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European Journal of Marketing

Volume 43 Issue 7

Published: 2009 | Start Page: 873


Special Issue: The sales function in the 21st century
Guest Editor(s): Susi Geiger and Paolo Guenzi
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Articles

Articles
Article No: Article Information:
1801057 The sales function in the twenty-first century: where are we and where do we go from here?
Susi Geiger, Paolo Guenzi (pp. 873-889)
Keywords: Research, Sales, Sales management
ArticleType: General review
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1801058 The changing role of sales: viewing sales as a strategic, cross-functional process
Kaj Storbacka, Lynette Ryals, Iain A. Davies, Suvi Nenonen (pp. 890-906)
Keywords: Case studies, Change management, Sales, Sales force, Sales strategies
ArticleType: Research paper
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1801059 Sales manager and sales team determinants of salesperson ethical behaviour
John W. Cadogan, Nick Lee, Anssi Tarkiainen, Sanna Sundqvist (pp. 907-937)
Keywords: Business ethics, Employee behaviour, Sales management, Standards, Team working
ArticleType: Research paper
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1801060 The effects of coaching on salespeople's attitudes and behaviors: A contingency approach
Vincent Onyemah (pp. 938-960)
Keywords: Attitudes, Behaviour, Coaching, Leaders, Sales force
ArticleType: Research paper
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1801061 Proactive and reactive: drivers for key account management programmes
Per-Olof Brehmer, Jakob Rehme (pp. 961-984)
Keywords: Complexity theory, Industrial marketing, Key accounts, Sales management
ArticleType: Research paper
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1801062 An exploratory study of sales-marketing integrative devices
Belinda Dewsnap, David Jobber (pp. 985-1007)
Keywords: Integration, Marketing strategy, Sales, Trade, United Kingdom
ArticleType: Research paper
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1801063 Transformational leadership as a mediator of the relationship between behavior-based control and salespeople's key outcomes: An initial investigation
Nikolaos Panagopoulos, Sergios Dimitriadis (pp. 1008-1031)
Keywords: Control systems, Sales management, Sales performance, Transformational leadership
ArticleType: Research paper
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1801064 From products to solutions: the role of salesperson opportunity recognition
F. Leff Bonney, Brian C. Williams (pp. 1032-1052)
Keywords: Marketing opportunities, Product innovation, Sales, Selling methods
ArticleType: Research paper
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1801065 An empirical investigation into the impact of relationship selling and LMX on salespeople's behaviours and sales effectiveness
Nicholas G. Paparoidamis, Paolo Guenzi (pp. 1053-1075)
Keywords: Behaviour, Customer orientation, Relationship marketing, Sales force, Sales performance
ArticleType: Research paper
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1801066 Internet channel and perceived cannibalization: Scale development and validation in a personal selling context
Dheeraj Sharma, Jule B. Gassenheimer (pp. 1076-1091)
Keywords: Innovation, Job satisfaction, Marketing strategy, Sales, Sales force
ArticleType: Research paper
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