BSAL: Journal Articles

Acing Value-Based Sales by Bertini, M., Koenigsberg, O., & Snelgrove, T.

Inside sales agent’s sales activities influence on work outcomes and sales agent tenure through autonomous motivation by Conde, R., & Prybutok, V.

Inside sales managers’ utilization of cultural controls as part of a sales control portfolio to enhance overall sales performance by Conde, R., Prybutok, V., Thompson, K., & Sumlin, C.

Leadership Styles, Motivation, Communication and Reward Systems in Business Performance by Meirinhos, G., Cardoso, A., Neves, M., Silva, R., & Rêgo, R.

LINKING LEARNING TO PERFORMANCE—A SALES CASE STUDY: PART 1 by Torchiana, J., & Elliott, P.

LINKING LEARNING TO PERFORMANCE—A SALES CASE STUDY: PART 2 by Torchiana, J., & Elliott, P.

People, Process, and Performance: Setting an agenda for sales enablement research by Rangarajan, D., Dugan, R., Rouziou, M., & Kunkle, M.

Self-oriented competitiveness in salespeople: sales management implications by Schrock, W. A., Hughes, D. E., Zhao, Y., Voorhees, C., & Hollenbeck, J. R.

When sales leaders induce competition among sales employees: a source of motivation or exhaustion? by Friess, M., Alavi, S., Habel, J., & Richter, B.

Understanding and motivating salesperson resilience by Good, V., Hughes, D. E., & LaBrecque, A. C.

Understanding sales representatives' unreliable lead management efforts: contingent impacts of sales managers' goal and process control behaviors by Altenscheidt, J., Ernst, S.-C., & Schmitz, C.