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The roles of outside and inside sales representatives
15 references·4 citing·44 second hop
The roles of outside and inside sales representatives (1991)The roles of outside and inside sales rep…Sales Force Management (2021)Sales Force ManagementSuccessfully using telemarketing in industrial sales (1988)Successfully using telemarket…Why major account selling works (1986)Why major account selling wor…Selling Activity and Sales Position Taxonomies for Industrial Salesforces (1986)Selling Activity and Sales Po…Industrial distributor selling: The roles of outside and inside sales (1986)Industrial distributor sellin…Industrial Marketing Management (1982)Industrial Marketing Manageme…Assessing Measurement Error in Key Informant Reports: A Methodological Note on Organizational Analysis in Marketing (1981)Assessing Measurement Error i…Environmental Uncertainty and Buying Group Structure: An Empirical Investigation (1979)Environmental Uncertainty and…Strategies for Planned Change. (1978)Strategies for Planned Change.Organizational Transitions: Managing Complex Change (1977)Organizational Transitions: M…The personal selling process: A critical review and model (1976)The personal selling process:…A process approach to management science implementation. (1975)A process approach to managem…A Failure of Job Enrichment: The Case of the Change That Wasn't (1975)A Failure of Job Enrichment: …Sales force performance and turnover (1973)Sales force performance and t…The Salesman's Role Revisited (1966)The Salesman's Role RevisitedMetaverse and B2B marketing: untapped research opportunities (2025)Metaverse and B2B marketing: …The effect of inside sales and hybrid sales structures on customer value creation (2022)The effect of inside sales an…Inside sales social media use and its strategic implications for salesperson-customer digital engagement and performance (2021)Inside sales social media use…The Opening and Reading Behavior of Business-to-Business Direct Mail (2000)The Opening and Reading Behav…A General Model for Understanding Organizational Buying Behavior (1972)A Model of Industrial Buyer Behavior (1973)Managing Conflict Between Departments to Serve Customers (1992)Implementation of Key Account Management: Who, why, and how? (2005)Industrial Marketing Management (2008)Salesperson social media use in business-to-business relationships: An empirical test of an integrative framework linking antecedents and consequences (2020)The social psychology of organizing (1969)Designing Complex Organizations (1973)Handbook of Industrial and Organizational Psychology. (1977)"Paradigms Lost": On Theory and Method in Research in Marketing (1983)Research Design Effects on the Reliability of Rating Scales: A Meta-Analysis (1984)Output Sector Munificence Effects on the Internal Political Economy of Marketing Channels (1987)Statistical Analysis of Sets of Congeneric Tests (1971)Intraclass Reliability Estimates: Testing Structural Assumptions (1974)Interorganizational Exchange Behavior in Marketing Channels: A Broadened Perspective (1983)CONDUCTING INTERORGANIZATIONAL RESEARCH USING KEY INFORMANTS. (1993)External Control of Organizations: Resource Dependence Perspective (2011)Marketing survey research best practices: evidence and recommendations from a review of JAMS articles (2017)Salesforce Performance and Satisfaction as a Function of Individual Difference, Interpersonal, and Situational Factors (1978)The Determinants of Salesperson Performance: A Meta-Analysis (1985)The Determinants of Salesperson Performance: A Meta-Analysis (1985)Role Stress, Work-Family Conflict and Emotional Exhaustion: Inter-Relationships and Effects on Some Work-Related Consequences (1997)Salesperson creative performance: conceptualization, measurement, and nomological validity (2002)Revolution in Sales: The Impact of Social Media and Related Technology on the Selling Environment (2012)Qualitative Analysis for Social Scientists (1987)A Dynamic Theory of Organizational Knowledge Creation (1994)Basics of qualitative research : techniques and procedures for developing grounded theory (1998)Gamification in financial service apps to enhance customer experience and engagement (2023)Fully leveraging AI in B2B sales: Exploring sales managers’ capabilities and organizational knowledge processes (2025)Do Citizenship Behaviors Matter More for Managers Than for Salespeople? (1999)Strategy type and performance: the influence of sales force management (2000)A model of close business relationships in China (guanxi) (2001)Systems thinking and organizational learning: Acting locally and thinking globally in the organization of the future (1992)Time, Temporal Capability, and Planned Change (2001)Kurt Lewin's change model: A critical review of the role of leadership and employee involvement in organizational change (2016)Factors Affecting the Use of Market Research Information: A Path Analysis (1982)From CSR1 to CSR2 (1994)A Multilevel Model of Resistance to Information Technology Implementation1 (2005)Identifying Successful Industrial Salesmen by Personality and Personal Characteristics (1977)Organizational variables, sales force perceptions of readiness for change, learning, and performance among boundary-spanning teams: A conceptual framework and propositions for research (2003)Impact of salesperson macro-adaptive selling strategy on job performance and satisfaction (2018)Risk Handling Strategies in Industrial Vendor Selection Decisions (1985)Assessing Trade Show Functions and Performance: An Exploratory Study (1987)Business Marketing Comes of Age: A Comprehensive Review of the Literature (2000)
this work references cited by second hop

References

  • 1981Assessing Measurement Error in Key Informant Reports: A Methodological Note on Organizational Analysis in Marketing1,207 cited
  • 1978Strategies for Planned Change.603 cited
  • 1977Organizational Transitions: Managing Complex Change556 cited
  • 2021Sales Force Management396 cited
  • 1979Environmental Uncertainty and Buying Group Structure: An Empirical Investigation273 cited
  • 1986Selling Activity and Sales Position Taxonomies for Industrial Salesforces236 cited
  • 1986Why major account selling works104 cited
  • 1982Industrial Marketing Management98 cited
  • 1966The Salesman's Role Revisited79 cited
  • 1976The personal selling process: A critical review and model68 cited
  • 1975A Failure of Job Enrichment: The Case of the Change That Wasn't62 cited
  • 1975A process approach to management science implementation.57 cited
  • 1973Sales force performance and turnover40 cited
  • 1986Industrial distributor selling: The roles of outside and inside sales35 cited
  • 1988Successfully using telemarketing in industrial sales19 cited

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  • 2021

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Inside sales social media use and its strategic implications for salesperson-customer digital engagement and performance
114 cited
  • 2022The effect of inside sales and hybrid sales structures on customer value creation26 cited
  • 2000The Opening and Reading Behavior of Business-to-Business Direct Mail13 cited
  • 2025Metaverse and B2B marketing: untapped research opportunities8 cited