Keyword

sales behavior

Description: The actions and interaction patterns salespeople use when engaging customers, presenting offerings, and pursuing sales outcomes.

Primary topic: Employee Performance and Motivation (27%)

OpenAlex ID: keywords/sales-behavior

Theories of selling.

1925 · E.K. Strong · Journal of Applied Psychology · 240

Achieving Service-Sales Ambidexterity

2012 · Ting Yu, Paul G. Patterson, et al. · Journal of Service Research · 132

Determining Consumer Preferences for Ecolabeled Forest Products: An Experimental Approach

2004 · Roy C. Anderson, Eric N. Hansen · Journal of Forestry · 104

PDF

The Effect of Personal Relationship and Consultative Task Behaviors on Buyer Perceptions of Salesperson Trust, Expertise, and Loyalty

2011 · Stephen J. Newell, Joseph J. Belonax, et al. · The Journal of Marketing Theory and Practice · 79

Sales Education Efficacy

2014 · William Bolander, Leff Bonney, et al. · Journal of Marketing Education · 72

The roles of political skill and intrinsic motivation in performance prediction of adaptive selling

2018 · Takuma Kimura, Belén Bande, et al. · Industrial Marketing Management · 60

PDF

The Mediating Role of Sales Behaviors: An Alternative Perspective of Sales Performance and Effectiveness

1994 · Richard E. Plank, David A. Reid · Journal of Personal Selling and Sales Management · 57

Crisis of Conscience: The Use of Coercive Sales Tactics and Resultant Felt Stress in the Salesperson

2003 · Richard G. McFarland · Journal of Personal Selling and Sales Management · 49

Effects of Sales-Related Capabilities of Personal Selling Organizations on Individual Sales Capability, Sales Behaviors and Sales Performance in Cosmetics Personal Selling Channels

2021 · Ho-Taek Yi, Young-Bong Cha, et al. · Sustainability · 41

PDF

Prompts, Goal Setting and Feedback to Increase Suggestive Selling

1987 · Michael T Ralis, Richard M. O'Brien · Journal of Organizational Behavior Management · 40

The purchasing orientation of small company owners

2009 · Chris Ellegaard · Journal of Business and Industrial Marketing · 39

More than one way to persist: Unpacking the nature of salesperson persistence to understand its effects on performance

2018 · Nawar N. Chaker, Alex R. Zablah, et al. · Industrial Marketing Management · 36

Three Levels of Ethical Influences on Selling Behavior and Performance: Synergies and Tensions

2017 · Selma Kadic-Maglajlic, Milena Micevski, et al. · Journal of Business Ethics · 36

A retail demand forecasting model based on data mining techniques

2015 · Irem Islek, Sule Gunduz Oguducu · IEEE International Symposium on Industrial Electronics (ISIE) · 33

Customer showrooming behavior, customer orientation, and emotional labor: Sales control as a moderator

2023 · Hyewon Park, Won-Moo Hur · Journal of Retailing and Consumer Services · 32

Behavior management in a large industrial firm

1971 · Ted Gupton, Michael D. LeBow · Behavior Therapy · 29

The Social Base of Sales Behavior

1964 · Stephen J. Miller · Social Problems · 24

Social dominance and sales personality.

1938 · Arthur F. Dodge · Journal of Applied Psychology · 21

Developing Loyalty

1987 · Robert Prus · Journal of Contemporary Ethnography · 19

The Effect of Emotional Intelligence on Salesperson's Behavior and Customers' Perceived Service Quality

2007 · Sanghee Kim · Global Journal of Business Management · 18

A model and exploratory study for promoting professional sales in winery visitor centers

2008 · Janeen Olsen, Liz Thach · International Journal of Wine Business Research · 17

Validity of expectancy theory as a within-person behavioral choice model for sales activities.

1977 · Tamao Matsui, Makoto Kagawa, et al. · Journal of Applied Psychology · 17

The effects of frontline bank employees' social capital on adaptive selling behavior: serial multiple mediation model

2021 · Myoung-Soung Lee, Jaewon Yoo · International Journal of Bank Marketing · 15

Accounting and Control in Physical Distribution Management

1973 · Norman E. Daniel, Michael Schiff · Journal of Marketing · 15

Monetary Policy, Business Cycles, and the Behavior of Small Manufacturing Firms

2013 · Philip A Brady · Scholarship - Claremont (Claremont Colleges) · 14

Works count: 421

Citation count: 1,445