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Research article

First published 2013-1

The Sales Lead Black Hole: On Sales Reps' Follow-Up of Marketing Leads

Gaurav Sabnis, Sharmila C. Chatterjee, Rajdeep Grewal [...]

Journal of Marketing

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Research article

First published 2016-3

Motivating Sales Reps for Innovation Selling in Different Cultures

Sebastian Hohenberg, Christian Homburg

Journal of Marketing

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Research article

First published 2012-3

Managing Sales Force Compensation

Pankaj M. Madhani

Compensation & Benefits Review

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Research article

First published 2014-1

Managing Sales Compensation Across the Economic Cycle

Pankaj M. Madhani

Compensation & Benefits Review

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Research article

First published 2008-6

Network Connectedness of Pharmaceutical Sales Rep (FLE)-Physician Dyad and Physician Prescription Behaviour: A Conceptual Model

Ramendra Singh

Journal of Medical Marketing: Device,Diagnostic and Pharmaceutical Marketing

Open access

Research article

First published 2025-11

Value-Partitioning of Sales Contribution in Business Markets

Huanhuan Shi, Shrihari Sridhar, Rajdeep Grewal

Production and Operations Management

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Research article

First published 2017-3

Sales Representative Departures and Customer Reassignment Strategies in Business-to-Business Markets

Huanhuan Shi, Shrihari Sridhar, Rajdeep Grewal [...]

Journal of Marketing

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Research article

First published 1999-10

Reputation Management as a Motivation for Sales Structure Decisions

Allen M. Weiss, Erin Anderson, Deborah J. Maclnnis

Journal of Marketing

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Research article

First published 2001-01

The Role of Interpersonal Liking in Building Trust in Long-Term Channel Relationships

Carolyn Y. Nicholson, Larry D. Compeau, Rajesh Sethi

Journal of the Academy of Marketing Science

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Research article

First published 2009-1

An Exploratory Study of the Make-or-Buy Decisions in Pharmaceutical Sales

Beth Rogers

Journal of Medical Marketing: Device,Diagnostic and Pharmaceutical Marketing

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