TOC: J Mar Theory Prac
Introduction
Journal of Marketing Theory and Practice, 24(3)
Special Issue: Connecting Theory and Practice in Selling and Sales Management
From the Special Issue Guest Editors
–Karen E. Flaherty & Jule B. Gassenheimer []
Original Articles
Increased Engagement or Reduced Exhaustion: Which Accounts for the Effect of Job Resources on Salesperson Job Outcomes?
–Lucy M. Matthews, Alex R. Zablah, Joe F. Hair & Greg W. Marshall [] []
How Angry Customer Complaints Influence Salesperson Commitment to Service Quality
–Kungpo Tao, Kiran Karande & Aaron D. Arndt [] []
Taking the Good with the Bad–—Customer Type as a Segmentation Criterion and Differential Influencer of Sales Performance
–Rachelle J. Shannahan, Kirby L. J. Shannahan, Alan J. Bush & William C. Moncrief [] []
Postive Pyschology In Sales: Integrating Psychological Captial
–Scott B. Friend, Jeff S. Johnson, Fred Luthans & Ravipreet S. Sohi [] []
The Effect of Individual Market Orientation on Sales Performance: An Integrated Framework for Assessing the Role of Formal and Informal Communications
–Christine Jaushyuam Lai [] []
Exploring The State of Salesperson Insecurity: How It Emerges and Why It Matters?
–Nawar N. Chaker, David W. Schumann, Alex R. Zablah & Daniel J. Flint [] []
Social Media in Large Sales Forces: An Empirical Study of the Impact of Sales Process Capabillity and Relationship Performance
–Michael Rodriguez, Haya Ajjan & Robert M. Peterson [] []
