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Special section On: Understanding Theory and Practice of Sales Teams. Guest Edited by: Dr. Ryan Mullins & Nick Panagopoulos

Understanding the theory and practice of team selling: An introduction to the special section and recommendations on advancing sales team research
Ryan R. Mullins, Nikolaos G. Panagopoulos

Toward a framework for mixed-gender selling teams and the impact of increased female presence on team performance: Thought development and propositions
Ream A. Shoreibah, Greg W. Marshall, Jule B. Gassenheimer

Sales team formation: The right team member helps performance
Jason Garrett, Srinath Gopalakrishna

Why helping coworkers does not always make you poor: The contingent role of common and unique position within the sales team
Michel van der Borgh, Ad de Jong, Edwin J. Nijssen

Interfacing and customer-facing: Sales and marketing selling centers
Jeff S. Johnson, Joseph M. Matthes, Scott B. Friend

Regular Papers

Rejoinder to “Endogeneity bias in marketing research: Problem, causes and remedies”
Richard T. Gretz, Ashwin Malshe

First things (should) come first: A reply to Gretz & Malshe’s “rejoinder to ‘endogeneity bias in marketing research: Problem, causes and remedies’”
Ghasem Zaefarian, Vita Kadile, Stephan C. Henneberg, Alexander Leischnig

Knowledge management and coopetition: How do cooperating competitors balance the needs to share and protect their knowledge?
Johanna Gast, Katherine Gundolf, Rainer Harms, Elvin Matos Collado

Social power as an antecedence of governance in buyer-supplier alliances
Thomas Clauss, Ricarda B. Bouncken

Customer engagement through omnichannel retailing: The effects of channel integration quality
Zach W.Y. Lee, Tommy K.H. Chan, Alain Yee-Loong Chong, Dimple R. Thadani

Adapt fast or die slowly: Complex adaptive business models at Cisco Systems
Lars Groeger, Kyle Bruce, Iain Rolfe

Understanding the trade-off between familiarity and newness in product innovation
Muammer Ozer, Jacky W. Tang

Ambidextrous marketing capabilities and performance: How and when entrepreneurial orientation makes a difference
Hamed Mehrabi, Nicole Coviello, Chatura Ranaweera

Boundary spanner relational behavior and inter-organizational control in supply chain relationships
Henri Dekker, Carole Donada, Caroline Mothe, Gwenaëlle Nogatchewsky

Is the theory of trust and commitment in marketing relationships incomplete?
James R. Brown, Jody L. Crosno, Pui Ying Tong

Adding co-creation as an antecedent condition leading to trust in business-to-business relationships
Drew Franklin, Roger Marshall

Finding true north: Design and implementation of a strategic sourcing framework
Marco Formentini, Lisa M. Ellram, Marco Boem, Giulia Da Re

The roles of political skill and intrinsic motivation in performance prediction of adaptive selling
Takuma Kimura, Belén Bande, Pilar Fernández-Ferrín

Product substitution in different weights and brands considering customer segmentation and panic buying behavior
Yu-Chung Tsao, Praveen Vijaya Raj Pushpa Raj, Vincent Yu

The darker side of sustainability: Tensions from sustainable business practices in business networks
Nina Tura, Joona Keränen, Samuli Patala

How to write really good research funding applications
Adam Lindgreen, C. Anthony Di Benedetto, Camilla Verdich, Joëlle Vanhamme, Vinod Venkatraman, Steven Pattinson, Ann Højbjerg Clarke, Zaheer Khan

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