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21
The changing role of the salesperson: how should salespeople act today?
The changing role of the salesperson: how should salespeople act today?
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The changing role of the salesperson: how should salespeople act today?

Development and learning in organizations, 2019-11, Vol.33 (6), p.8-11 [Peer Reviewed Journal]

Emerald Publishing Limited ;Emerald Publishing Limited 2019 ;ISSN: 1477-7282 ;EISSN: 1758-6097 ;DOI: 10.1108/DLO-11-2018-0142

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22
Channel Conflict and Coordination in the E-Commerce Age
Channel Conflict and Coordination in the E-Commerce Age
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Channel Conflict and Coordination in the E-Commerce Age

Production and operations management, 2004-03, Vol.13 (1), p.93-110 [Peer Reviewed Journal]

2004 The Authors ;2004 Production and Operations Management Society ;Copyright Production and Operations Management Society Spring 2004 ;ISSN: 1059-1478 ;EISSN: 1937-5956 ;DOI: 10.1111/j.1937-5956.2004.tb00147.x ;CODEN: POMAEN

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23
Blockbuster Culture's Next Rise or Fall: The Impact of Recommender Systems on Sales Diversity
Blockbuster Culture's Next Rise or Fall: The Impact of Recommender Systems on Sales Diversity
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Blockbuster Culture's Next Rise or Fall: The Impact of Recommender Systems on Sales Diversity

Management science, 2009-05, Vol.55 (5), p.697-712 [Peer Reviewed Journal]

Copyright 2009 United States of America ;2009 INIST-CNRS ;Copyright Institute for Operations Research and the Management Sciences May 2009 ;ISSN: 0025-1909 ;EISSN: 1526-5501 ;DOI: 10.1287/mnsc.1080.0974 ;CODEN: MSCIAM

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24
THE ROLE AND IMPORTANCE OF SALES AND SALES PROMOTION IN THE DEVELOPMENT OF CUSTOMER RELATIONS
THE ROLE AND IMPORTANCE OF SALES AND SALES PROMOTION IN THE DEVELOPMENT OF CUSTOMER RELATIONS
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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

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25
Customer-oriented salespeople’s value creation and claiming in price negotiations
Customer-oriented salespeople’s value creation and claiming in price negotiations
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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

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26
The Effect of Door-to-Door Salespeople’s Individual Sales Capabilities on Selling Behavior and Performance: The Moderating Effect of Competitive Intensity
The Effect of Door-to-Door Salespeople’s Individual Sales Capabilities on Selling Behavior and Performance: The Moderating Effect of Competitive Intensity
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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

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27
Predicting the Level of Salesperson's Performance in Encouraging Customers to Use Appropriate Shopping Strategies in Sports Clubs
Predicting the Level of Salesperson's Performance in Encouraging Customers to Use Appropriate Shopping Strategies in Sports Clubs
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Predicting the Level of Salesperson's Performance in Encouraging Customers to Use Appropriate Shopping Strategies in Sports Clubs

Iranian journal of management studies, 2024-01, Vol.17 (1), p.147-183 [Peer Reviewed Journal]

COPYRIGHT 2024 University of Tehran, Farabi College ;2024. 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. ;ISSN: 2008-7055 ;EISSN: 2345-3745 ;DOI: 10.22059/ijms.2023.342973.675100

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28
Creating Something from Nothing: Resource Construction through Entrepreneurial Bricolage
Creating Something from Nothing: Resource Construction through Entrepreneurial Bricolage
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Creating Something from Nothing: Resource Construction through Entrepreneurial Bricolage

Administrative science quarterly, 2005-09, Vol.50 (3), p.329-366 [Peer Reviewed Journal]

Copyright 2005 Johnson Graduate School, Cornell University ;2005 Johnson Graduate School, Cornell University ;Copyright Cornell University, Graduate School of Business and Public Administration Sep 2005 ;ISSN: 0001-8392 ;EISSN: 1930-3815 ;DOI: 10.2189/asqu.2005.50.3.329 ;CODEN: ASCQAG

