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Research article

First published 2019-5

Investigating Salesperson Performance Factors: A Systematic Review of the Literature on the Characteristics of Effective Salespersons

Halimin Herjanto, Drew Franklin

Australasian Marketing Journal

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Research article

First published 2005-11

Relationship Selling in the Meeting Planner/Hotel Salesperson Dyad

Sanghyun Lee, Hung-Jen Su, Alan J. Dubinsky

Journal of Hospitality & Tourism Research

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Research article

First published 2021-11

Emotional Calibration and Salesperson Performance

Blair Kidwell, Jonathan Hasford, Broderick Turner [...]

Journal of Marketing

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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

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Research article

First published 2011-11

Four Positive Effects of a Salesperson’s Regional Dialect in Services Selling

Robert Mai, Stefan Hoffmann

Journal of Service Research

Open access

Research article

First published 2025-1

Think Happy Be Happy: Salesperson’s Personal Happiness and Flourishing

Abhisek Kuanr, Teidorlang Lyngdoh, Sridhar Guda [...]

IIM Kozhikode Society & Management Review

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Research article

First published 2018-5

Unpacking the Relationship between Sales Control and Salesperson Performance: A Regulatory Fit Perspective

Constantine S. Katsikeas, Seigyoung Auh, Stavroula Spyropoulou [...]

Journal of Marketing

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Research article

First published 2010-1

Salesperson Influence on Product Development: Insights from a Study of Small Manufacturing Organizations

Ashwin W. Joshi

Journal of Marketing

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Research article

First published 2006-04

Driving Organizational Citizenship Behaviors and Salesperson In-Role Behavior Performance: The Role of Management Control and Perceived Organizational Support

Nigel F. Piercy, David W. Cravens, Nikala Lane [...]

Journal of the Academy of Marketing Science

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Research article

First published 2017-7

Salesperson Solution Involvement and Sales Performance: The Contingent Role of Supplier Firm and Customer–Supplier Relationship Characteristics

Nikolaos G. Panagopoulos, Adam A. Rapp, Jessica L. Ogilvie

Journal of Marketing

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