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
Customer knowledge creation capability and performance in sales teams Bulent MengucSeigyoung AuhAypar Uslu Original Empirical Research 10 March 2012 Pages: 19 - 39
Are your salespeople coachable? How salesperson coachability, trait competitiveness, and transformational leadership enhance sales performance Kirby L. J. ShannahanAlan J. BushRachelle J. Shannahan Original Empirical Research 02 March 2012 Pages: 40 - 54
Group influences of selling teams on industrial salespeople’s cross-selling behavior Christian Schmitz Original Empirical Research 30 May 2012 Pages: 55 - 72
The interactive effects of sales control systems on salesperson performance: a job demands–resources perspective C. Fred MiaoKenneth R. Evans Original Empirical Research 23 October 2012 Pages: 73 - 90
Gaining and leveraging customer-based competitive intelligence: the pivotal role of social capital and salesperson adaptive selling skills Douglas E. HughesJoël Le BonAdam Rapp Original Empirical Research 14 July 2012 Pages: 91 - 110
The interplay of drivers and deterrents of opportunism in buyer–supplier relationships Qiong WangJulie Juan LiChristopher W. Craighead Original Empirical Research 13 July 2012 Pages: 111 - 131
