University Library: MKT/711: Marketing and Managing the Customer Relationship: Week 5

Personal Selling and Distribution

Anderson, R. E., Cohen, A. H., Christ, P. F., Mehta, R., & Dubinsky, A. J. (2020). Provenance, evolution, and transition of personal selling and sales management to strategic marketing channel management. Journal of Marketing Channels, 26(1), 28.
Habel, J., Alavi, S., & Linsenmayer, K. (2021). From personal to online selling: How relational selling shapes salespeople’s promotion of e-commerce channels. Journal of Business Research, 132, 373-382.
O’Donnell, E., & Marsh, L. (2022). The impact of compensation structure on salesperson perceptions and behaviors: Insights from the sales literature. Compensation & Benefits Review, 54(1), 3-11.
Paesbrugghe, B., Sharma, A., Rangarajan, D., & Syam, N. (2018). Personal selling and the purchasing function: Where do we go from here? Journal of Personal Selling & Sales Management, 38(1), 123-143.
Rayburn, S., Badrinarayanan, V., ..., & Gupta, A. (2021). Continuous techno-training and business-to-business salesperson success: How boosting techno-efficacy enhances sales effort and performance. Journal of Business Research, 133, 66-78.
Wiseman, P., Ahearne, M., Hall, Z., & Tirunillai, S. (2022). Onboarding salespeople: Socialization approaches. Journal of Marketing, 1.

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