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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 1998-7

Some Possible Antecedents and Consequences of In-Role and Extra-Role Salesperson Performance

Scott B. MacKenzie, Philip M. Podsakoff, Michael Ahearne

Journal of Marketing

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Research article

First published 1996-8

The salesperson's role clarity and task clarity in direct marketing

Christophe Fournier

Journal of Interactive Marketing

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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 2017-12

The Changing Role of Salespeople and the Unchanging Feeling Toward Selling: Implications for the HEI Programs

Luca Vincenzo Ballestra, Silvio Cardinali, Paola Palanga [...]

Journal of Marketing Education

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Research article

First published 2012-10

Role of Reference Price on Price and Quantity: Insights from Business-to-Business Markets

Hernan A. Bruno, Hai Che, Shantanu Dutta

Journal of Marketing Research

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Research article

First published 1984-9

A Role Stress Model of the Performance and Satisfaction of Industrial Salespersons

Douglas N. Behrman, William D. Perreault

Journal of Marketing

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Research article

First published 1986-5

An Analysis of Alternative Causal Models of Salesperson Role Perceptions and Work-Related Attitudes

Louis W. Fry, Charles M. Futrell, A. Parasuraman [...]

Journal of Marketing Research

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Research article

First published 1980-4

The Sales Manager's Bases of Social Power and Influence upon the Sales Force

Paul Busch

Journal of Marketing

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Research article

First published 1976-10

Effectiveness of Varying Sales Style on Consumer Orientations

T.V. Rao, Sasi Misra

Vikalpa: The Journal for Decision Makers

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