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1	Material Type: Article	The relationship between digital solution selling and value-based selling: a motivation-opportunity-ability (MOA) perspective European journal of marketing, 2023-02, Vol.57 (3), p.745-770 [Peer Reviewed Journal] Emerald Publishing Limited ;Emerald Publishing Limited. ;ISSN: 0309-0566 ;EISSN: 1758-7123 ;DOI: 10.1108/EJM-11-2021-0907 Full text available View Online Details Recommendations Reviews Times Cited External Links Citations Cited by
2	Material Type: Article	The combined effect of customer perceptions about a salesperson’s adaptive selling and selling orientation on customer trust in the salesperson: a contingency perspective The Journal of business & industrial marketing, 2016-05, Vol.31 (4), p.553-564 [Peer Reviewed Journal] Emerald Group Publishing Limited ;Emerald Group Publishing Limited 2016 ;ISSN: 0885-8624 ;EISSN: 2052-1189 ;DOI: 10.1108/JBIM-02-2015-0037 Full text available View Online Details Recommendations Reviews Times Cited External Links Citations Cited by
3	Material Type: Article	The dark side of up-selling promotions: Evidence from an analysis of cross-brand purchase behavior Journal of retailing, 2022-12, Vol.98 (4), p.647-666 [Peer Reviewed Journal] 2022 ;Copyright Elsevier Limited Dec 2022 ;ISSN: 0022-4359 ;EISSN: 1873-3271 ;DOI: 10.1016/j.jretai.2022.03.005 Full text available View Online Details Recommendations Reviews Times Cited External Links Citations Cited by
4	Material Type: Article	Automated adaptive selling European journal of marketing, 2018-04, Vol.52 (5/6), p.1037-1059 [Peer Reviewed Journal] Emerald Publishing Limited ;Emerald Publishing Limited 2018 ;ISSN: 0309-0566 ;EISSN: 1758-7123 ;DOI: 10.1108/EJM-08-2016-0485 Full text available View Online Details Recommendations Reviews Times Cited External Links Citations Cited by
5	Material Type: Article	Group influences of selling teams on industrial salespeople’s cross-selling behavior Journal of the Academy of Marketing Science, 2013, Vol.41 (1), p.55-72 [Peer Reviewed Journal] Academy of Marketing Science 2012 ;COPYRIGHT 2013 Springer ;Academy of Marketing Science 2013 ;ISSN: 0092-0703 ;EISSN: 1552-7824 ;DOI: 10.1007/s11747-012-0304-7 ;CODEN: JAMSDE Full text available View Online Details Recommendations Reviews Times Cited External Links Citations Cited by
6	Material Type: Article	Workplace Spirituality as a Precursor to Relationship-Oriented Selling Characteristics Journal of business ethics, 2013-06, Vol.115 (1), p.63-73 [Peer Reviewed Journal] 2013 Springer Science+Business Media Dordrecht ;Springer Science+Business Media B.V. 2012 ;Springer Science+Business Media Dordrecht 2013 ;ISSN: 0167-4544 ;EISSN: 1573-0697 ;DOI: 10.1007/s10551-012-1370-y ;CODEN: JBUEDJ Full text available View Online Details Recommendations Reviews Times Cited External Links Citations Cited by
7	Material Type: Article	The moderating role of sales experience in adaptive selling, customer orientation and job satisfaction in a unionized setting The Journal of business & industrial marketing, 2019-10, Vol.34 (8), p.1724-1735 [Peer Reviewed Journal] Emerald Publishing Limited ;Emerald Publishing Limited 2019 ;ISSN: 0885-8624 ;EISSN: 2052-1189 ;DOI: 10.1108/JBIM-08-2018-0233 Full text available View Online Details Recommendations Reviews Times Cited External Links Citations Cited by
8	Material Type: Article	Investigating Salespeople's Performance and Opportunistic Behavior: Adaptive and Customer-Oriented Responses Behavioral sciences, 2022-12, Vol.12 (12), p.512 [Peer Reviewed Journal] COPYRIGHT 2022 MDPI AG ;2022 by the authors. Licensee MDPI, Basel, Switzerland. This article is an open access article distributed under the terms and conditions of the Creative Commons Attribution (CC BY) license (https://creativecommons.org/licenses/by/4.0/). Notwithstanding the ProQuest Terms and Conditions, you may use this content in accordance with the terms of the License. ;2022 by the authors. 2022 ;ISSN: 2076-328X ;EISSN: 2076-328X ;DOI: 10.3390/bs12120512 ;PMID: 36546995 Full text available View Online Details Recommendations Reviews Times Cited External Links Citations Cited by
