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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 2012-05

Trust and Information Sharing in Supply Chains

Neda Ebrahim‐Khanjari, Wallace Hopp, Seyed M. R. Iravani

Production and Operations Management

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Research article

First published 2012-11

Impact of Reseller's Forecasting Accuracy on Channel Member Performance

Ying‐Ju Chen, Wenqiang Xiao

Production and Operations Management

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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

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Research article

First published 1988-1

Determinants of Selling Effectiveness: The Importance of Declarative Knowledge to the Personal Selling Concept

David M. Szymanski

Journal of Marketing

Open access

Research article

First published 2026

A comparison of customized GPTs and GPT-4o for self-medication knowledge: A feasibility study using the Japanese registered salesperson examination

Shota Okazaki, Yuichi Mine, Saori Takeda [...]

DIGITAL HEALTH

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Research article

First published 2022-9

The Analysis of Corporate Social Responsibility,Identification and Customer Orientation by Structural Equation Modelling and Artificial Intelligence

Seniz Ozhan, Erkan Ozhan, Gamze Yakar Pritchard

Vision: The Journal of Business Perspective

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Research article

First published 2024-8

Effective Implementation of Predictive Sales Analytics

Johannes Habel, Sascha Alavi, Nicolas Heinitz

Journal of Marketing Research

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Research article

First published 1984-10

User Involvement in Selecting Options and Programming Business Telephone Systems

M. Susan Petrick

Proceedings of the Human Factors and Ergonomics Society Annual Meeting

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