Issues

Special Issue: The sales function in the 21st century. Guest Editors: Susi Geiger, Paolo Guenzi

The sales function in the twenty‐first century: where are we and where do we go from here?

Susi Geiger; Paolo Guenzi
View articletitled, The sales function in the twenty‐first century: where are we and where do we go from here?
Open the PDF for in another window
Add to Citation Manager for The sales function in the twenty‐first century: where are we and where do we go from here?

The changing role of sales: viewing sales as a strategic, cross‐functional process

Kaj Storbacka; Lynette Ryals; Iain A. Davies; Suvi Nenonen
View articletitled, The changing role of sales: viewing sales as a strategic, cross‐functional process
Open the PDF for in another window
Add to Citation Manager for The changing role of sales: viewing sales as a strategic, cross‐functional process

Sales manager and sales team determinants of salesperson ethical behaviour

John W. Cadogan; Nick Lee; Anssi Tarkiainen; Sanna Sundqvist
View articletitled, Sales manager and sales team determinants of salesperson ethical behaviour
Open the PDF for in another window
Add to Citation Manager for Sales manager and sales team determinants of salesperson ethical behaviour

The effects of coaching on salespeople's attitudes and behaviors: A contingency approach

Vincent Onyemah
View articletitled, The effects of coaching on salespeople's attitudes and behaviors<span class="subtitle-colon">: </span><span class="subtitle">A contingency approach</span>
Open the PDF for in another window
Add to Citation Manager for The effects of coaching on salespeople's attitudes and behaviors<span class="subtitle-colon">: </span><span class="subtitle">A contingency approach</span>

Proactive and reactive: drivers for key account management programmes

Per‐Olof Brehmer; Jakob Rehme
View articletitled, Proactive and reactive: drivers for key account management programmes
Open the PDF for in another window
Add to Citation Manager for Proactive and reactive: drivers for key account management programmes

An exploratory study of sales‐marketing integrative devices

Belinda Dewsnap; David Jobber
View articletitled, An exploratory study of sales‐marketing integrative devices
Open the PDF for in another window
Add to Citation Manager for An exploratory study of sales‐marketing integrative devices

Transformational leadership as a mediator of the relationship between behavior‐based control and salespeople's key outcomes: An initial investigation

Nikolaos Panagopoulos; Sergios Dimitriadis
View articletitled, Transformational leadership as a mediator of the relationship between behavior‐based control and salespeople's key outcomes<span class="subtitle-colon">: </span><span class="subtitle">An initial investigation</span>
Open the PDF for in another window
Add to Citation Manager for Transformational leadership as a mediator of the relationship between behavior‐based control and salespeople's key outcomes<span class="subtitle-colon">: </span><span class="subtitle">An initial investigation</span>

From products to solutions: the role of salesperson opportunity recognition

F. Leff Bonney; Brian C. Williams
View articletitled, From products to solutions: the role of salesperson opportunity recognition
Open the PDF for in another window
Add to Citation Manager for From products to solutions: the role of salesperson opportunity recognition

An empirical investigation into the impact of relationship selling and LMX on salespeople's behaviours and sales effectiveness

Nicholas G. Paparoidamis; Paolo Guenzi
View articletitled, An empirical investigation into the impact of relationship selling and LMX on salespeople's behaviours and sales effectiveness
Open the PDF for in another window
Add to Citation Manager for An empirical investigation into the impact of relationship selling and LMX on salespeople's behaviours and sales effectiveness

Internet channel and perceived cannibalization: Scale development and validation in a personal selling context

Dheeraj Sharma; Jule B. Gassenheimer
View articletitled, Internet channel and perceived cannibalization<span class="subtitle-colon">: </span><span class="subtitle">Scale development and validation in a personal selling context</span>
Open the PDF for in another window
Add to Citation Manager for Internet channel and perceived cannibalization<span class="subtitle-colon">: </span><span class="subtitle">Scale development and validation in a personal selling context</span>