Works matching DE "SALES management"

Results: 1893

Sales Pipeline Technology: Automated Lead Nurturing.

Published in:

Journal of Marketing, 2025, v. 89, n. 5, p. 66, doi. 10.1177/00222429251321417

By:

Habel, Johannes;
Hartmann, Nathaniel N.;
Wiseman, Phillip;
Ahearne, Michael J.;
Vaid, Shashank

Publication type:

Article

Forging A new integration of motivation and human performance technology.

Published in:

2015

By:

Bishka, Atena

Publication type:

Editorial

Personal selling and sales management abstracts.

Published in:

Journal of Personal Selling & Sales Management, 2025, v. 45, n. 2, p. 188, doi. 10.1080/08853134.2025.2487436

By:

Mangus, Stephanie M.;
E. McClure, Colleen

Publication type:

Article

Understanding and managing the link between firms' strategic risk-taking and salespeople's defensive behavior in price negotiations.

Published in:

Journal of Personal Selling & Sales Management, 2025, v. 45, n. 2, p. 102, doi. 10.1080/08853134.2024.2386946

By:

Hartmann, Stefan;
Homburg, Christian;
M. Ruhnau, Robin-Christopher

Publication type:

Article

Individual perceptions of leadership emergence in the B2B sector and its impact on perceived team sales performance.

Published in:

Journal of Personal Selling & Sales Management, 2025, v. 45, n. 2, p. 135, doi. 10.1080/08853134.2024.2377979

By:

Schmidt, Jacqueline;
Alavi, Sascha;
Springer, Sebastian;
Guba, Jan Helge

Publication type:

Article

Creating tension in sales research.

Published in:

Journal of Personal Selling & Sales Management, 2024, v. 44, n. 1, p. 1, doi. 10.1080/08853134.2024.2304238

By:

Rapp, Adam;
Habel, Johannes

Publication type:

Article

One does not fit all: what is in a salesperson sample?

Published in:

Journal of Personal Selling & Sales Management, 2023, v. 43, n. 4, p. 354, doi. 10.1080/08853134.2023.2252610

By:

Rutherford, Brian N.;
Troncoza, Martha;
Ambrose, Scott C.;
Anaza, Nwamaka;
Matthews, Ryan

Publication type:

Article

Where we have been, where we are, and where we are heading: a perspective on sales research.

Published in:

Journal of Personal Selling & Sales Management, 2023, v. 43, n. 2, p. 85, doi. 10.1080/08853134.2023.2202325

By:

Rapp, Adam;
Rouziou, Maria

Publication type:

Article

Leadership transition and journal advancements.

Published in:

Journal of Personal Selling & Sales Management, 2023, v. 43, n. 1, p. 1, doi. 10.1080/08853134.2023.2167085

By:

Rapp, Adam;
Good, Valerie

Publication type:

Article

Personal selling and sales management abstracts.

Published in:

Journal of Personal Selling & Sales Management, 2022, v. 42, n. 2, p. 83, doi. 10.1080/08853134.2022.2075372

By:

Deeter-Schmelz, Dawn R.

Publication type:

Article

Personal selling and sales management abstracts.

Published in:

Journal of Personal Selling & Sales Management, 2020, v. 40, n. 4, p. 306, doi. 10.1080/08853134.2020.1828093

By:

Deeter-Schmelz, Dawn R.

Publication type:

Article

Sales management, education, and scholarship across cultures: early findings from a global study and an agenda for future research.

Published in:

Journal of Personal Selling & Sales Management, 2020, v. 40, n. 3, p. 198, doi. 10.1080/08853134.2020.1781649

By:

Dugan, Riley;
Rangarajan, Deva;
Davis, Lenita;
Bolander, Willy;
Pullins, Ellen Bolman;
Deeter-Schmelz, Dawn;
LeBon, Joel;
Agnihotri, Raj

Publication type:

Article

Notes from the editors.

Published in:

2020

By:

Lee, Nick;
Rapp, Adam

Publication type:

Editorial

Personal selling and sales management abstracts.

Published in:

Journal of Personal Selling & Sales Management, 2020, v. 40, n. 2, p. 149, doi. 10.1080/08853134.2020.1745645

By:

Deeter-Schmelz, Dawn R.

Publication type:

Article

Note from the incoming Editor-in-Chief.

Published in:

2020

By:

Lee, Nick

Publication type:

Editorial

Personal Selling and Sales Management Abstracts.

Published in:

2019

By:

Deeter-Schmelz, Dawn R.

Publication type:

Abstract

Personal Selling and Sales Management Abstracts.

Published in:

2019

By:

Deeter-Schmelz, Dawn R.

Publication type:

Abstract

Sales manager cost control engagement: antecedents and performance implications.

Published in:

Journal of Personal Selling & Sales Management, 2019, v. 39, n. 2, p. 123, doi. 10.1080/08853134.2018.1548284

By:

Skiba, Jenifer;
Saini, Amit;
Friend, Scott B.

Publication type:

Article

Letter from the Editor-in-Chief.

Published in:

Journal of Personal Selling & Sales Management, 2019, v. 39, n. 1, p. 1, doi. 10.1080/08853134.2019.1575157

By:

Hughes, Douglas E.

