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The roles of political skill and intrinsic motivation in performance prediction of adaptive selling

Kimura, Takuma; Bande, Belén; Fernández-Ferrín, Pilar - In: Industrial marketing management : the international … 77 (2019), pp. 198-208

Persistent link: https://www.econbiz.de/10012004378

Fostering creative selling through ethics : an emotion-based approach

Bande, Belén; Castro-González, Sandra; … - In: Business ethics, the environment & responsibility 32 (2023) 1, pp. 211-225

Persistent link: https://www.econbiz.de/10013471930

A meta‐analysis of the relationship between sales orientation‐customer orientation (SOCO) and salesperson job performance

Jaramillo, Fernando; Ladik, Daniel M.; Marshall, Greg W.; … - In: Journal of Business & Industrial Marketing 22 (2007) 5, pp. 302-310

Purpose – In the years since Saxe and Weitz developed a scale to measure the selling orientation and customer orientation (SOCO) of a salesperson, research findings on the effect of SOCO on salesperson job performance have shown mixed results. This article aims to synthesize the findings from...

Persistent link: https://www.econbiz.de/10014842863

Advancing sales performance research : a focus on five underresearched topic areas

Evans, Kenneth R.; McFarland, Richard G.; Dietz, Bart; … - In: The journal of personal selling & sales management : JPSSM 32 (2012) 1, pp. 89-105

Persistent link: https://www.econbiz.de/10009505522

Bringing meaning to the sales job : the effect of ethical climate and customer demandingness

Jaramillo, Fernando; Mulki, Jay P.; Boles, James S. - In: Journal of business research : JBR 66 (2013) 11, pp. 2301-2307

Persistent link: https://www.econbiz.de/10009789008

The good, the bad and the effective : a meta-analytic examination of selling orientation and customer orientation on sales performance

Goad, Emily A.; Jaramillo, Fernando - In: The journal of personal selling & sales management : JPSSM 34 (2014) 4, pp. 285-301

Persistent link: https://www.econbiz.de/10010431569

Examining the impact of servant leadership on sales force performance

Jaramillo, Fernando; Grisaffe, Douglas B.; Chonko, … - In: The journal of personal selling & sales management : JPSSM 29 (2009) 3, pp. 257-275

Persistent link: https://www.econbiz.de/10003882822

Salesperson ambidexterity and customer satisfaction : examining the role of customer demandingness, adaptive selling, and role conflict

Agnihotri, Raj; Gabler, Colin B.; Itani, Omar S.; … - In: The journal of personal selling & sales management : JPSSM 37 (2017) 1, pp. 27-41

Persistent link: https://www.econbiz.de/10011690128

Meta-analyses in sales research

Johnson, Jeff S.; Jaramillo, Fernando - In: The journal of personal selling & sales management : JPSSM 37 (2017) 2, pp. 134-152

Persistent link: https://www.econbiz.de/10011734623

Salesperson implementation of sales strategy and its impact on sales performance

Inyang, Aniefre Eddie; Jaramillo, Fernando - In: Journal of strategic marketing 28 (2020) 7, pp. 601-619

Persistent link: https://www.econbiz.de/10012313926