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1
Inside sales agent’s sales activities influence on work outcomes and sales agent tenure through autonomous motivation
Inside sales agent’s sales activities influence on work outcomes and sales agent tenure through autonomous motivation
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Inside sales agent’s sales activities influence on work outcomes and sales agent tenure through autonomous motivation

The Journal of business & industrial marketing, 2021-05, Vol.36 (5), p.867-880 [Peer Reviewed Journal]

Emerald Publishing Limited ;Emerald Publishing Limited 2020 ;ISSN: 0885-8624 ;EISSN: 2052-1189 ;DOI: 10.1108/JBIM-09-2019-0412

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2
The early impacts of the COVID-19 pandemic on business sales
The early impacts of the COVID-19 pandemic on business sales
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The early impacts of the COVID-19 pandemic on business sales

Small business economics, 2022-04, Vol.58 (4), p.1853-1864 [Peer Reviewed Journal]

The Author(s), under exclusive licence to Springer Science+Business Media, LLC, part of Springer Nature 2021 ;The Author(s), under exclusive licence to Springer Science+Business Media, LLC, part of Springer Nature 2021. ;ISSN: 0921-898X ;EISSN: 1573-0913 ;DOI: 10.1007/s11187-021-00479-4 ;PMID: 38624577

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3
Forced Sales and House Prices
Forced Sales and House Prices
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Forced Sales and House Prices

The American economic review, 2011-08, Vol.101 (5), p.2108-2131 [Peer Reviewed Journal]

Copyright© 2011 American Economic Association ;Copyright American Economic Association Aug 2011 ;ISSN: 0002-8282 ;EISSN: 1944-7981 ;DOI: 10.1257/aer.101.5.2108 ;CODEN: AENRAA

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4
Collaborative intelligence: How human and artificial intelligence create value along the B2B sales funnel
Collaborative intelligence: How human and artificial intelligence create value along the B2B sales funnel
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Collaborative intelligence: How human and artificial intelligence create value along the B2B sales funnel

Business horizons, 2020-05 [Peer Reviewed Journal]

ISSN: 0007-6813 ;ISSN: 1873-6068 ;EISSN: 1873-6068 ;DOI: 10.1016/j.bushor.2020.01.003

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5
Implementing the Challenger Sales Model at Cars.com: a case study
Implementing the Challenger Sales Model at Cars.com: a case study
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Implementing the Challenger Sales Model at Cars.com: a case study

The Journal of business & industrial marketing, 2019-03, Vol.34 (2), p.291-302 [Peer Reviewed Journal]

Emerald Publishing Limited ;Emerald Publishing Limited 2018 ;ISSN: 0885-8624 ;EISSN: 2052-1189 ;DOI: 10.1108/JBIM-01-2017-0016

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6
Sales force modeling: State of the field and research agenda
Sales force modeling: State of the field and research agenda
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Sales force modeling: State of the field and research agenda

Marketing letters, 2010-09, Vol.21 (3), p.255-272 [Peer Reviewed Journal]

2010 Springer Science+Business Media, LLC ;Springer Science+Business Media, LLC 2010 ;ISSN: 0923-0645 ;EISSN: 1573-059X ;DOI: 10.1007/s11002-010-9111-4

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7
Misselling through Agents
Misselling through Agents
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Misselling through Agents

The American economic review, 2009-06, Vol.99 (3), p.883-908 [Peer Reviewed Journal]

Copyright 2009 The American Economic Association ;Copyright American Economic Association Jun 2009 ;ISSN: 0002-8282 ;EISSN: 1944-7981 ;DOI: 10.1257/aer.99.3.883 ;CODEN: AENRAA

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8
Assessing Sale Strategies in Online Markets Using Matched Listings
Assessing Sale Strategies in Online Markets Using Matched Listings
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Assessing Sale Strategies in Online Markets Using Matched Listings

American economic journal. Microeconomics, 2015-05, Vol.7 (2), p.215-247 [Peer Reviewed Journal]