Publication type:

Article

Sales profession and professionals in the age of digitization and artificial intelligence technologies: concepts, priorities, and questions.

Published in:

Journal of Personal Selling & Sales Management, 2019, v. 39, n. 1, p. 2, doi. 10.1080/08853134.2018.1557525

By:

Singh, Jagdip;
Flaherty, Karen;
Sohi, Ravipreet S.;
Deeter-Schmelz, Dawn;
Habel, Johannes;
Le Meunier-FitzHugh, Kenneth;
Malshe, Avinash;
Mullins, Ryan;
Onyemah, Vincent

Publication type:

Article

Sales scholarship: honoring the past and defining the future (Key takeaways from the 2018 American Marketing Association Faculty Consortium: New Horizons in Selling and Sales Management).

Published in:

Journal of Personal Selling & Sales Management, 2018, v. 38, n. 4, p. 413, doi. 10.1080/08853134.2018.1537796

By:

Flaherty, Karen E.;
Lassk, Felicia;
Lee, Nick;
Marshall, Greg W.;
Moncrief, William C.;
Mulki, Jay P.;
Pullins, Ellen Bolman

Publication type:

Article

Systems-savvy selling, interpersonal identification with customers, and the sales manager's motivational paradox: a constructivist grounded theory approach.

Published in:

Journal of Personal Selling & Sales Management, 2018, v. 38, n. 4, p. 391, doi. 10.1080/08853134.2018.1517357

By:

St. Clair, Donald P.;
Hunter, Gary K.;
Cola, Philip A.;
Boland, Richard J.

Publication type:

Article

The sales-marketing integration gap: a social identity approach.

Published in:

Journal of Personal Selling & Sales Management, 2018, v. 38, n. 4, p. 371, doi. 10.1080/08853134.2018.1513796

By:

Sleep, Stefan;
Lam, Son K.;
Hulland, John

Publication type:

Article

Hybrid sales structures in the age of e-commerce.

Published in:

Journal of Personal Selling & Sales Management, 2018, v. 38, n. 3, p. 277, doi. 10.1080/08853134.2018.1441718

By:

Thaichon, Park;
Surachartkumtonkun, Jiraporn;
Quach, Sara;
Weaven, Scott;
Palmatier, Robert W.

Publication type:

Article

Why study intraorganizational issues in selling and sales management?

Published in:

Journal of Personal Selling & Sales Management, 2018, v. 38, n. 2, p. 169, doi. 10.1080/08853134.2018.1454326

By:

Bolander, Willy;
Richards, Keith A.

Publication type:

Article

Aligning sales and operations management: an agenda for inquiry.

Published in:

Journal of Personal Selling & Sales Management, 2018, v. 38, n. 2, p. 220, doi. 10.1080/08853134.2018.1450148

By:

Rangarajan, Devarajan;
Sharma, Arun;
Paesbrugghe, Bert;
Boute, Robert

Publication type:

Article

Is it navigation, networking, coordination … or what? A multidisciplinary review of influences on the intraorganizational dimension of the sales role and performance.

Published in:

Journal of Personal Selling & Sales Management, 2018, v. 38, n. 2, p. 241, doi. 10.1080/08853134.2018.1450147

By:

Plouffe, Christopher R.

Publication type:

Article

Sales intrafirm networks and the performance impact of sales cross-functional collaboration with marketing and customer service.

Published in:

Journal of Personal Selling & Sales Management, 2018, v. 38, n. 2, p. 172, doi. 10.1080/08853134.2018.1437353

By:

Claro, Danny P.;
Ramos, Carla

Publication type:

Article

Personal Selling and Sales Management Abstracts.

Published in:

2018

By:

Deeter-Schmelz, Dawn R.

Publication type:

Abstract

A review of climate and culture research in selling and sales management.

Published in:

Journal of Personal Selling & Sales Management, 2018, v. 38, n. 1, p. 144, doi. 10.1080/08853134.2018.1426992

By:

Gustafson, Brandon M.;
Pomirleanu, Nadia;
John-Mariadoss, Babu

Publication type:

Article

Personal selling and the purchasing function: where do we go from here?

Published in:

Journal of Personal Selling & Sales Management, 2018, v. 38, n. 1, p. 123, doi. 10.1080/08853134.2018.1425881

By:

Paesbrugghe, Bert;
Sharma, Arun;
Rangarajan, Deva;
Syam, Niladri

Publication type:

Article

From selling to managing strategic customers - a competency analysis.

Published in:

Journal of Personal Selling & Sales Management, 2018, v. 38, n. 1, p. 92, doi. 10.1080/08853134.2018.1426991

By:

Lacoste, Sylvie

Publication type:

Article

The sales manager as a unit of analysis: a review and directions for future research.

Published in:

Journal of Personal Selling & Sales Management, 2018, v. 38, n. 1, p. 79, doi. 10.1080/08853134.2017.1423230

By:

Plank, Richard E.;
Reid, David A.;
Koppitsch, Steven E.;
Meyer, Jeffrey

Publication type:

Article

On the nature of international sales and sales management research: a social network-analytic perspective.

