Research & Publications
Publications
Call for Papers - The sixth annual Global Sales Science Institute (GSSI) Conference will be held at Turku University of Applied Sciences in Turku, Finland on June 13-15, 2012. As technology continues to flatten the global marketplace, instantaneous access to information prompts business and consumers to engage with products and companies at higher levels. Such increased involvement coupled with opportunities to co-create value during the sales exchange results in a society that is more fully participative in the sales process. Moving far beyond the exchange of goods and services, the co-creation of value during the sales and communications processes has challenged traditional views of selling and creates new opportunities for sales research, practice and education.
2010
Michael Ahearne, Scott B. MacKenzie, Phillip M. Podsakoff, John E. Mathieu, and Son K. Lam, "The Role of Consensus in Sales Team Performance," Journal of Marketing Research
Kevin Bradford, Steven Brown, Shankar Ganesan, Gary Hunter, Vincent Onyemah, Robert Palmatier, Dominique Rouziθs, Rosann Spiro, Harish Sujan, Barton Weitz, "The Embedded Sales Force: Connecting Buying and Selling Organizations," Marketing Letters
2006
Neil A. Morgan and Lopo L. Rego, The Value of Different Customer Satisfaction and Loyalty Metrics in Predicting Business Performance, Marketing Science
2005
Thomas N. Ingram, Raymond W. LaForge, William B. Locander, Scott B. MacKenzie, and Philip M. Podsakoff
New Directions for Sales Leadership Research, Journal of Personal Selling & Sales Management
William L. Cron, Greg W. Marshall, Jagdip Singh, Rosann L. Spiro, and Harish Sujan
Salesperson Selection, Training, and Development, Journal of Personal Selling & Sales Management
2004
Michael Wiles and Rosann L. Spiro, Attracting Graduates to Sales Positions: The Role of Recruiter Knowledge Revisited, Journal of Personal Selling & Sales Management
2003
Andrea Dixon, Rosann L. Spiro, and Lukas P. Forbes, Attributions and Behavioral Intentions of Inexperienced Salespersons to Failure: An Empirical Investigation, Journal of Academy of Marketing Science
2001
Andrea L. Dixon, Rosann L. Spiro, and Maqbul Jamil, Successful and Unsuccessful Sales Calls: Measuring Salespersons Attributions and Behaviornal Intentions, Journal of Marketing
Scott B. MacKenzie, Philip M. Podsakoff, and Gregory A. Rich, Transformational and Transactional Leadership and Salesperson Performance, Journal of the Academy of Marketing Science
1999
Nigel F. Piercy, David W. Cravens, and Neil A. Morgan , Relationships between Sales Management Control, Territory Design, Salesperson Performance and Sales Organization Effectivenes, British Journal of Management
Scott B. MacKenzie, Philip M. Podsakoff, and Julie Paine, Do Citizenship Behaviors Matter More for Managers than for Salespeople? Journal of the Academy of Marketing Science
Greg Rich, William Bommer, Scott B. MacKenzie, Philip Podsakoff, and Jonathan Johnson, Apples and Apples or Apples and Oranges? A Meta-Analysis of Objective and Subjective Measures of Salesperson Performance, Journal of Personal Selling & Sales Management
1998
Nigel F. Piercy, David W. Cravens, and Neil A. Morgan , Salesforce Performance and Behaviour-based Management Processes in Business-to-Business Sales Organization, European Journal of Marketing
Scott B. MacKenzie, Philip M. Podsakoff, and Michael Ahearne, Some Possible Antecedents and Consequences of In-Role and Extra-Role Salesperson Performance, Journal of Marketing
