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Cited by

• 2002Salesperson creative performance: conceptualization, measurement, and nomological validity331 cited
• 2004The evolution of the seven steps of selling323 cited
• 2012Social Media’s Influence on Business-to-Business Sales Performance314 cited
• 2003Firm market orientation and salesperson customer orientation: interpersonal and intrapersonal influences on customer service and retention in business-to-business buyer–seller relationships243 cited
• 2005The Effects of Sales Message and Suspicion of Ulterior Motives on Salesperson Evaluation199 cited
• 1999Active Empathetic Listening and Selling Success: A Conceptual Framework196 cited
• 2006A Contingency Approach to Adaptive Selling Behavior and Sales Performance: Selling Situations and Salesperson Characteristics190 cited
• 2019“This is not sponsored content” – The effects of impartiality disclosure and e-commerce landing pages on consumer responses to social media influencer posts184 cited
• 1999Empowered Selling Teams: How Shared Leadership Can Contribute to Selling Team Outcomes182 cited
• 2005Key Accounts and Team Selling: A Review, Framework, and Research Agenda157 cited
• 2000Sales Call Anxiety: Exploring What it Means When Fear Rules a Sales Encounter146 cited
• 1993Effective Interpersonal Listening and Personal Selling125 cited
• 2013Salesperson competitive intelligence and performance: The role of product knowledge and sales force automation usage