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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

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Research article

First published 2020-4

Multiperiod Contracting and Salesperson Effort Profiles: The Optimality of “Hockey Stick,” “Giving Up,” and “Resting on Laurels”

Kinshuk Jerath, Fei Long

Journal of Marketing Research

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Research article

First published 1994-10

Replication of Sujan's Attributional Analysis of Salespeople's Motivation to Work Smarter versus Harder

Harry A. Harmon, Gene Brown, Kevin L. Hammond

Psychological Reports

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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 2010-7

Energizing the Reseller's Sales Force: The Power of Brand Identification

Douglas E. Hughes, Michael Ahearne

Journal of Marketing

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Research article

First published 1991-06

Commitment and Involvement: Assessing a Salesforce Typology

Thomas N. Ingram, Keun S. Lee, George H. Lucas

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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Research article

First published 2020-05

Assessing Impacts of Store and Salesperson Dimensions of Retail Service Quality on Consumer Returns

Necati Ertekin, Michael E. Ketzenberg, Gregory R. Heim

Production and Operations Management

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Research article

First published 2020-8

The Joint and Multilevel Effects of Training and Incentives from Upstream Manufacturers on Downstream Salespeople’s Efforts

Sarah Magnotta, Brian Murtha, Goutam Challagalla

Journal of Marketing Research

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Research article

First published 2000-10

Does Background Music in a Store Enhance Salespersons' Persuasiveness?

Jean-Charles Chebat, Dominique Vaillant, Claire Gélinas-Chebat

Perceptual and Motor Skills

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