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What drives a salesperson’s goal achievement? An empirical examination
V. Kumar, Ashley Goreczny, and Todd Maurer

The heart in organizational buying: marketers’ understanding of emotions and decision-making of buyers
Elyria A. Kemp, Aberdeen Leila Borders, Nwamaka A. Anaza, and Wesley J. Johnston

Empathy and affect in B2B salesperson performance
Nwamaka A. Anaza, Aniefre Eddie Inyang, and Jose L. Saavedra

Triggering and tempering brand advocacy by frontline employees: vendor and customer-related influences
Vishag Badrinarayanan and Jeremy J. Sierra

Faking it: salesperson emotional intelligence’s influence on emotional labor strategies and customer outcomes
Duleep Delpechitre and Lisa Beeler

The behavioural response of the professional buyer on social cues from the vendor and how to measure it
Eveline van Zeeland and Jörg Henseler

Contrasting effects of salespeople’s emotion appraisal ability in a transaction-oriented environment
Elten Briggs, Ashish Kalra, and Raj Agnihotri

Trust, guanxi, and cooperation: a study on partner opportunism in Chinese joint-venture manufacturing
Jinjie Xue, Shaokai Lu, Benshan Shi, and Haiping Zheng

Emotion in sales performance: affective orientation and need for cognition and the mediating role of motivation to work
Edward Nowlin, Doug Walker, Dawn R. Deeter-Schmelz, and Alexander Haas

The soft side of branding: leveraging emotional intelligence
Jennifer Hutchins and Darlene Xiomara Rodriguez

Emotional intelligence and organizational learning at trade shows
Harriette Bettis-Outland and Monica D. Guillory

Trust and duration of buyer-seller relationship in emerging markets
Kofi Q. Dadzie, Charlene A. Dadzie, and Alvin J. Williams

A customer engagement framework for a B2B context
Youmna Mohamed Abdelghany Youssef, Wesley J. Johnston, Talaat Asaad AbdelHamid, Mona Ibrahim Dakrory, and Mohamed Galal Soliman Seddick

Guest editorial
Aberdeen Leila Borders and Elyria A. Kemp

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