Journal of Business & Industrial Marketing: Volume 12 Issue 3/4

Salesperson behavior: antecedents and links to performance

Thomas G. Brashear, Danny N. Bellenger, Hiram C. Barksdale, Thomas N. Ingram

Examines the impact of selling behaviors on performance. The time spent actually selling and servicing clients is shown positively to influence salesperson performance. Having a…

The future of sales training: making choices among six distance education methods

Robert C. Erffmeyer, Dale A. Johnson

Previous research has revealed that sales trainers have been reluctant to incorporate distance education training methods into their programs. This study investigated the…

Salesforce automation and the adoption of technological innovations by salespeople: theory and implications

Madhavan Parthasarathy, Ravipreet S. Sohi

In the past few years, organizations have spent millions of dollars adopting salesforce automation (SFA) systems, and this trend continues to grow. Despite its significance, very…

Salesforce automation issues prior to implementation: the relationship between attitudes toward technology, experience and productivity

Bruce D. Keillor, R. Edward Bashaw, Charles E. Pettijohn

One of the primary characteristics of the sales environment of the next century will be the proliferation of technology as an important component of the sales process. The…

The power of technology in business selling: call centers

Paul R. Prabhaker, Michael J. Sheehan, John I. Coppett

Changes in market conditions and trends often point to the need for changes in the marketing approaches being used. Current market trends such as fierce competition and…

International salesforce management: a relationship perspective

Jeffrey E. Lewin, Wesley J. Johnston

As world trade has expanded to over two trillion dollars in the past 20 years, the international environment with all its complexities has become the arena in which many sales…

Business relationships: an examination of the effects of buyer‐salesperson relationships on customer retention and willingness to refer and recommend

James S. Boles, Hiram C. Barksdale, Julie T. Johnson

Examines the effect of the quality of a salesperson’s relationship with a customer on the likelihood of retaining that customer’s business. Assesses the effects of…