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A theory of sales system shocks

Journal of the Academy of Marketing Science, 2024-03, Vol.52 (2), p.261-283

2024

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Customer value co-creation behavior: A dyadic exploration of the influence of salesperson emotional intelligence on customer participation and citizenship behavior

Journal of business research, 2018-11, Vol.92, p.9-24

2018

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Operationalizing salesperson performance with secondary data: aligning practice, scholarship, and theory

Journal of the Academy of Marketing Science, 2021-05, Vol.49 (3), p.462-481

2021

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Inside sales social media use and its strategic implications for salesperson-customer digital engagement and performance

Industrial marketing management, 2022-01, Vol.100, p.127-144

2022

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Harnessing the Power Within: The Consequences of Salesperson Moral Identity and the Moderating Role of Internal Competitive Climate

Journal of business ethics, 2022-12, Vol.181 (4), p.847-871

2022

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Alone on an island: A mixed-methods investigation of salesperson social isolation in general and in times of a pandemic

Industrial marketing management, 2021-07, Vol.96, p.268-286

2021

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The pull-to-stay effect: influence of sales managers' leadership worthiness on salesperson turnover intentions

The Journal of personal selling & sales management, 2021-01, Vol.41 (1), p.39-55

2021

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Proactive Value Co-Creation via Structural Ambidexterity: Customer Success Management and the Modularization of Frontline Roles

Journal of service research : JSR, 2021-11, Vol.24 (4), p.601-621

2021

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When and how does sales manager physical attractiveness impact credibility: A test of two competing hypotheses

Journal of business research, 2019-12, Vol.105, p.98-108

2019

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The Future of Research on International Selling and Sales Management

Journal of international marketing (East Lansing, Mich.), 2024-03, Vol.32 (1), p.1-14

2024

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Quiet sellers: When introversion drives salesperson performance

Journal of retailing, 2024-09, Vol.100 (3), p.456-474

2024

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Can customer loyalty to a salesperson be harmful? Examining customer perceptions of salesperson emotional labor strategies post ethical transgressions

Industrial marketing management, 2021-07, Vol.96, p.238-253

2021

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Drivers and Performance Implications of Frontline Employees’ Social Capital Development and Maintenance: The Role of Online Social Networks

Decision sciences, 2022-02, Vol.53 (1), p.181-215

2022

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Customer–Salesperson Price Negotiations During Exceptional Demand Contractions

Journal of service research : JSR, 2023-08, Vol.26 (3), p.351-370

2023

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A desire for success: Exploring the roles of personal and job resources in determining the outcomes of salesperson social media use

Industrial marketing management, 2023-08, Vol.113, p.202-214

2023

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More than one way to persist: Unpacking the nature of salesperson persistence to understand its effects on performance

Industrial marketing management, 2018-05, Vol.71, p.171-188

2018

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Defending the frontier: examining the impact of internal salesperson evasive knowledge hiding on perceptions of external customer outcomes

European journal of marketing, 2021-02, Vol.55 (3), p.671-699

2021

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Exploring changes in organizational purchasing behaviors brought about by COVID-19 as a catalyst for new directions in sales research

The Journal of personal selling & sales management, 2022-12, Vol.42 (4), p.339-357

2022

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Customer-focused voice and rule-breaking in the frontlines

Journal of the Academy of Marketing Science, 2022-03, Vol.50 (2), p.388-409

2022

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Sales technology research: a review and future research agenda

The Journal of personal selling & sales management, 2023-10, Vol.43 (4), p.307-335

2023

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It is all in good humor? Examining the impact of salesperson evaluations of leader humor on salesperson job satisfaction and job stress

The Journal of personal selling & sales management, 2019-10, Vol.39 (4), p.352-369

2019

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Correction to: Operationalizing salesperson performance with secondary data: aligning practice, scholarship, and theory

Journal of the Academy of Marketing Science, 2021-11, Vol.49 (6), p.1267-1268

2021

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Preparing for, withstanding, and learning from sales crises: Implications and a future research agenda

The Journal of personal selling & sales management, 2023-04, Vol.43 (2), p.89-104

2023

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Orchestration of value: the role of customer success managers within sales ecosystems

European journal of marketing, 2024-03, Vol.58 (3), p.756-781

2024

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The divergent effects of organizational identification on salesperson and customer outcomes in a friend-selling context

The Journal of personal selling & sales management, 2020-04, Vol.40 (2), p.95-113

2020

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A theory of sales system shocks

Customer value co-creation behavior: A dyadic exploration of the influence of salesperson emotional intelligence on customer participation and citizenship behavior

Operationalizing salesperson performance with secondary data: aligning practice, scholarship, and theory

Inside sales social media use and its strategic implications for salesperson-customer digital engagement and performance

Harnessing the Power Within: The Consequences of Salesperson Moral Identity and the Moderating Role of Internal Competitive Climate

Alone on an island: A mixed-methods investigation of salesperson social isolation in general and in times of a pandemic

The pull-to-stay effect: influence of sales managers' leadership worthiness on salesperson turnover intentions

Proactive Value Co-Creation via Structural Ambidexterity: Customer Success Management and the Modularization of Frontline Roles

When and how does sales manager physical attractiveness impact credibility: A test of two competing hypotheses

The Future of Research on International Selling and Sales Management

Quiet sellers: When introversion drives salesperson performance

Can customer loyalty to a salesperson be harmful? Examining customer perceptions of salesperson emotional labor strategies post ethical transgressions

Drivers and Performance Implications of Frontline Employees’ Social Capital Development and Maintenance: The Role of Online Social Networks

Customer–Salesperson Price Negotiations During Exceptional Demand Contractions

A desire for success: Exploring the roles of personal and job resources in determining the outcomes of salesperson social media use

More than one way to persist: Unpacking the nature of salesperson persistence to understand its effects on performance

Defending the frontier: examining the impact of internal salesperson evasive knowledge hiding on perceptions of external customer outcomes

Exploring changes in organizational purchasing behaviors brought about by COVID-19 as a catalyst for new directions in sales research

Customer-focused voice and rule-breaking in the frontlines

Sales technology research: a review and future research agenda

It is all in good humor? Examining the impact of salesperson evaluations of leader humor on salesperson job satisfaction and job stress

Correction to: Operationalizing salesperson performance with secondary data: aligning practice, scholarship, and theory

Preparing for, withstanding, and learning from sales crises: Implications and a future research agenda

Orchestration of value: the role of customer success managers within sales ecosystems

The divergent effects of organizational identification on salesperson and customer outcomes in a friend-selling context

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