflict, salesperson-owned loyalty and buyer-exit propensity

Anaza, Nwamaka A.; Rutherford, Brian N.; Wu, Gavin Jiayun; … - In: The journal of business & industrial marketing 38 (2023) 3, pp. 680-697

Persistent link: https://www.econbiz.de/10013539371