9	Material Type: Article	Gaining and leveraging customer-based competitive intelligence: the pivotal role of social capital and salesperson adaptive selling skills Journal of the Academy of Marketing Science, 2013, Vol.41 (1), p.91-110 [Peer Reviewed Journal] Academy of Marketing Science 2012 ;COPYRIGHT 2013 Springer ;Academy of Marketing Science 2013 ;ISSN: 0092-0703 ;EISSN: 1552-7824 ;DOI: 10.1007/s11747-012-0311-8 ;CODEN: JAMSDE Full text available View Online Details Recommendations Reviews Times Cited External Links Citations Cited by
10	Material Type: Article	Antecedents and Consequences of Three Selling Strategies in Social Enterprises Revista brasileira de gestão de negócios, 2023-01, Vol.25 (1), p.2-17 [Peer Reviewed Journal] COPYRIGHT 2023 Fundacao Escola de Comercio Alvares Penteado (FECAP) ;2023. This work is published under https://creativecommons.org/licenses/by/4.0/ (the “License”). Notwithstanding the ProQuest Terms and Conditions, you may use this content in accordance with the terms of the License. ;This work is licensed under a Creative Commons Attribution 4.0 International License. ;LICENCIA DE USO: Los documentos a texto completo incluidos en Dialnet son de acceso libre y propiedad de sus autores y/o editores. Por tanto, cualquier acto de reproducción, distribución, comunicación pública y/o transformación total o parcial requiere el consentimiento expreso y escrito de aquéllos. Cualquier enlace al texto completo de estos documentos deberá hacerse a través de la URL oficial de éstos en Dialnet. Más información: https://dialnet.unirioja.es/info/derechosOAI \| INTELLECTUAL PROPERTY RIGHTS STATEMENT: Full text documents hosted by Dialnet are protected by copyright and/or related rights. This digital object is accessible without charge, but its use is subject to the licensing conditions set by its authors or editors. Unless expressly stated otherwise in the licensing conditions, you are free to linking, browsing, printing and making a copy for your own personal purposes. All other acts of reproduction and communication to the public are subject to the licensing conditions expressed by editors and authors and require consent from them. Any link to this document should be made using its official URL in Dialnet. More info: https://dialnet.unirioja.es/info/derechosOAI ;ISSN: 1806-4892 ;ISSN: 1983-0807 ;EISSN: 1983-0807 ;DOI: 10.7819/rbgn.v25i1.4210 Full text available View Online Details Recommendations Reviews Times Cited External Links Citations Cited by
11	Material Type: Article	The Effect of Door-to-Door Salespeople’s Individual Sales Capabilities on Selling Behavior and Performance: The Moderating Effect of Competitive Intensity Sustainability, 2022-03, Vol.14 (6), p.3327 [Peer Reviewed Journal] 2022 by the authors. Licensee MDPI, Basel, Switzerland. This article is an open access article distributed under the terms and conditions of the Creative Commons Attribution (CC BY) license (https://creativecommons.org/licenses/by/4.0/). Notwithstanding the ProQuest Terms and Conditions, you may use this content in accordance with the terms of the License. ;ISSN: 2071-1050 ;EISSN: 2071-1050 ;DOI: 10.3390/su14063327 Full text available View Online Details Recommendations Reviews Times Cited External Links Citations Cited by
12	Material Type: Article	Customers driving a firm's responsible innovation response for grand challenges: A co-active issue-selling perspective The Journal of product innovation management, 2024-03, Vol.41 (2), p.379 [Peer Reviewed Journal] ISSN: 0737-6782 ;ISSN: 1540-5885 ;EISSN: 1540-5885 ;DOI: 10.1111/jpim.12705 Digital Resources/Online E-Resources View Online Details Recommendations Reviews Times Cited External Links Citations Cited by
