J Personal Selling Sales Man
Introduction
Journal of Personal Selling & Sales Management, 43(3)
INTEREST CATEGORY: SELLING AND SALES MAN
POSTING TYPE: TOCs
Exploring the drivers of B2B end user engagement
—Amy Greiner Fehl, Valerie Good & Todd Arnold [] []
Using the power of machine learning in sales research: process and potential
—Caroline E. W. Glackin & Murat Adivar [] []
Starting conversations with new customers: a research note on the moderating effect of experience on responses to small talk
—Hillary J. D. Wiener, Karen Flaherty & Josh Wiener [] []
Treating top salespeople like superstars: the role of an informal sales climate in boosting sales output
—Manoshi Samaraweera, Betsy D. Gelb, Willy Bolander & William J. Zahn [] []
A competitive path to cohesion: multilevel effects of competitiveness in the sales force
—Alec Pappas, Wyatt Schrock, Manoshi Samaraweera & Willy Bolander [] []
Bridging academia and industry: Reflections on the double legacy of Andy Zoltners (1945–2023)
—Mathew S. Isaac [] []