Copyright © 2015 American Economic Association ;Copyright American Economic Association May 2015 ;ISSN: 1945-7669 ;EISSN: 1945-7685 ;DOI: 10.1257/mic.20130046

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9
A new perspective on sales outcome controls: an inside sales perspective
A new perspective on sales outcome controls: an inside sales perspective
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A new perspective on sales outcome controls: an inside sales perspective

European journal of marketing, 2021-10, Vol.55 (10), p.2674-2699 [Peer Reviewed Journal]

Emerald Publishing Limited ;Emerald Publishing Limited 2021 ;ISSN: 0309-0566 ;EISSN: 1758-7123 ;DOI: 10.1108/EJM-07-2019-0568

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10
Sales complexity and value appropriation: a taxonomy of sales situations
Sales complexity and value appropriation: a taxonomy of sales situations
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Sales complexity and value appropriation: a taxonomy of sales situations

The Journal of business & industrial marketing, 2022-11, Vol.37 (11), p.2298-2314 [Peer Reviewed Journal]

Emerald Publishing Limited ;Emerald Publishing Limited. ;ISSN: 0885-8624 ;EISSN: 2052-1189 ;DOI: 10.1108/JBIM-10-2020-0463

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11
Information sharing for sales and operations planning: Contextualized solutions and mechanisms
Information sharing for sales and operations planning: Contextualized solutions and mechanisms
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Information sharing for sales and operations planning: Contextualized solutions and mechanisms

Journal of operations management, 2017-05, Vol.52, p.15 [Peer Reviewed Journal]

ISSN: 1873-1317 ;ISSN: 0272-6963 ;EISSN: 1873-1317 ;DOI: 10.1016/j.jom.2017.04.001

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12
No Taxation without Information: Deterrence and Self-Enforcement in the Value Added Tax
No Taxation without Information: Deterrence and Self-Enforcement in the Value Added Tax
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No Taxation without Information: Deterrence and Self-Enforcement in the Value Added Tax

The American economic review, 2015-08, Vol.105 (8), p.2539-2569 [Peer Reviewed Journal]

Copyright© 2015 American Economic Association ;Copyright American Economic Association Aug 2015 ;ISSN: 0002-8282 ;EISSN: 1944-7981 ;DOI: 10.1257/aer.20130393 ;CODEN: AENRAA

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13
Configurations of resources and capabilities and their performance implications: an exploratory study on technology ventures
Configurations of resources and capabilities and their performance implications: an exploratory study on technology ventures
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Configurations of resources and capabilities and their performance implications: an exploratory study on technology ventures

Strategic management journal, 2010-12, Vol.31 (12), p.1337-1356 [Peer Reviewed Journal]

Copyright © 2010 Wiley Periodicals, Inc. ;Copyright © 2010 John Wiley & Sons, Ltd. ;Copyright Wiley Periodicals Inc. Dec 2010 ;ISSN: 0143-2095 ;EISSN: 1097-0266 ;DOI: 10.1002/smj.865 ;CODEN: SMAJD8

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14
Drivers of sales performance: a contemporary meta-analysis. Have salespeople become knowledge brokers?
Drivers of sales performance: a contemporary meta-analysis. Have salespeople become knowledge brokers?
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Drivers of sales performance: a contemporary meta-analysis. Have salespeople become knowledge brokers?

