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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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Research article

First published 2014-11

Know Your Customer: How Salesperson Perceptions of Customer Relationship Quality Form and Influence Account Profitability

Ryan R. Mullins, Michael Ahearne, Son K. Lam [...]

Journal of Marketing

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Research article

First published 1978-11

Relationship between Salesperson Performance and Understanding of Customer Decision Making

Barton A. Weitz

Journal of Marketing Research

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Research article

First published 2025-6

Customer-Centric Contract Changes

Phillip Wiseman, Sascha Alavi, Johannes Habel [...]

Journal of Marketing Research

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Research article

First published 1995-2

How Salespersons' Use of a Power Base Can Affect Customers' Satisfaction in a Social System: An Empirical Examination

James E. Zemanek

Psychological Reports

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Research article

First published 2007-5

Customer Loyalty to Whom? Managing the Benefits and Risks of Salesperson-Owned Loyalty

Robert W. Palmatier, Lisa K. Scheer, Jan-Benedict E.M. Steenkamp

Journal of Marketing Research

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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 2007-1

Making Sales Technology Effective

Gary K. Hunter, William D. Perreault

Journal of Marketing

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Other

First published 2004-04

When Customers Disappoint: A Model of Relational Internal Marketing and Customer Complaints

Simon J. Bell, Bülent Mengüç, Sara L. Stefani

Journal of the Academy of Marketing Science

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Research article

First published 1981-01

Effectiveness in Sales Interactions: A Contingency Framework

Barton A. Weitz

Journal of Marketing

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