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

   • Douglas E. Hughes

   Original Empirical Research 04 November 2011 Pages: 1 - 18

   

2. Customer knowledge creation capability and performance in sales teams

   • Bulent Menguc
   • Seigyoung Auh
   • Aypar Uslu

   Original Empirical Research 10 March 2012 Pages: 19 - 39

   

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

   • Kirby L. J. Shannahan
   • Alan J. Bush
   • Rachelle J. Shannahan

   Original Empirical Research 02 March 2012 Pages: 40 - 54

   

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

   • Christian Schmitz

   Original Empirical Research 30 May 2012 Pages: 55 - 72

   

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

   • C. Fred Miao
   • Kenneth R. Evans

   Original Empirical Research 23 October 2012 Pages: 73 - 90

   

6. 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

   Original Empirical Research 14 July 2012 Pages: 91 - 110

   

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

   • Qiong Wang
   • Julie Juan Li
   • Christopher W. Craighead

   Original Empirical Research 13 July 2012 Pages: 111 - 131