Volume 41, Issue 1, January 2013

ISSN: 0092-0703 (Print) 1552-7824 (Online)

In this issue (7 articles)

  1. No Access

    Original Empirical Research

    This ad’s for you: the indirect effect of advertising perceptions on salesperson effort and performance

    Douglas E. Hughes Pages 1-18
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  2. No Access

    Original Empirical Research

    Customer knowledge creation capability and performance in sales teams

    Bulent Menguc, Seigyoung Auh, Aypar Uslu Pages 19-39
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  3. No Access

    Original Empirical Research

    Are your salespeople coachable? How salesperson coachability, trait competitiveness, and transformational leadership enhance sales performance

    Kirby L. J. Shannahan, Alan J. Bush… Pages 40-54
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  4. No Access

    Original Empirical Research

    Group influences of selling teams on industrial salespeople’s cross-selling behavior

    Christian Schmitz Pages 55-72
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  5. No Access

    Original Empirical Research

    The interactive effects of sales control systems on salesperson performance: a job demands–resources perspective

    C. Fred Miao, Kenneth R. Evans Pages 73-90
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  6. No Access

    Original Empirical Research

    Gaining and leveraging customer-based competitive intelligence: the pivotal role of social capital and salesperson adaptive selling skills

    Douglas E. Hughes, Joël Le Bon, Adam Rapp Pages 91-110
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  7. No Access

    Original Empirical Research

    The interplay of drivers and deterrents of opportunism in buyer–supplier relationships

    Qiong Wang, Julie Juan Li… Pages 111-131
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