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Research article

First published 2006-07

Psychological Climate,Empowerment,Leadership Style,and Customer-Oriented Selling: An Analysis of the Sales Manager–Salesperson Dyad

Craig A. Martin, Alan J. Bush

Journal of the Academy of Marketing Science

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Research article

First published 1999-04

Personal Selling and Sales Management: A Relationship Marketing Perspective

Barton A. Weitz, Kevin D. Bradford

Journal of the Academy of Marketing Science

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Editorial

First published 2024-3

The Future of Research on International Selling and Sales Management

Nawar N. Chaker, Johannes Habel, Kelly Hewett [...]

Journal of International Marketing

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Research article

First published 1986-05

The Hard Sell: `Patter Merchanting' and the Strategic (Re)Production and Local Management of Economic Reasoning in the Sales Routines of Markt Pitchers

Trevor Pinch, Colin Clark

Sociology

Open access

Research article

First published 2025-6

Global Events Demand Global Data: COVID-19 Crisis Responses and the Future of Selling and Sales Management Around the Globe

Maria Rouziou, Willy Bolander, Karen Peesker [...]

Journal of International Marketing

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Research article

First published 1975-7

The Computer,Personal Selling,and Sales Management

James M. Comer

Journal of Marketing

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Research article

First published 2018-3

Converging on a New Theoretical Foundation for Selling

Nathaniel N. Hartmann, Heiko Wieland, Stephen L. Vargo

Journal of Marketing

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Research article

First published 2014-5

Cross-Selling Performance in Complex Selling Contexts: An Examination of Supervisory- and Compensation-Based Controls

Christian Schmitz, You-Cheong Lee, Gary L. Lilien

Journal of Marketing

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Research article

First published 2010-10

Personal Selling Elasticities: A Meta-Analysis

Sönke Albers, Murali K. Mantrala, Shrihari Sridhar

Journal of Marketing Research

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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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