European Journal of Marketing: Volume 43 Issue 7/8

The sales function in the twenty‐first century: where are we and where do we go from here?

Susi Geiger, Paolo Guenzi

This article aims to position current sales research in relation to what academics perceive as important future research areas for sales theory and practice. It makes the argument…

The changing role of sales: viewing sales as a strategic, cross‐functional process

Kaj Storbacka, Lynette Ryals, Iain A. Davies, Suvi Nenonen

Although there is substantial practitioner evidence for changes in the role and functioning of sales in the twenty‐first century, there is little academic research charting new…

Sales manager and sales team determinants of salesperson ethical behaviour

John W. Cadogan, Nick Lee, Anssi Tarkiainen, Sanna Sundqvist

The purpose of this paper is to develop and test a model of the role managers and peers play in shaping salespeople's ethical behaviour. The model specifies that sales manager…

The effects of coaching on salespeople's attitudes and behaviors: A contingency approach

Vincent Onyemah

This paper's aim is to provide an empirical test of the assumption that coaching impacts salespeople's attitudes and behaviors under various contingencies.

Proactive and reactive: drivers for key account management programmes

Per‐Olof Brehmer, Jakob Rehme

Key account management (KAM) programmes are a way for companies to develop existing relationships and increase sales, thus being proactive and searching for opportunities (which…

An exploratory study of sales‐marketing integrative devices

Belinda Dewsnap, David Jobber

The study explores structural devices designed to enhance collaboration between sales and marketing groups. The paper aims to develop a conceptual framework of how such…

Transformational leadership as a mediator of the relationship between behavior‐based control and salespeople's key outcomes: An initial investigation

Nikolaos Panagopoulos, Sergios Dimitriadis

Two rather distinct lines of theory/research have emerged in the study of sales manager's effectiveness. The first focuses on the notion of sales force control systems (SFCS…

From products to solutions: the role of salesperson opportunity recognition

F. Leff Bonney, Brian C. Williams

This paper seeks to define a new construct, salesperson opportunity recognition, which contributes to solutions selling effectiveness and efficiency.

An empirical investigation into the impact of relationship selling and LMX on salespeople's behaviours and sales effectiveness

Nicholas G. Paparoidamis, Paolo Guenzi

This study aims to develop and test a model of relationship selling management. It seeks to examine the impact of leadership quality and relationship selling, as antecedents of…

Internet channel and perceived cannibalization: Scale development and validation in a personal selling context

Dheeraj Sharma, Jule B. Gassenheimer

The purpose of this paper is multifold. First, this study aims to proffer a psychometric scale to measure sales agent's perception of sales cannibalization due to the addition of…