Sage Journals: Discover world-class research

Retricted access

Research article

First published 2015-5

The Importance of Starting Right: The Influence of Accurate Intuition on Performance in Salesperson–Customer Interactions

Zachary R. Hall, Michael Ahearne, Harish Sujan

Journal of Marketing

Retricted access

Research article

First published 2015-5

Towards a Framework of a Salesperson's Resource Facilitation and Interaction

Annie Liqin Zhang, Mark S. Glynn

Australasian Marketing Journal

Retricted access

Research article

First published 2023-7

Secondary Selling: Beyond the Salesperson–Customer Dyad

Molly R. Burchett, Brian Murtha, Ajay K. Kohli

Journal of Marketing

Retricted access

Research article

First published 1976-10

Effectiveness of Varying Sales Style on Consumer Orientations

T.V. Rao, Sasi Misra

Vikalpa: The Journal for Decision Makers

Retricted access

Research article

First published 1981-01

Effectiveness in Sales Interactions: A Contingency Framework

Barton A. Weitz

Journal of Marketing

Retricted access

Research article

First published 2019-6

Multichannel Strategies for Managing the Profitability of Business-to-Business Customers

Justin M. Lawrence, Andrew T. Crecelius, Lisa K. Scheer [...]

Journal of Marketing Research

Retricted access

Research article

First published 2024-8

Framing offer-related actions as assistance at jewelry stores in Japan

Takeshi Hiramoto

Discourse Studies

Retricted access

Research article

First published 2024

The Role of Sales Personnel Empathy and Customer-oriented Behaviour on Female Consumers’ Emotions and Satisfaction: An Empirical Analysis

Sivakumari Supramaniam, Surej P John, Sanjaya Singh Gaur

FIIB Business Review

Retricted access

Research article

First published 1989-5

Knowledge Bases and Salesperson Effectiveness: A Script-Theoretic Analysis

Siew Meng Leong, Paul S. Busch, Deborah Roedder John

Journal of Marketing Research

Open access

Research article

First published 2022-09

The impact of social capital and transaction efficacy on salesperson performance

Girish Mallapragada, Aditya Gupta, Brett Josephson

Production and Operations Management

Search results