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29
Purchasing, Pricing, and Quick Response in the Presence of Strategic Consumers
Purchasing, Pricing, and Quick Response in the Presence of Strategic Consumers
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Purchasing, Pricing, and Quick Response in the Presence of Strategic Consumers

Management science, 2009-03, Vol.55 (3), p.497-511 [Peer Reviewed Journal]

Copyright 2009 United States of America ;2009 INIST-CNRS ;Copyright Institute for Operations Research and the Management Sciences Mar 2009 ;ISSN: 0025-1909 ;EISSN: 1526-5501 ;DOI: 10.1287/mnsc.1080.0948 ;CODEN: MSCIAM

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30
Critical Role of Leadership on Ethical Climate and Salesperson Behaviors
Critical Role of Leadership on Ethical Climate and Salesperson Behaviors
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Critical Role of Leadership on Ethical Climate and Salesperson Behaviors

Journal of business ethics, 2009-05, Vol.86 (2), p.125-141 [Peer Reviewed Journal]

Copyright 2009 Springer ;Springer Science+Business Media B.V. 2008 ;Springer Science+Business Media B.V. 2009 ;ISSN: 0167-4544 ;EISSN: 1573-0697 ;DOI: 10.1007/s10551-008-9839-4 ;CODEN: JBUEDJ

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31
The relationship between CSR activity and sales growth in the UK retailing sector
The relationship between CSR activity and sales growth in the UK retailing sector
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The relationship between CSR activity and sales growth in the UK retailing sector

Social responsibility journal, 2020-04, Vol.16 (3), p.387-401 [Peer Reviewed Journal]

Emerald Publishing Limited ;Emerald Publishing Limited 2019 ;ISSN: 1747-1117 ;EISSN: 1758-857X ;DOI: 10.1108/SRJ-09-2018-0245

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32
“Customer Reviews or Vlogger Reviews?” The Impact of Cross-Platform UGC on the Sales of Experiential Products on E-Commerce Platforms
“Customer Reviews or Vlogger Reviews?” The Impact of Cross-Platform UGC on the Sales of Experiential Products on E-Commerce Platforms
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“Customer Reviews or Vlogger Reviews?” The Impact of Cross-Platform UGC on the Sales of Experiential Products on E-Commerce Platforms

Journal of theoretical and applied electronic commerce research, 2023-07, Vol.18 (3), p.1257-1282 [Peer Reviewed Journal]

2023 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: 0718-1876 ;EISSN: 0718-1876 ;DOI: 10.3390/jtaer18030064

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33
Effect of reliability on multi-item inventory system with shortages and partial backlog incorporating time dependent demand and deterioration
Effect of reliability on multi-item inventory system with shortages and partial backlog incorporating time dependent demand and deterioration
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Effect of reliability on multi-item inventory system with shortages and partial backlog incorporating time dependent demand and deterioration

Annals of operations research, 2022-08, Vol.315 (2), p.1551-1571 [Peer Reviewed Journal]

Springer Science+Business Media, LLC, part of Springer Nature 2020 ;COPYRIGHT 2022 Springer ;Springer Science+Business Media, LLC, part of Springer Nature 2020. ;ISSN: 0254-5330 ;EISSN: 1572-9338 ;DOI: 10.1007/s10479-020-03694-6

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34
Strategic Customer Behavior, Commitment, and Supply Chain Performance
Strategic Customer Behavior, Commitment, and Supply Chain Performance
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Strategic Customer Behavior, Commitment, and Supply Chain Performance

Management science, 2008-10, Vol.54 (10), p.1759-1773 [Peer Reviewed Journal]

Copyright 2008 INFORMS ;2008 INIST-CNRS ;Copyright Institute for Operations Research and the Management Sciences Oct 2008 ;ISSN: 0025-1909 ;EISSN: 1526-5501 ;DOI: 10.1287/mnsc.1080.0886 ;CODEN: MSCIAM

