91. How customer perception of dependence on salesperson and customer–salesperson guanxi determine salesperson influence effectiveness. Issue 1 (2nd January 2022) Authors: Wu, Wen-Kuei Journal: Journal of personal selling & sales management Issue: Volume 42:Issue 1(2022) Page Start: 12 Record Type: Journal Article View Content: Available online (eLD content is only available in our Reading Rooms) ↗
92. How the introduction of digital sales channels affects salespeople in business-to-business contexts: a qualitative inquiry. Issue 2 (3rd April 2021) Authors: Bongers, Franziska M.; Schumann, Jan H.; Schmitz, Christian Journal: Journal of personal selling & sales management Issue: Volume 41:Issue 2(2021) Page Start: 150 Record Type: Journal Article View Content: Available online (eLD content is only available in our Reading Rooms) ↗
93. Hybrid sales structures in the age of e-commerce. Issue 3 (3rd July 2018) Authors: Thaichon, Park; Surachartkumtonkun, Jiraporn; Quach, Sara; Weaven, Scott; Palmatier, Robert W. Journal: Journal of personal selling & sales management Issue: Volume 38:Issue 3(2018) Page Start: 277 Record Type: Journal Article View Content: Available online (eLD content is only available in our Reading Rooms) ↗
94. I need to be your only friend: the effect of salesperson network centrality on opportunistic behavior. Issue 2 (3rd April 2019) Authors: Kang, Diane; Ryu, Sungmin; Lee, Seung-Hyun Journal: Journal of personal selling & sales management Issue: Volume 39:Issue 2(2019) Page Start: 159 Record Type: Journal Article View Content: Available online (eLD content is only available in our Reading Rooms) ↗
95. Improving assessment center criterion validity for salesperson selection: a socioanalytic approach. Issue 3 (3rd July 2022) Authors: Kückelhaus, Bastian P.; Titze, Julia L.; Blickle, Gerhard Journal: Journal of personal selling & sales management Issue: Volume 42:Issue 3(2022) Page Start: 209 Record Type: Journal Article View Content: Available online (eLD content is only available in our Reading Rooms) ↗
96. Improving online panel data usage in sales research. Issue 1 (2nd January 2016) Authors: Johnson, Jeff S. Journal: Journal of personal selling & sales management Issue: Volume 36:Issue 1(2016) Page Start: 74 Record Type: Journal Article View Content: Available online (eLD content is only available in our Reading Rooms) ↗
97. Incentivizing of inside sales units — the interplay of incentive types and unit structures. Issue 3 (3rd July 2021) Authors: Homburg, Christian; Morguet, Theresa R.; Hohenberg, Sebastian Journal: Journal of personal selling & sales management Issue: Volume 41:Issue 3(2021) Page Start: 181 Record Type: Journal Article View Content: Available online (eLD content is only available in our Reading Rooms) ↗
98. Inferring salesperson capability using stochastic frontier analysis. Issue 3 (2nd July 2016) Authors: Feng, Cong; Fay, Scott A. Journal: Journal of personal selling & sales management Issue: Volume 36:Issue 3(2016) Page Start: 294 Record Type: Journal Article View Content: Available online (eLD content is only available in our Reading Rooms) ↗
99. Infinite value : accelerating profitable growth through value-based selling /: accelerating profitable growth through value-based selling. (2017) Authors: Davies, Mark A. P Record Type: Book Extent: 1 online resource (344 pages) View Content: Available online (eLD content is only available in our Reading Rooms) ↗
100. Influence of salesperson political skill: improving relationship building and reducing customer-directed deviance. Issue 3 (3rd July 2021) Authors: Schwepker, Charles H.; Good, Megan C. Journal: Journal of personal selling & sales management Issue: Volume 41:Issue 3(2021) Page Start: 200 Record Type: Journal Article View Content: Available online (eLD content is only available in our Reading Rooms) ↗