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: : : TOC : : journals

Relevant ARCategory:

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Introduction to the Thirtieth Anniversary Special Issue: Creating the Future for Sales and Sales Management Research
–Andrea L. Dixon, John F. Tanner, Jr. [] []

Transforming Selling: Why it is Time to Think Differently about Sales Research
–Andrea L. Dixon, John F. Tanner, Jr. [] []

The Role of the Sales Force in Value Creation and Appropriation: New Directions for Research
–Christopher P. Blocker, Joseph P. Cannon, Nikolaos G. Panagopoulos, et al. [] []

Social Network Theory and the Sales Manager Role: Engineering the Right Relationship Flows
–Karen Flaherty, Son K. Lam, Nick Lee, et al. [] []

Strategic Account Management: Conceptualizing, Integrating, and Extending the Domain from Fluid to Dedicated Accounts
–Kevin D. Bradford, Goutam N. Challagalla, Gary K. Hunter, et al. [] []

The Marketing-Sales Interface at the Interface: Creating Market-Based Capabilities through Organizational Synergy
–Douglas E. Hughes, Joël Le Bon, Avinash Malshe [] []

A Job Demands-Resources (JD-R) Perspective on New Product Selling: A Framework for Future Research
–Alex R. Zablah, Lawrence B. Chonko, Lance A. Bettencourt, et al. [] []

Advancing Sales Performance Research: A Focus on Five Underresearched Topic Areas
–Kenneth R. Evans, Richard G. McFarland, Bart Dietz, et al. [] []

Compensation and Control Systems: A New Application of Vertical Dyad Linkage Theory
–Manfred Krafft, Thomas E. DeCarlo, F. Juliet Poujol, et al. [] []

Challenges of CRM Implementation in Business-to-Business Markets: A Contingency Perspective
–Michael Ahearne, Adam Rapp, Babu John Mariadoss, et al. [] []

Sales Force Turnover and Retention: A Research Agenda
–James S. Boles, George W. Dudley, Vincent Onyemah, et al. [] []

The Future of Sales Training: Challenges and Related Research Questions
–Felicia G. Lassk, Thomas N. Ingram, Florian Kraus, et al. [] []

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