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Preliminary investigation of entertainment strategies involving alcohol : implications for professional sales education and training in business markets

Rodriguez, Michael; Honeycutt, Earl D.; Ragland, Charles - In: Journal of business-to-business marketing 22 (2015) 4, pp. 257-268

Persistent link: https://www.econbiz.de/10011432738

Delegating slotting allowance authority to the sales force

Rowe, William J.; Skinner, Steven J. - In: Industrial marketing management : the international … 57 (2016), pp. 159-165

Persistent link: https://www.econbiz.de/10011549591

The use of personal apparance cues to infer sales rep character

Garber, Lawrence L.; Honeycutt, Earl D.; Dotson, Micheal J. - In: International journal of management practice : IJMP 8 (2015) 1, pp. 1-20

Persistent link: https://www.econbiz.de/10011377130

Why are you really losing sales opportunities? : a buyers' perspective on the determinants of key account sales failures

Friend, Scott B.; Curasi, Carolyn Folkman; Boles, James S. - In: Industrial marketing management : the international … 43 (2014) 7, pp. 1124-1135

Persistent link: https://www.econbiz.de/10010439596

The sales-marketing integration gap : a social identity approach

Sleep, Stefan; Lam, Son K.; Hulland, John - In: The journal of personal selling & sales management : JPSSM 38 (2018) 4, pp. 371-390

Persistent link: https://www.econbiz.de/10011976237

The impact of online sales on consumers and firms : evidence from household appliances

Duch-Brown, Néstor; Grzybowski, Lukasz; Verboven, Frank - 2015

In this paper, we estimate a differentiated products demand model to ask three questions regarding the introduction of e-commerce. First, we ask whether the online distribution channel has increased total sales, or only diverted sales from traditional channels. We find that there is some market...

Persistent link: https://www.econbiz.de/10011980307

Interfacing and customer-facing : sales and marketing selling centers

Johnson, Jeff S.; Matthes, Joseph M.; Friend, Scott B. - In: Industrial marketing management : the international … 77 (2019), pp. 41-56

Persistent link: https://www.econbiz.de/10012004135

Addressing service challenges to improve sales training

Honeycutt, Earl D.; Hodge, Sharon K.; Attia, Ashraf M. - In: Services marketing quarterly 36 (2015) 4, pp. 352-367

Persistent link: https://www.econbiz.de/10011398049

"Slowly becoming sales promotion men?" : negotiating the career of the sales representative in Britain, 1920s-1970s

French, Mike - In: Enterprise & society : the international journal of … 17 (2016) 1, pp. 39-79

Persistent link: https://www.econbiz.de/10011581018

Selling with technology : understanding the resistance to mobile sales assistant use in retailing

Spreer, Philipp; Rauschnabel, Philipp A. - In: The journal of personal selling & sales management : JPSSM 36 (2016) 3, pp. 240-263

Persistent link: https://www.econbiz.de/10011565542