J Personal Selling Sales Man
Introduction
Journal of Personal Selling & Sales Management, 45(3)
INTEREST CATEGORY: SELLING AND SALES MAN
POSTING TYPE: TOCs
Editorial
Empirics before theory? Considerations for research sequencing within sales scholarship
—Brian N. Rutherford & Scott B. Friend [] []
How frontline employees navigate the double-edged effects of customer knowledge
—Ashish Sharma, Jeff S. Johnson, Scott B. Friend & Son K. Lam [] []
Gamification in virtual sales training: evidence from a field experiment |
—Maximilian Friess [] []
Bridging the gap between sales research and practice: insights from a network-based web application
—Alec Pappas & Lisa Beeler [] []
Overcoming the death of a salesman: the role of customer type and sales technology deployment in managing the impacts of relationship marketing investments following a relational disruption
—Konstantinos Rigopoulos, Henry Robben, Kostas Kaminakis, Dayle R. N. Childs & Ed Peelen [] []
Can micromanagement be beneficial for adaptive selling? Role of salesperson creativity and managerial micromanagement during disruption
—Binay Kumar, Aditya Gupta & Ravi Agarwal [] []
Psychological reactance among B2C sales prospects
—Bitty Balducci & Minjoo Kim [] []
Editorial
Industry insights: the role of sales operations (SalesOps) in firm strategy and performance
—John Galvan, Jarkko Niemi, Tariq Hassan Ahmad, Bryan Hochstein & Deva Rangarajan [] []