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Journal Articles

Boundary resource interactions in solution networks

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Ruiqi Wei, Roisin Vize, Susi Geiger
Journal: European Journal of Marketing
European Journal of Marketing (2022) 56 (2): 532–561.
https://doi.org/10.1108/EJM-07-2020-0522
Published: 17 January 2022
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Journal Articles

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

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Susi Geiger, Paolo Guenzi
Journal: European Journal of Marketing
European Journal of Marketing (2009) 43 (7-8): 873–889.
https://doi.org/10.1108/03090560910961434
Published: 24 July 2009
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Journal Articles

From products to solutions: the role of salesperson opportunity recognition

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F. Leff Bonney, Brian C. Williams
Journal: European Journal of Marketing
European Journal of Marketing (2009) 43 (7-8): 1032–1052.
https://doi.org/10.1108/03090560910961506
Published: 24 July 2009
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Journal Articles

An exploratory study of sales‐marketing integrative devices

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Belinda Dewsnap, David Jobber
Journal: European Journal of Marketing
European Journal of Marketing (2009) 43 (7-8): 985–1007.
https://doi.org/10.1108/03090560910961489
Published: 24 July 2009
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Journal Articles

Proactive and reactive: drivers for key account management programmes

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Per‐Olof Brehmer, Jakob Rehme
Journal: European Journal of Marketing
European Journal of Marketing (2009) 43 (7-8): 961–984.
https://doi.org/10.1108/03090560910961470
Published: 24 July 2009
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Journal Articles

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

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Kaj Storbacka, Lynette Ryals, Iain A. Davies, Suvi Nenonen
Journal: European Journal of Marketing
European Journal of Marketing (2009) 43 (7-8): 890–906.
https://doi.org/10.1108/03090560910961443
Published: 24 July 2009
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Journal Articles

Sales manager and sales team determinants of salesperson ethical behaviour

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John W. Cadogan, Nick Lee, Anssi Tarkiainen, Sanna Sundqvist
Journal: European Journal of Marketing
European Journal of Marketing (2009) 43 (7-8): 907–937.
https://doi.org/10.1108/03090560910961452
Published: 24 July 2009
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Journal Articles

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

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Dheeraj Sharma, Jule B. Gassenheimer
Journal: European Journal of Marketing
European Journal of Marketing (2009) 43 (7-8): 1076–1091.
https://doi.org/10.1108/03090560910961524
Published: 24 July 2009
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Journal Articles

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

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Nikolaos Panagopoulos, Sergios Dimitriadis
Journal: European Journal of Marketing
European Journal of Marketing (2009) 43 (7-8): 1008–1031.
https://doi.org/10.1108/03090560910961498
Published: 24 July 2009
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Journal Articles

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

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Nicholas G. Paparoidamis, Paolo Guenzi
Journal: European Journal of Marketing
European Journal of Marketing (2009) 43 (7-8): 1053–1075.
https://doi.org/10.1108/03090560910961515
Published: 24 July 2009
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Journal Articles

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

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Vincent Onyemah
Journal: European Journal of Marketing
European Journal of Marketing (2009) 43 (7-8): 938–960.
https://doi.org/10.1108/03090560910961461
Published: 24 July 2009
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Journal Articles

Exploring salesperson learning in the client relationship nexus

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Darach Turley, Susi Geiger
Journal: European Journal of Marketing
European Journal of Marketing (2006) 40 (5-6): 662–681.
https://doi.org/10.1108/03090560610657886
Published: 01 May 2006
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