Journal of the Academy of Marketing Science, 2011-06, Vol.39 (3), p.407-428 [Peer Reviewed Journal]

The Author(s) 2010 ;COPYRIGHT 2011 Springer ;Academy of Marketing Science 2011 ;ISSN: 0092-0703 ;EISSN: 1552-7824 ;DOI: 10.1007/s11747-010-0211-8 ;CODEN: JAMSDE

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15
Developing a digital maturity model for the sales processes of industrial projects
Developing a digital maturity model for the sales processes of industrial projects
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Developing a digital maturity model for the sales processes of industrial projects

The Journal of personal selling & sales management, 2024-01, Vol.44 (1), p.7-28 [Peer Reviewed Journal]

2023 The Author(s). Published with license by Taylor & Francis Group, LLC. 2023 ;ISSN: 0885-3134 ;EISSN: 1557-7813 ;DOI: 10.1080/08853134.2022.2151014

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16
Brushing up on time-honored sales skills to excel in tomorrow’s environment
Brushing up on time-honored sales skills to excel in tomorrow’s environment
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Brushing up on time-honored sales skills to excel in tomorrow’s environment

The Journal of business & industrial marketing, 2023-02, Vol.38 (4), p.701-723 [Peer Reviewed Journal]

Emerald Publishing Limited ;Emerald Publishing Limited. ;ISSN: 0885-8624 ;EISSN: 2052-1189 ;DOI: 10.1108/JBIM-12-2020-0533

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17
Impact of big data analytics on sales performance in pharmaceutical organizations: The role of customer relationship management capabilities
Impact of big data analytics on sales performance in pharmaceutical organizations: The role of customer relationship management capabilities
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Impact of big data analytics on sales performance in pharmaceutical organizations: The role of customer relationship management capabilities

PloS one, 2021-04, Vol.16 (4), p.e0250229-e0250229 [Peer Reviewed Journal]

COPYRIGHT 2021 Public Library of Science ;COPYRIGHT 2021 Public Library of Science ;2021 Shahbaz et al. This is an open access article distributed under the terms of the Creative Commons Attribution License: http://creativecommons.org/licenses/by/4.0/ (the “License”), which permits unrestricted use, distribution, and reproduction in any medium, provided the original author and source are credited. Notwithstanding the ProQuest Terms and Conditions, you may use this content in accordance with the terms of the License. ;2021 Shahbaz et al 2021 Shahbaz et al ;ISSN: 1932-6203 ;EISSN: 1932-6203 ;DOI: 10.1371/journal.pone.0250229 ;PMID: 33909667

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18
Salesperson ambidexterity in customer engagement: do customer base characteristics matter?
Salesperson ambidexterity in customer engagement: do customer base characteristics matter?
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Article 		Add to My Research

Salesperson ambidexterity in customer engagement: do customer base characteristics matter?

Journal of the Academy of Marketing Science, 2019-07, Vol.47 (4), p.659-680 [Peer Reviewed Journal]

Academy of Marketing Science 2019 ;COPYRIGHT 2019 Springer ;Journal of the Academy of Marketing Science is a copyright of Springer, (2019). All Rights Reserved. ;ISSN: 0092-0703 ;EISSN: 1552-7824 ;DOI: 10.1007/s11747-019-00650-0

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19
Team Incentives and Performance: Evidence from a Retail Chain
Team Incentives and Performance: Evidence from a Retail Chain
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Article 		Add to My Research

Team Incentives and Performance: Evidence from a Retail Chain

The American economic review, 2017-08, Vol.107 (8), p.2168-2203 [Peer Reviewed Journal]

Copyright© 2017 American Economic Association ;Copyright American Economic Association Aug 2017 ;ISSN: 0002-8282 ;EISSN: 1944-7981 ;DOI: 10.1257/aer.20160788

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20
Better together: Trait competitiveness and competitive psychological climate as antecedents of salesperson organizational commitment and sales performance
Better together: Trait competitiveness and competitive psychological climate as antecedents of salesperson organizational commitment and sales performance
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Better together: Trait competitiveness and competitive psychological climate as antecedents of salesperson organizational commitment and sales performance

Marketing letters, 2016-06, Vol.27 (2), p.351-360 [Peer Reviewed Journal]

Springer Science+Business Media 2016 ;Springer Science+Business Media New York 2014 ;Springer Science+Business Media New York 2016 ;ISSN: 0923-0645 ;EISSN: 1573-059X ;DOI: 10.1007/s11002-014-9329-7

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