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Research article

First published 2023-3

Understanding the Performance Effects of “Dark” Salesperson Traits: Machiavellianism,Narcissism,and Psychopathy

Cinthia B. Satornino, Alexis Allen, Huanhuan Shi [...]

Journal of Marketing

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

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Research article

First published 2010-8

Managing Sales Force Product Perceptions and Control Systemsinthe Success of New Product Introductions

Michael Ahearne, Adam Rapp, Douglas E. Hughes [...]

Journal of Marketing Research

Open access

Research article

First published 2026-2

The Different Effects of Mass-Media Marketing and Personal Sales Budgets Across the Life Cycle of B2B High-Tech Start-Ups

Arnd Vomberg, Maximilian Friess, Sascha Alavi [...]

Journal of Marketing Research

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Research article

First published 2024-3

Live Streaming Use and International Seller Sales Performance: An Information Economics Perspective

Ye Yu, Jason Lu Jin, Meitong Dong [...]

Journal of International Marketing

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Research article

First published 2010-11

Motivating Salespeople to Sell New Products: The Relative Influence of Attitudes,Subjective Norms,and Self-Efficacy

Frank Q. Fu, Keith A. Richards, Douglas E. Hughes [...]

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 2018-11

Sales Force Downsizing and Firm-Idiosyncratic Risk: The Contingent Role of Investors’ Screening and Firm’s Signaling Processes

Nikolaos G. Panagopoulos, Ryan Mullins, Panagiotis Avramidis

Journal of Marketing

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Research article

First published 2017-5

Online Relationship Formation

Irina V. Kozlenkova, Robert W. Palmatier, Eric (Er) Fang [...]

Journal of Marketing

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Research article

First published 2006-10

Marketing's Credibility: A Longitudinal Investigation of Marketing Communication Productivity and Shareholder Value

Xueming Luo, Naveen Donthu

Journal of Marketing

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