13	Material Type: Article	Advancing Data Monetization and the Creation of Data-based Business Models Communications of the Association for Information Systems, 2020-01, Vol.47 (1), p.25-49 [Peer Reviewed Journal] Copyright Association for Information Systems 2020 ;ISSN: 1529-3181 ;EISSN: 1529-3181 ;DOI: 10.17705/1CAIS.04702 Full text available View Online Details Recommendations Reviews Times Cited External Links Citations Cited by
14	Material Type: Article	Drown or Blossom? The Impact of Perceived Chronic Time Pressure on Retail Salespeople's Performance and Customer–Salesperson Relationships Journal of retailing, 2021-06, Vol.97 (2), p.217-237 [Peer Reviewed Journal] 2020 New York University ;2020. New York University ;ISSN: 0022-4359 ;EISSN: 1873-3271 ;DOI: 10.1016/j.jretai.2020.05.005 Full text available View Online Details Recommendations Reviews Times Cited External Links Citations Cited by
15	Material Type: Article	The effect of social media use on customer qualification skills and adaptive selling behaviors of export salespeople in China Journal of Asia business studies, 2021-04, Vol.15 (2), p.278-300 [Peer Reviewed Journal] Emerald Publishing Limited ;Emerald Publishing Limited 2020 ;ISSN: 1558-7894 ;EISSN: 1559-2243 ;DOI: 10.1108/JABS-12-2019-0377 Full text available View Online Details Recommendations Reviews Times Cited External Links Citations Cited by
16	Material Type: Article	THE ROLE AND IMPORTANCE OF SALES AND SALES PROMOTION IN THE DEVELOPMENT OF CUSTOMER RELATIONS Współpraca europejska (Warszawa, Poland), 2022-04, Vol.2 (54) [Peer Reviewed Journal] ISSN: 2449-7320 ;EISSN: 2545-3483 ;DOI: 10.32070/ec.v2i54.139 Full text available View Online Details Recommendations Reviews Times Cited External Links Citations Cited by
17	Material Type: Article	Customer-oriented salespeople’s value creation and claiming in price negotiations Journal of the Academy of Marketing Science, 2022-07, Vol.50 (4), p.689-712 [Peer Reviewed Journal] The Author(s) 2022 ;COPYRIGHT 2022 Springer ;The Author(s) 2022. This work is published under http://creativecommons.org/licenses/by/4.0/ (the “License”). Notwithstanding the ProQuest Terms and Conditions, you may use this content in accordance with the terms of the License. ;ISSN: 0092-0703 ;EISSN: 1552-7824 ;DOI: 10.1007/s11747-022-00846-x Full text available View Online Details Recommendations Reviews Times Cited External Links Citations Cited by
18	Material Type: Article	Manager directives for salesperson ambidextrous selling and resulting job satisfaction: a regulatory focus perspective European journal of marketing, 2021-11, Vol.55 (11), p.3010-3032 [Peer Reviewed Journal] Emerald Publishing Limited ;Emerald Publishing Limited 2021 ;ISSN: 0309-0566 ;EISSN: 1758-7123 ;DOI: 10.1108/EJM-05-2020-0335 Full text available View Online Details Recommendations Reviews Times Cited External Links Citations Cited by
19	Material Type: Article	Engaging the sales force in digital solution selling: how sales control systems resolve agency problems to create and capture superior value European journal of marketing, 2023-02, Vol.57 (3), p.794-833 [Peer Reviewed Journal] Emerald Publishing Limited ;Emerald Publishing Limited. ;ISSN: 0309-0566 ;EISSN: 1758-7123 ;DOI: 10.1108/EJM-11-2021-0918 Full text available View Online Details Recommendations Reviews Times Cited External Links Citations Cited by
20	Material Type: Article	Collect them all! Increasing product category cross-selling using the incompleteness effect Journal of the Academy of Marketing Science, 2022-07, Vol.50 (4), p.713-741 [Peer Reviewed Journal] The Author(s) 2022. corrected publication 2022 ;COPYRIGHT 2022 Springer ;The Author(s) 2022. corrected publication 2022. This work is published under http://creativecommons.org/licenses/by/4.0/ (the “License”). Notwithstanding the ProQuest Terms and Conditions, you may use this content in accordance with the terms of the License. ;ISSN: 0092-0703 ;EISSN: 1552-7824 ;DOI: 10.1007/s11747-021-00835-6 Full text available View Online Details Recommendations Reviews Times Cited External Links Citations Cited by