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35
Salespeople Performance Evaluation with Predictive Analytics in B2B
Salespeople Performance Evaluation with Predictive Analytics in B2B
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Salespeople Performance Evaluation with Predictive Analytics in B2B

Applied sciences, 2020-06, Vol.10 (11), p.4036 [Peer Reviewed Journal]

COPYRIGHT 2020 MDPI AG ;2020. This work is licensed under http://creativecommons.org/licenses/by/3.0/ (the “License”). Notwithstanding the ProQuest Terms and Conditions, you may use this content in accordance with the terms of the License. ;ISSN: 2076-3417 ;EISSN: 2076-3417 ;DOI: 10.3390/app10114036

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36
Buyer versus salesperson expectations for an initial B2B sales meeting
Buyer versus salesperson expectations for an initial B2B sales meeting
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Buyer versus salesperson expectations for an initial B2B sales meeting

The Journal of business & industrial marketing, 2017-01, Vol.32 (1), p.46-56 [Peer Reviewed Journal]

Emerald Publishing Limited ;Emerald Publishing Limited 2017 ;ISSN: 0885-8624 ;EISSN: 2052-1189 ;DOI: 10.1108/JBIM-12-2015-0246

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37
How Does Free Riding on Customer Service Affect Competition?
How Does Free Riding on Customer Service Affect Competition?
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How Does Free Riding on Customer Service Affect Competition?

Marketing science (Providence, R.I.), 2007-07, Vol.26 (4), p.488-503 [Peer Reviewed Journal]

Copyright 2007 INFORMS ;COPYRIGHT 2007 Institute for Operations Research and the Management Sciences ;Copyright Institute for Operations Research and the Management Sciences Jul/Aug 2007 ;ISSN: 0732-2399 ;EISSN: 1526-548X ;DOI: 10.1287/mksc.1060.0252 ;CODEN: MARSE5

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38
No conversion, no conversation: consequences of retail salespeople disengaging from unpromising prospects
No conversion, no conversation: consequences of retail salespeople disengaging from unpromising prospects
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No conversion, no conversation: consequences of retail salespeople disengaging from unpromising prospects

Journal of the Academy of Marketing Science, 2021-05, Vol.49 (3), p.502-520 [Peer Reviewed Journal]

The Author(s) 2021 ;COPYRIGHT 2021 Springer ;The Author(s) 2021. 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: 1552-7824 ;ISSN: 0092-0703 ;EISSN: 1552-7824 ;DOI: 10.1007/s11747-020-00763-x

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39
Moral Judgment and its Impact on Business-to-Business Sales Performance and Customer Relationships
Moral Judgment and its Impact on Business-to-Business Sales Performance and Customer Relationships
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Moral Judgment and its Impact on Business-to-Business Sales Performance and Customer Relationships

Journal of business ethics, 2011-02, Vol.98 (4), p.609-625 [Peer Reviewed Journal]

2011 Springer ;Springer Science+Business Media B.V. 2010 ;Springer Science+Business Media B.V. 2011 ;ISSN: 0167-4544 ;EISSN: 1573-0697 ;DOI: 10.1007/s10551-010-0641-8 ;CODEN: JBUEDJ

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40
Emotion in sales performance: affective orientation and need for cognition and the mediating role of motivation to work
Emotion in sales performance: affective orientation and need for cognition and the mediating role of motivation to work
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Emotion in sales performance: affective orientation and need for cognition and the mediating role of motivation to work

The Journal of business & industrial marketing, 2018-01, Vol.33 (1), p.107-116 [Peer Reviewed Journal]

Emerald Publishing Limited ;Emerald Publishing Limited 2018 ;ISSN: 0885-8624 ;EISSN: 2052-1189 ;DOI: 10.1108/JBIM-06-2016-0136

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