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Editorial: Relational disruptions in sales and sales management

Brian N. Rutherford, Nathaniel Hartmann, Nwamaka Anaza, Scott C. Ambrose

Journal of Business & Industrial Marketing (2024) 39 (4): 669–672.

https://doi.org/10.1108/JBIM-04-2024-639

Published: 08 May 2024

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Journal Articles

Inflection points during a disruptive event: planning within the sales force

Ryan L. Matthews, Brian N. Rutherford, Lucy M. Matthews, Diane R. Edmondson

Journal of Business & Industrial Marketing (2024) 39 (4): 721–734.

https://doi.org/10.1108/JBIM-12-2022-0575

Published: 27 November 2023

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Journal Articles

Stages of the international industrial sales process

Brian N. Rutherford, Ryan L. Matthews

Journal of Business & Industrial Marketing (2024) 39 (1): 1–13.

https://doi.org/10.1108/JBIM-01-2023-0031

Published: 10 July 2023

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Journal Articles

Single versus multiple salesforce go-to-market strategy: the impact of sales orientation on conflict, salesperson-owned loyalty and buyer-exit propensity

Nwamaka A. Anaza, Brian N. Rutherford, Gavin Jiayun Wu, Ashok Bhattarai

Journal of Business & Industrial Marketing (2023) 38 (3): 680–697.

https://doi.org/10.1108/JBIM-03-2021-0139

Published: 10 May 2022

View article titled, Single versus multiple salesforce go-to-market strategy: the impact of sales orientation on conflict, salesperson-owned loyalty and buyer-exit propensity

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Journal Articles

Multi-faceted organizational buyer burnout

Nwamaka A. Anaza, Dana E. Harrison, Brian N. Rutherford

Journal of Business & Industrial Marketing (2020) 35 (6): 1113–1124.

https://doi.org/10.1108/JBIM-02-2019-0092

Published: 16 March 2020

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Journal Articles

Reducing emotional exhaustion and increasing organizational support

G. Alexander Hamwi, Brian N. Rutherford, James S. Boles

Journal of Business & Industrial Marketing (2011) 26 (1): 4–13.

https://doi.org/10.1108/08858621111097166

Published: 31 January 2011

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Editorial: Relational disruptions in sales and sales management

Inflection points during a disruptive event: planning within the sales force

Stages of the international industrial sales process

Single versus multiple salesforce go-to-market strategy: the impact of sales orientation on conflict, salesperson-owned loyalty and buyer-exit propensity

Multi-faceted organizational buyer burnout

Reducing emotional exhaustion and increasing organizational support

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