Search Results - "Friend, Scott B."

Empirics before theory? Considerations for research sequencing within sales scholarship.

Authors: Rutherford, Brian N. Friend, Scott B.

Source: Journal of Personal Selling & Sales Management. Sep2025, Vol. 45 Issue 3, p201-203. 3p.

Multilevel Value Co-Creation Within Key Accounts.

Authors: Ranjan, Kumar R. Friend, Scott B. Malshe, Avinash

Source: Journal of Service Research. May2025, Vol. 28 Issue 2, p296-317. 22p.

Neurosales: a neuroscientific framework for sales research.

Authors: Jones, William Dugan, Riley Friend, Scott B.

Source: Journal of Personal Selling & Sales Management. Jun2026, Vol. 46 Issue 2, p173-192. 20p.

Conceptualizing an integrative typology of sales enablement strategy.

Authors: Friend, Scott B. Mangus, Stephanie M. Pullins, Ellen Bolman et al.

Source: Journal of Personal Selling & Sales Management. Mar2025, Vol. 45 Issue 1, p64-81. 18p.

Global Events Demand Global Data: COVID-19 Crisis Responses and the Future of Selling and Sales Management Around the Globe.

Authors: Rouziou, Maria Bolander, Willy Peesker, Karen et al.

Source: Journal of International Marketing. Jun2025, Vol. 33 Issue 2, p61-82. 22p.

The customer loyalty-revenue linkage: exploring the role of unconventional salesperson traits.

Authors: Sharma, Ashish Johnson, Jeff S. Friend, Scott B.

Source: Journal of Personal Selling & Sales Management. Feb2026, p1-8. 8p. 1 Illustration.

Analyzing sales proposal rejections via machine learning.

Authors: Nguyen, Peter Friend, Scott B. Chase, Kevin S. et al.

Source: Journal of Personal Selling & Sales Management. Mar2023, Vol. 43 Issue 1, p24-45. 22p. 2 Diagrams, 7 Charts, 2 Graphs.

An integrative framework of sales ecosystem well-being.

Authors: Ranjan, Kumar Rakesh Friend, Scott B.

Source: Journal of Personal Selling & Sales Management. Dec2020, Vol. 40 Issue 4, p234-250. 17p. 2 Diagrams, 5 Charts.

Effective Implementation of Predictive Sales Analytics.

Authors: Habel, Johannes Alavi, Sascha Heinitz, Nicolas

Source: Journal of Marketing Research (JMR). Aug2024, Vol. 61 Issue 4, p718-741. 24p.

The curvilinear and contingent effect of ethical climate on salesperson performance.

Authors: Johnson, Jeff S. Friend, Scott B.

Source: European Journal of Marketing. 2025, Vol. 59 Issue 2, p445-474. 30p.

Sales–Supply Chain Management Collaboration: Performance Effects and Boundary Conditions for International Salespeople.

Authors: Schrock, Wyatt A. Zhao, Yanhui Adidam, Phani Tej et al.

Source: Journal of International Marketing. Mar2024, Vol. 32 Issue 1, p112-124. 13p.

Can rewards induce corresponding forms of theft? Introducing the reward‐theft parity effect.

Authors: Johnson, Jeff S. Friend, Scott B. Esteky, Sina

Source: Business Ethics, the Environment & Responsibility. Jul2022, Vol. 31 Issue 3, p846-858. 13p.

Levels of analysis and sources of data in sales research: a multilevel-multisource review.

Authors: Johnson, Jeff S. Friend, Scott B. Horn, Bradley J.

Source: Journal of Personal Selling & Sales Management. Winter2014, Vol. 34 Issue 1, p70-86. 17p. 2 Diagrams, 5 Charts.

Big Data Facilitation, Utilization, and Monetization: Exploring the 3Vs in a New Product Development Process.

Authors: Johnson, Jeff S. Friend, Scott B. Lee, Hannah S.

Source: Journal of Product Innovation Management. Sep2017, Vol. 34 Issue 5, p640-658. 19p.

Subjects: Big data, New product development, Business enterprises, Empirical research, Technological innovations

Author Index.

Source: AMA Summer Academic Conference Proceedings. 2014, Vol. 25, pAI-1-AI-4. 4p.

Ethical Climate at the Frontline: A Meta-Analytic Evaluation.

Authors: Friend, Scott B. Jaramillo, Fernando Johnson, Jeff S.

Source: Journal of Service Research. May2020, Vol. 23 Issue 2, p116-138. 23p.

Marketing agility in high power distance cultures.

Authors: Friend, Scott B. Biemans, Wim Malshe, Avinash et al.

Source: Journal of Business Research. Mar2026, Vol. 206, pN.PAG-N.PAG. 1p.

Mixed interpretations of sales proposal signals.

Authors: Johnson, Jeff S. Friend, Scott B. Malshe, Avinash

Source: Journal of Personal Selling & Sales Management. Sep2016, Vol. 36 Issue 3, p264-280. 17p.

Index to Volume 33 of Journal of Personal Selling & Sales Management.

Source: Journal of Personal Selling & Sales Management. Fall2013, Vol. 33 Issue 4, p453-454. 2p.

Author Index.

Source: AMA Summer Academic Conference Proceedings. 2015, Vol. 26, pAl-1-Al-6. 6p.