[HTML][HTML] The sales-marketing interface: A systematic literature review and directions for future research
How sales and marketing come together in the pursuit of satisfying customers and achieving
organizational objectives is of key concern to both academics and practitioners …
organizational objectives is of key concern to both academics and practitioners …
The state of selling & sales management research: a review and future research agenda
Sales research has been an on-going endeavor for over 100 years. With countless papers
on the various sales-centric topics that have been authored, there are still massive gaps in …
on the various sales-centric topics that have been authored, there are still massive gaps in …
[HTML][HTML] How do GHRM practices influence firms' economic performance? A meta-analytic investigation of the role of GSCM and environmental performance
This meta-analysis of 138 effect sizes from 75 studies examines the effect of green human
resource management (GHRM) practices on organisations' economic performance (ECP) …
resource management (GHRM) practices on organisations' economic performance (ECP) …
Building customer relationships while achieving sales performance results: Is listening the holy grail of sales?
Despite its importance in sales, listening is an overlooked concept in research with limited
empirical studies examining the construct since the work conducted by Castleberry and …
empirical studies examining the construct since the work conducted by Castleberry and …
Service strategy's effect on firm performance: A meta-analysis of the servitization literature
The servitization literature has evolved into a rich field of academic inquiry that today calls
for a consolidation of extant knowledge and opens new opportunities for meta-analytic …
for a consolidation of extant knowledge and opens new opportunities for meta-analytic …
Self-efficacy and personal selling: review and examination with an emphasis on sales performance
RA Peterson - Journal of Personal Selling & Sales Management, 2020 - Taylor & Francis
Self-efficacy has been a focal construct in personal selling research for more than four
decades. This article reviews and examines how self-efficacy has been conceptualized …
decades. This article reviews and examines how self-efficacy has been conceptualized …
Ethical climate at the frontline: A meta-analytic evaluation
Long-term customer relationships develop over repeated interactions, underscoring the
importance of frontline employees (FLEs) engaging in ethical behaviors. Therefore …
importance of frontline employees (FLEs) engaging in ethical behaviors. Therefore …
Organisational and environmental indicators of B2B sales performance
Impression management tactics have recently been identified as effective strategies for
co** with work stressors. However, despite the evidence that using a combination of …
co** with work stressors. However, despite the evidence that using a combination of …
Salespeople's sales performance skills in B2B of services firms–a cross-industrial study
Purpose This study aims to examine the role of salespeople's skills in relative and absolute
SP in business-to-business (B2B) settings of services firms. This conceptual logic reported in …
SP in business-to-business (B2B) settings of services firms. This conceptual logic reported in …