JOURNAL OF BUSINESS & INDUSTRIAL MARKETING Journal

publication venue for

I want what they have: the impact of salesperson envy on customer relationships amid organizational disruption 2023
Globalization orientation, business practices and performance outcomes: an empirical investigation of B2B manufacturing firms 2023
Acquaintances or friends? Exploring the effects of contracts, trust and ethical level on opportunism in manufacturer-distributor relationships. 36:137-149. 2021
Tell me more: how salespeople encourage customer disclosure. 36:717-728. 2021
Tell me more: how salespeople encourage customer disclosure 2020
Acquaintances or friends? Exploring the effects of contracts, trust and ethical level on opportunism in manufacturer-distributor relationships 2020
Fuzzy front end of innovation: a dual theoretical rationale. 34:176-191. 2019
Unethical sales behavior neutralization: the impact of salesperson role variables and moderating effects of role relationship orientation. 34:62-79. 2019
Unethical sales behavior neutralization: the impact of salesperson role variables and moderating effects of role relationship orientation. 34:62-79. 2019
The role of salesperson brand selling confidence in enhancing important sales management outcomes: a social identity approach. 33:277-290. 2018
The role of salesperson brand selling confidence in enhancing important sales management outcomes: a social identity approach. 33:277-290. 2018
Buyer versus salesperson expectations for an initial B2B sales meeting. 32:47-57. 2017
Buyer versus salesperson expectations for an initial B2B sales meeting. 32:46-56. 2017
Antecedents and anticipated outcomes of superstitious behavior among professional salespeople. 29:227-237. 2014
Antecedents and anticipated outcomes of superstitious behavior among professional salespeople. 29:227-237. 2014
How salespeople deal with intergenerational relationship selling. 26:443-455. 2011
The role of uncertainty and sales control in the development of sales manager trust. 25:30-42. 2010
A re-examination of B2B sales performance. 24:598-609. 2009
Salesforce automation tool selectivity: an agency theory perspective. 23:486-495. 2008
The extent of technology usage and salespeople: an exploratory investigation. 22:52-61. 2007

category

BUSINESS Category

International Standard Serial Number (ISSN)

0885-8624

Electronic International Standard Serial Number (EISSN)

2052-1189

journal abbreviation

J BUS IND MARK