Understanding and managing the link between firms’ strategic risk-taking and salespeople’s defensive behavior in price negotiations

2024-9-12

Salesperson lifecycle management: Challenges and research priorities

2024-8-13

Individual perceptions of leadership emergence in the B2B sector and its impact on perceived team sales performance

2024-7-29

Linking sales force integration into NPD to salesperson retention: toward a systematic framework

2024-7-26

Research note: the impact of CI diversity and organizational tenure on the relationship between competitive intelligence and sales performance: a meta-analytic review

2024-7-26

Technology use in B2B sales: examining the extant literature and identifying future research opportunities using morphological analysis

2024-7-26

Conceptualizing an integrative typology of sales enablement strategy

2024-5-9

Personal selling and sales management abstracts

2024-5-2

Understanding why and when sales role focus affects salesperson turnover: Do career aspirations and age play a role?

2024-4-17

AI in sales: Laying the foundations for future research

2024-4-2

The early-tenure salesperson: sales effort and sales growth during the ramp-up period

2024-3-12

The nine habits of highly effective researchers: strategies for strengthening scholarly submissions

2024-3-12

In search of digital solution sellers: the role of non-monetary motivation and empowering leadership behaviors

2024-2-26

Closing is more than a list of tactics: how to build rapport while facilitating a commercial exchange

2024-2-16

Personality matters: how adaptive selling skills mediate the effect of personality traits on salespeople’s exploited cross-selling potential

2024-1-9

Increasing graduates’ interest in B2B sales: how to dispel lay beliefs, fight stigma, and create a profession of choice

2024-1-9

Creating tension in sales research

2024-1-2

Is authenticity needed in service-sales ambidexterity? Examination of employees and customers’ responses

2023-12-12

Buyer-seller uncertainty: a systematic review and future research directions

2023-12-12

International sales interactions in a post-disruptive environment

2023-11-29

Understanding sales representatives’ unreliable lead management efforts: contingent impacts of sales managers’ goal and process control behaviors

2023-11-28

There’s no I in team: aligning self- and group-efficacy to optimize the effects of support on sales outcomes

2023-11-28

Frontline ambidexterity: a systematic review and future research agenda

2023-11-9

Social media in response to COVID-19: how increased social media usage affects the performance of B2B salespeople in the “new normal”

2023-10-6

Sales technology research: a review and future research agenda

2023-10-2

Team selling: a review, implications, and an agenda for sales team research

2023-10-2

Personal selling and sales management abstracts

2023-10-2

One does not fit all: what is in a salesperson sample?

2023-9-22

Reclaiming the contingent nature of the determinants of salesperson performance: an extended meta-analysis

2023-9-18

Sustainability and professional sales: a review and future research agenda

2023-9-18

When the brand is your bread and butter: review, synthesis, and directions for future exploration of salespeople-brand relationships

2023-9-18

Salesperson rapport: a literature review and research agenda for an evolving digital sales process

2023-8-22

Sales force financial compensation – a review and synthesis of the literature

2023-8-22

When sales leaders induce competition among sales employees: a source of motivation or exhaustion?

2023-7-7

Bridging academia and industry: Reflections on the double legacy of Andy Zoltners (1945–2023)

2023-7-3

Rapport building in B2B sales interactions: the process and explananda

2023-6-9

How ineffective entrepreneurial selling contributes to business failure: an explorative study on business owners of small and medium enterprises in The Netherlands

2023-5-15

Managing ambiguity: salesperson bricolage behavior and its organizational determinants

2023-5-15

Where we have been, where we are, and where we are heading: a perspective on sales research

2023-4-3

Personal-selling and sales-management abstracts

2023-4-3

The present and future of the B2B sales profession

2023-3-3

A competitive path to cohesion: multilevel effects of competitiveness in the sales force

2023-2-7

Trust repair after a sales manager error

2023-1-27

Understanding the consequences of digital technology use in sales: multilevel tensions inside sales organizations

2023-1-27

Developing a digital maturity model for the sales processes of industrial projects

2023-1-10

Treating top salespeople like superstars: the role of an informal sales climate in boosting sales output

2023-1-6

Leadership transition and journal advancements

2023-1-2

Using the power of machine learning in sales research: process and potential

2022-10-28

Starting conversations with new customers: a research note on the moderating effect of experience on responses to small talk

2022-10-28

Exploring changes in organizational purchasing behaviors brought about by COVID-19 as a catalyst for new directions in sales research

2022-10-2