Special issue: Intraorganizational issues in selling and sales management

Veröffentlicht 2018

The disruptive impact of customer engagement on the business-to-consumer sales force

von Hochstein, Bryan W.
Veröffentlicht in Customer engagement marketing (2018)

Why study intraorganizational issues in selling and sales management?

von Bolander, Willy
Veröffentlicht in The journal of personal selling & sales management (2018)

The case for hiring neurotic salespeople : a longitudinal growth modeling analysis

von Dugan, Riley
Veröffentlicht in Journal of business research (2020)

Time, change, and longitudinally emergent conditions : understanding and applying longitudinal growth modeling in sales research

von Bolander, Willy
Veröffentlicht in The journal of personal selling & sales management (2017)

Managing the drivers of organizational commitment and salesperson effort : an application of Meyer and Allen's three-component model

von Fu, Frank Q.
Veröffentlicht in Journal of marketing theory and practice (2009)

Toward an optimal donation solicitation : evidence from the field of the differential influence of donor-related and organization-related information on donation choice and amoun...

von Fajardo, Tatiana M.
Veröffentlicht in Journal of marketing (2018)

Product innovativeness, customer newness, and new product performance : a time-lagged examination of the impact of salesperson selling intentions on new product performance

von Fu, Frank Q.
Veröffentlicht in The journal of personal selling & sales management (2008)

Exploring the unintended negative impact of an ethical climate in competitive environments

von Hochstein, Bryan W.
Veröffentlicht in Marketing letters (2017)

More than machines : the role of the future retail salesperson in enhancing the customer experience

von Pappas, Alec
Veröffentlicht in Journal of retailing (2023)

Which influence tactics lead to sales performance? : it is a matter of style

von Plouffe, Christopher R.
Veröffentlicht in The journal of personal selling & sales management (2014)

Alleviating the negative effects of salesperson depression on performance during a crisis : examining the role of job resources

von Lussier, Bruno
Veröffentlicht in Industrial marketing management (2023)

Does the customer matter most? : exploring strategic frontline employees’ influence of customers, the internal business team, and external business partners

von Plouffe, Christopher R.
Veröffentlicht in Journal of marketing (2016)

Managing new salespeople's ethical behaviors during repetitive failures : when trying to help actally hurts

von Bolander, Willy
Veröffentlicht in Journal of business ethics (2017)

Why are some salespeople better at adapting to organizational change?

Veröffentlicht in Journal of marketing (2010)

"Let's make a deal" : price outcomes and the interaction of customer persuasion knowledge and salesperson negotiation strategies

von Holmes, Yvette M.
Veröffentlicht in Journal of business research (2017)

Adapting influence approaches to informed consumers in high-involvement purchases : are salespeople really doomed?

von Hochstein, Bryan
Veröffentlicht in Academy of Marketing Science Journal of the Academy of Marketing Science (2019)

An investigation of consumer subjective knowledge in frontline interactions

von Hochstein, Bryan
Veröffentlicht in Journal of retailing (2021)

Social networks within sales organizations : their development and importance for salesperson performance

Veröffentlicht in Journal of marketing (2015)

Internal selling : antecedents and the importance of networking ability in converting internal selling behavior into salesperson performance

von Liu, Yongmei
Veröffentlicht in Journal of business research (2020)