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Selling & Sales Management

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References

1994Quo Vadis, marketing? Toward a relationship marketing paradigm669 cited

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1997Change Management Initiatives: Moving Sales Organizations from Obsolescence to High Performance103 cited
1993The Relationship Between Psychological Climate And Salesperson-Sales Manager Trust in Sales Organizations101 cited
1998The Quality of Salesperson-Manager Relationship: The Effect of Latitude, Loyalty and Competence75 cited
1999Influence of Personal Characteristics on Salespeople's Coping Style72 cited
2000An Empirical Investigation of Critical Success Factors in the Personal Selling Process for Homogenous Goods70 cited
2002Strategic Collaborative Communication by Key Account Representatives66 cited
2001The Strategic Role of the Salesperson in Reducing Customer Defection in Business Relationships63 cited
2013Effective Major Account Sales Management56 cited
1997National Account Management: Large Account Selling or Buyer-Supplier Alliance?52 cited
2002An Exploratory Model and Initial Test of the Influence of Firm Level Consulting-Oriented Sales Force Programs on Sales Force Performance46 cited
1995When the Sales Manager is a Woman: An Exploration into the Relationship Between Salespeople's Gender and their Responses to Leadership Styles42 cited
1996Salesforce Socialization Tactics: Building Organizational Value Congruence41 cited

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2017The role of delight in driving repurchase intentions38 cited

1998Older Salespeople's Role in Retail Encounters35 cited

1998A Conceptual Scheme and Procedure for Classifying Sales Positions35 cited

1992Initial Impressions in the Organizational Buyer-Seller Dyad: Sales Management Implications33 cited