TOC: J Acad Mar Sci
Introduction
Journal of the Academy of Marketing Science, 41(1)
This ad’s for you: the indirect effect of advertising perceptions on salesperson effort and performance
–Douglas E. Hughes [] []
Customer knowledge creation capability and performance in sales teams
–Bulent Menguc, Seigyoung Auh & Aypar Uslu [] []
Are your salespeople coachable? How salesperson coachability, trait competitiveness, and transformational leadership enhance sales performance
–Kirby L. J. Shannahan, Alan J. Bush & Rachelle J. Shannahan [] []
Group influences of selling teams on industrial salespeople’s cross-selling behavior
–Christian Schmitz [] []
The interactive effects of sales control systems on salesperson performance: a job demands–resources perspective
–C. Fred Miao & Kenneth R. Evans [] []
Gaining and leveraging customer-based competitive intelligence: the pivotal role of social capital and salesperson adaptive selling skills
–Douglas E. Hughes, Joël Bon & Adam Rapp [] []
The interplay of drivers and deterrents of opportunism in buyer–supplier relationships
–Qiong Wang, Julie Juan Li, William T. Ross & Christopher W. Craighead [] []
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