European Journal of Marketing

The sales function in the twenty-first century: where are we and where do we go from here?
pp. 873-889(17)
Authors: Geiger, Susi; Guenzi, Paolo

The changing role of sales: viewing sales as a strategic, cross-functional process
pp. 890-906(17)
Authors: Storbacka, Kaj; Ryals, Lynette; Davies, Iain A.; Nenonen, Suvi

Sales manager and sales team determinants of salesperson ethical behaviour
pp. 907-937(31)
Authors: Cadogan, John W.; Lee, Nick; Tarkiainen, Anssi; Sundqvist, Sanna

The effects of coaching on salespeople's attitudes and behaviors: A contingency approach
pp. 938-960(23)
Author: Onyemah, Vincent

Proactive and reactive: drivers for key account management programmes
pp. 961-984(24)
Authors: Brehmer, Per-Olof; Rehme, Jakob

An exploratory study of sales-marketing integrative devices
pp. 985-1007(23)
Authors: Dewsnap, Belinda; Jobber, David

Transformational leadership as a mediator of the relationship between behavior-based control and salespeople's key outcomes: An initial investigation
pp. 1008-1031(24)
Authors: Panagopoulos, Nikolaos; Dimitriadis, Sergios

From products to solutions: the role of salesperson opportunity recognition
pp. 1032-1052(21)
Authors: Bonney, F. Leff; Williams, Brian C.

An empirical investigation into the impact of relationship selling and LMX on salespeople's behaviours and sales effectiveness
pp. 1053-1075(23)
Authors: Paparoidamis, Nicholas G.; Guenzi, Paolo

Internet channel and perceived cannibalization: Scale development and validation in a personal selling context
pp. 1076-1091(16)
Authors: Sharma, Dheeraj; Gassenheimer, Jule B.