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Results 1 - 20 of 1,502 for All Library Resources

Emerald Publishing Limited ;Emerald Publishing Limited. ;ISSN: 0309-0566 ;EISSN: 1758-7123 ;DOI: 10.1108/EJM-11-2021-0907

Emerald Group Publishing Limited ;Emerald Group Publishing Limited 2016 ;ISSN: 0885-8624 ;EISSN: 2052-1189 ;DOI: 10.1108/JBIM-02-2015-0037

2022 ;Copyright Elsevier Limited Dec 2022 ;ISSN: 0022-4359 ;EISSN: 1873-3271 ;DOI: 10.1016/j.jretai.2022.03.005

Emerald Publishing Limited ;Emerald Publishing Limited 2018 ;ISSN: 0309-0566 ;EISSN: 1758-7123 ;DOI: 10.1108/EJM-08-2016-0485

Academy of Marketing Science 2012 ;COPYRIGHT 2013 Springer ;Academy of Marketing Science 2013 ;ISSN: 0092-0703 ;EISSN: 1552-7824 ;DOI: 10.1007/s11747-012-0304-7 ;CODEN: JAMSDE

2013 Springer Science+Business Media Dordrecht ;Springer Science+Business Media B.V. 2012 ;Springer Science+Business Media Dordrecht 2013 ;ISSN: 0167-4544 ;EISSN: 1573-0697 ;DOI: 10.1007/s10551-012-1370-y ;CODEN: JBUEDJ

Emerald Publishing Limited ;Emerald Publishing Limited 2019 ;ISSN: 0885-8624 ;EISSN: 2052-1189 ;DOI: 10.1108/JBIM-08-2018-0233

Academy of Marketing Science 2012 ;COPYRIGHT 2013 Springer ;Academy of Marketing Science 2013 ;ISSN: 0092-0703 ;EISSN: 1552-7824 ;DOI: 10.1007/s11747-012-0311-8 ;CODEN: JAMSDE

ISSN: 0737-6782 ;ISSN: 1540-5885 ;EISSN: 1540-5885 ;DOI: 10.1111/jpim.12705

Copyright Association for Information Systems 2020 ;ISSN: 1529-3181 ;EISSN: 1529-3181 ;DOI: 10.17705/1CAIS.04702

2020 New York University ;2020. New York University ;ISSN: 0022-4359 ;EISSN: 1873-3271 ;DOI: 10.1016/j.jretai.2020.05.005

Emerald Publishing Limited ;Emerald Publishing Limited 2020 ;ISSN: 1558-7894 ;EISSN: 1559-2243 ;DOI: 10.1108/JABS-12-2019-0377

ISSN: 2449-7320 ;EISSN: 2545-3483 ;DOI: 10.32070/ec.v2i54.139

Emerald Publishing Limited ;Emerald Publishing Limited 2021 ;ISSN: 0309-0566 ;EISSN: 1758-7123 ;DOI: 10.1108/EJM-05-2020-0335

Emerald Publishing Limited ;Emerald Publishing Limited. ;ISSN: 0309-0566 ;EISSN: 1758-7123 ;DOI: 10.1108/EJM-11-2021-0918

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