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Cited by

• 2000The Impact of Internet Use on Business-to-Business Marketing204 cited
• 2002Measuring performance at trade shows194 cited
• 2004The complementary effect of trade shows on personal selling119 cited
• 1996Marketing communication and the world wide web118 cited
• 2003The moderating effect of selling situation on the adaptive selling strategy–selling effectiveness relationship76 cited
• 1981Relation of Organisational Structure to Job Satisfaction, Anxiety-Stress and Performance59 cited
• 1973An approach for determining criteria of sales performance.52 cited
• 1990Industrial salespeople as a source of market information51 cited
• 1990Analysis of a sales force incentive plan for accurate sales forecasting and performance50 cited
• 1995Guidelines for managing an international sales force48 cited
• 2005Sales technology within the salesperson's relationships: A research agenda48 cited
• 1997The impact of values on salespeople's job responses: A cross-national investigation47 cited
• 1996Optimization models for salesforce Compensation44 cited
• 1990Leadership substitutes as moderators of sales supervisory behavior44 cited