Journal of Business-to-Business Marketing, Volume 29, Issue 3-4 (2022)

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Journal of Business-to-Business Marketing, Volume 29, Issue 3-4 (2022)

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The Role of Grit and Emotional Exhaustion in the Selling Process

Introduction

Introduction
The Role of Grit and Emotional Exhaustion in the Selling Process
Lucy M. Matthews & Diane R. Edmondson
Pages: 239-246
Published online: 20 Sep 2022
AbstractforThe Role of Grit and Emotional Exhaustion in the Selling Process | Full Text | References | PDF (277.1 KB) | EPUB
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Research Article

Article
Reducing Salesperson Turnover Intentions via Organizational Market Orientation and Selective Hiring: A Job Demand-Resources Approach
David E. Fleming, Andrew B. Artis, Eric G. Harris, J. Ricky Fergurson & Matthew A Askew
Pages: 247-269
Published online: 16 Sep 2022
AbstractforReducing Salesperson Turnover Intentions via Organizational Market Orientation and Selective Hiring: A Job Demand-Resources Approach | Full Text | References | PDF (604.9 KB) | EPUB
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Article
A Nuanced Analysis of Salesperson Grit: Exploring Perseverance, Consistency, and Mind-set
Matthew M. Lastner, Michael C. Peasley & Mark J. Pelletier
Pages: 271-291
Published online: 09 Sep 2022
AbstractforA Nuanced Analysis of Salesperson Grit: Exploring Perseverance, Consistency, and Mind-set | Full Text | References | PDF (600.4 KB) | EPUB
  • 333 Views
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Article
Improving Business-to-Business Relationship Quality Through Salespeople’s Grit and Political Skill
Charles H. Schwepker Jr. & Megan C. Good
Pages: 293-309
Published online: 09 Sep 2022
AbstractforImproving Business-to-Business Relationship Quality Through Salespeople’s Grit and Political Skill | Full Text | References | PDF (586.7 KB) | EPUB
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Article
The New Norm for Sales Organizations: Impact of Technology During Environmental Turbulence
Michael Rodriguez & Stefanie Boyer
Pages: 311-319
Published online: 26 Sep 2022
First Page PreviewforThe New Norm for Sales Organizations: Impact of Technology During Environmental Turbulence | Full Text | References | PDF (1.3 MB) | EPUB
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Article
International Industrial Selling: Demands, Resources, and Burnout
Ryan L. Matthews & Brian N. Rutherford
Pages: 321-334
Published online: 27 Sep 2022
AbstractforInternational Industrial Selling: Demands, Resources, and Burnout | Full Text | References | PDF (478.7 KB) | EPUB
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Article
Masking the Role or Masking the Toll? The Effects of Career Fit on Salesperson Burnout
Emily C. Tanner, Rhett Epler & John F. Tanner
Pages: 335-352
Published online: 21 Sep 2022
AbstractforMasking the Role or Masking the Toll? The Effects of Career Fit on Salesperson Burnout | Full Text | References | PDF (530.8 KB) | EPUB
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Article
Should I Stay or Should I Go? The Cascading Impact of Performance Pressure on Supervisor Bottom-Line Mentality and Salesperson Hypervigilant Decision Making, Emotional Exhaustion, and Engagement
Barron W. Brown, Jennifer A. Locander & William B. Locander
Pages: 353-368
Published online: 08 Sep 2022
AbstractforShould I Stay or Should I Go? The Cascading Impact of Performance Pressure on Supervisor Bottom-Line Mentality and Salesperson Hypervigilant Decision Making, Emotional Exhaustion, and Engagement | Full Text | References | PDF (610.9 KB) | EPUB
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Article
Understanding How Salesperson Envy and Emotional Exhaustion Lead to Negative Consequences: The Role of Motivation
Tyler Hancock, Ellen Bolman Pullins, Catherine M. Johnson & Michael L. Mallin
Pages: 369-386
Published online: 13 Sep 2022
AbstractforUnderstanding How Salesperson Envy and Emotional Exhaustion Lead to Negative Consequences: The Role of Motivation | Full Text | References | PDF (649.2 KB) | EPUB
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