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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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Managing the sales force through the unexpected exogenous COVID-19 crisis

Industrial marketing management, 2020-07, Vol.88, p.101-111

2020

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Converging on a New Theoretical Foundation for Selling

Journal of marketing, 2018-03, Vol.82 (2), p.1-18

2018

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Curbing the Undesirable Effects of Emotional Exhaustion on Ethical Behaviors and Performance: A Salesperson–Manager Dyadic Approach

Journal of business ethics, 2021-04, Vol.169 (4), p.747-766

2021

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How psychological resourcefulness increases salesperson's sales performance and the satisfaction of their customers: Exploring the mediating role of customer-oriented behaviors

Industrial marketing management, 2017-04, Vol.62, p.160-170

2017

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Business models as service strategy

Journal of the Academy of Marketing Science, 2017-11, Vol.45 (6), p.925-943

2017

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Research on sales and ethics: Mapping the past and charting the future

Journal of the Academy of Marketing Science, 2024-05, Vol.52 (3), p.653-671

2024

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Impact of subsidiaries' cross-border knowledge tacitness shared and social capital on MNCs' explorative and exploitative innovation capability

Journal of international management, 2019-12, Vol.25 (4), p.100705, Article 100705

2019

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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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Psychological contract breach's antecedents and outcomes in salespeople: The roles of psychological climate, job attitudes, and turnover intention

Industrial marketing management, 2015-11, Vol.51, p.158-170

2015

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Enhancing Stock Market Return with New Product Preannouncements: The Role of Information Quality and Innovativeness

The Journal of product innovation management, 2016-07, Vol.33 (4), p.455-471

2016

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The Synergetic Effect of Multinational Corporation Management's Social Cognitive Capability on Tacit-Knowledge Management: Product Innovation Ability Insights from Asia

Journal of international marketing (East Lansing, Mich.), 2015-06, Vol.23 (2), p.94-110

2015

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Advancing sales theory through a holistic view: how social structures frame selling

The Journal of personal selling & sales management, 2020-10, Vol.40 (4), p.221-226

2020

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Sequencing of multi-faceted job satisfaction across business-to-business and business-to-consumer salespeople: A multi-group analysis

Journal of business research, 2017-01, Vol.70, p.153-159

2017

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Antecedents of mentoring: Do multi-faceted job satisfaction and affective organizational commitment matter?

Journal of business research, 2014-09, Vol.67 (9), p.2039-2044

2014

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The effects of mentoring on salesperson commitment

Journal of business research, 2013-11, Vol.66 (11), p.2294-2300

2013

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Measuring Salesperson Burnout: A Reduced Maslach Burnout Inventory for Sales Researchers

The Journal of personal selling & sales management, 2011-09, Vol.31 (4), p.429-440

2011

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The Ambidextrous Sales Force: Aligning Salesperson Polychronicity and Selling Contexts for Sales-Service Behaviors and Customer Value

Journal of service research : JSR, 2020-02, Vol.23 (1), p.33-52

2020

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When Sales Becomes Service: The Evolution of the Professional Selling Role and an Organic Model of Frontline Ambidexterity

Journal of service research : JSR, 2020-02, Vol.23 (1), p.22-32

2020

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Don’t blame the powerless: The impact of hierarchy on reactions to responses to ethical scandals

Journal of business research, 2023-10, Vol.165, p.114075, Article 114075

2023

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Service-Sales Ambidexterity: Evidence, Practice, and Opportunities for Future Research

Journal of service research : JSR, 2020-02, Vol.23 (1), p.13-21

2020

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Lone wolf tendency and ethical behaviors in sales: Examining the roles of perceived supervisor support and salesperson self-efficacy

Industrial marketing management, 2022-07, Vol.104, p.304-316

2022

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

Industrial marketing management, 2023-05, Vol.111, p.173-188

2023

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Social anxiety and salesperson performance: The roles of mindful acceptance and perceived sales manager support

Journal of business research, 2021-01, Vol.124, p.112-125

2021

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An Industry/Academic Perspective on Customer Success Management

Journal of service research : JSR, 2020-02, Vol.23 (1), p.3-7

2020

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A theory of sales system shocks

Managing the sales force through the unexpected exogenous COVID-19 crisis

Converging on a New Theoretical Foundation for Selling

Curbing the Undesirable Effects of Emotional Exhaustion on Ethical Behaviors and Performance: A Salesperson–Manager Dyadic Approach

How psychological resourcefulness increases salesperson's sales performance and the satisfaction of their customers: Exploring the mediating role of customer-oriented behaviors

Business models as service strategy

Research on sales and ethics: Mapping the past and charting the future

Impact of subsidiaries' cross-border knowledge tacitness shared and social capital on MNCs' explorative and exploitative innovation capability

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

Psychological contract breach's antecedents and outcomes in salespeople: The roles of psychological climate, job attitudes, and turnover intention

Enhancing Stock Market Return with New Product Preannouncements: The Role of Information Quality and Innovativeness

The Synergetic Effect of Multinational Corporation Management's Social Cognitive Capability on Tacit-Knowledge Management: Product Innovation Ability Insights from Asia

Advancing sales theory through a holistic view: how social structures frame selling

Sequencing of multi-faceted job satisfaction across business-to-business and business-to-consumer salespeople: A multi-group analysis

Antecedents of mentoring: Do multi-faceted job satisfaction and affective organizational commitment matter?

The effects of mentoring on salesperson commitment

Measuring Salesperson Burnout: A Reduced Maslach Burnout Inventory for Sales Researchers

The Ambidextrous Sales Force: Aligning Salesperson Polychronicity and Selling Contexts for Sales-Service Behaviors and Customer Value

When Sales Becomes Service: The Evolution of the Professional Selling Role and an Organic Model of Frontline Ambidexterity

Don’t blame the powerless: The impact of hierarchy on reactions to responses to ethical scandals

Service-Sales Ambidexterity: Evidence, Practice, and Opportunities for Future Research

Lone wolf tendency and ethical behaviors in sales: Examining the roles of perceived supervisor support and salesperson self-efficacy

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

Social anxiety and salesperson performance: The roles of mindful acceptance and perceived sales manager support

An Industry/Academic Perspective on Customer Success Management

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