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Research article

First published 2024-3

Sales–Supply Chain Management Collaboration: Performance Effects and Boundary Conditions for International Salespeople

Wyatt A. Schrock, Yanhui Zhao, Phani Tej Adidam [...]

Journal of International Marketing

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Research article

First published 2024-3

Enabling Comparability of Responses in International Sales Force Surveys: Evidence from a Cross-National Survey of Salespeople and Sales Managers

Mohsen Pourmasoudi, Phillip Wiseman, Michael Ahearne [...]

Journal of International Marketing

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Research article

First published 2024-3

An Inquiry into Effective Salesperson Social Media Use in Multinational Versus Local Firms

Laurianne Schmitt, Rhett Epler, Eric Casenave [...]

Journal of International Marketing

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Research article

First published 1995-4

Inducing Multiline Salespeople to Adopt House Brands

Erin Anderson, Thomas S. Robertson

Journal of Marketing

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Research article

First published 2014-11

Managing Customer and Organizational Complexity in Sales Organizations

Christian Schmitz, Shankar Ganesan

Journal of Marketing

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Research article

First published 2020-3

Business-to-Business E-Negotiations and Influence Tactics

Sunil K. Singh, Detelina Marinova, Jagdip Singh

Journal of Marketing

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Research article

First published 2006-10

Influence Tactics for Effective Adaptive Selling

Richard G. McFarland, Goutam N. Challagalla, Tasadduq A. Shervani

Journal of Marketing

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Editorial

First published 2024-3

The Future of Research on International Selling and Sales Management

Nawar N. Chaker, Johannes Habel, Kelly Hewett [...]

Journal of International Marketing

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Research article

First published 2005-10

Control Systems’ Effect on Attributional Processes and Sales Outcomes: A Cybernetic Information-Processing Perspective

Eric Fang, Kenneth R. Evans, Timothy D. Landry

Journal of the Academy of Marketing Science

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Research article

First published 2025-2

The impact of sales environment competitiveness on salespeople’s inclination towards unethical sales practices: The mediating role of self-control depletion and the moderating role of ethical leadership

Salim Khan, Syed Jamal Shah, Chunlin Wang [...]

Australian Journal of Management

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