Published in:

Journal of Personal Selling & Sales Management, 2018, v. 38, n. 1, p. 56, doi. 10.1080/08853134.2018.1428493

By:

Schrock, Wyatt A.;
Zhao, Yanhui;
Richards, Keith A.;
Hughes, Douglas E.;
Amin, Mohammad Sakif

Publication type:

Article

Sales management control systems: review, synthesis, and directions for future exploration.

Published in:

Journal of Personal Selling & Sales Management, 2018, v. 38, n. 1, p. 30, doi. 10.1080/08853134.2017.1407660

By:

Malek, Stacey L.;
Sarin, Shikhar;
Jaworski, Bernard J.

Publication type:

Article

Letter from the Editor-in-Chief.

Published in:

Journal of Personal Selling & Sales Management, 2018, v. 38, n. 1, p. 1, doi. 10.1080/08853134.2018.1428442

By:

Hughes, Douglas E.

Publication type:

Article

Generating and sharing of market intelligence in sales teams: an economic social network perspective.

Published in:

Journal of Personal Selling & Sales Management, 2017, v. 37, n. 4, p. 298, doi. 10.1080/08853134.2017.1393342

By:

Hall, Zachary R.;
Mullins, Ryan R.;
Syam, Niladri;
Boichuk, Jeffrey P.

Publication type:

Article

Are sales as we know it dying … or merely transforming?

Published in:

Journal of Personal Selling & Sales Management, 2017, v. 37, n. 4, p. 271, doi. 10.1080/08853134.2017.1386110

By:

Moncrief, William C.

Publication type:

Article

Personal Selling and Sales Management Abstracts.

Published in:

2017

By:

Deeter-Schmelz, Dawn R.

Publication type:

Abstract

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

Published in:

Journal of Personal Selling & Sales Management, 2017, v. 37, n. 2, p. 153, doi. 10.1080/08853134.2017.1314187

By:

Bolander, Willy;
Dugan, Riley;
Jones, Eli

Publication type:

Article

Translating sales effort into service performance: it's an emotional ride.

Published in:

Journal of Personal Selling & Sales Management, 2017, v. 37, n. 2, p. 100, doi. 10.1080/08853134.2017.1287577

By:

Ogilvie, Jessica;
Rapp, Adam;
Agnihotri, Raj;
Bachrach, Daniel G.

Publication type:

Article

Meta-analyses in sales research.

Published in:

Journal of Personal Selling & Sales Management, 2017, v. 37, n. 2, p. 134, doi. 10.1080/08853134.2017.1286596

By:

Johnson, Jeff S.;
Jaramillo, Fernando

Publication type:

Article

Introduction to the special issue on the intersection of professional selling and service.

Published in:

Journal of Personal Selling & Sales Management, 2017, v. 37, n. 1, p. 4, doi. 10.1080/08853134.2017.1292099

By:

Rapp, Adam;
Baker, Thomas L.

Publication type:

Article

Do sales and service compete? The impact of multiple psychological climates on frontline employee performance.

Published in:

Journal of Personal Selling & Sales Management, 2017, v. 37, n. 1, p. 11, doi. 10.1080/08853134.2016.1276398

By:

Ogilvie, Jessica;
Rapp, Adam;
Bachrach, Daniel G.;
Mullins, Ryan;
Harvey, Jaron

Publication type:

Article

Psychological ethical climate, leader–member exchange and commitment to superior customer value: influencing salespeople’s unethical intent and sales performance.

Published in:

Journal of Personal Selling & Sales Management, 2017, v. 37, n. 1, p. 72, doi. 10.1080/08853134.2016.1272054

By:

Schwepker, Charles H.

Publication type:

Article

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

Published in:

Journal of Personal Selling & Sales Management, 2017, v. 37, n. 1, p. 27, doi. 10.1080/08853134.2016.1272053

By:

Agnihotri, Raj;
Gabler, Colin B.;
Itani, Omar S.;
Jaramillo, Fernando;
Krush, Michael T.

Publication type:

Article

Familiarity breeds contempt: perceived service and sales complacency in business-to-business relationships.

Published in:

Journal of Personal Selling & Sales Management, 2017, v. 37, n. 1, p. 42, doi. 10.1080/08853134.2016.1272051

By:

Friend, Scott B.;
Johnson, Jeff S.

Publication type:

Article

Editorial.

Published in:

Journal of Personal Selling & Sales Management, 2016, v. 36, n. 2, p. 87, doi. 10.1080/08853134.2016.1194595

By:

Tanner, John F.;
Mantrala, Murali

Publication type:

Article

The importance of corporate and salesperson expertise and trust in building loyal business-to-business relationships in China.

Published in:

Journal of Personal Selling & Sales Management, 2016, v. 36, n. 2, p. 160, doi. 10.1080/08853134.2016.1190656

By:

Newell, Stephen J.;
Wu, Bob;
Leingpibul, Duke;
Jiang, Yang

Publication type:

Article

Personal Selling and Sales Management Abstracts.

Published in:

2016

By:

Deeter-Schmelz, Dawn R.

Publication type:

Abstract