INTEREST CATEGORY: SELLING AND SALES MAN
POSTING TYPE: TOCS

---

Academic Articles

Creating Advocates: A Social Network or Role-Making Phenomenon?
—Jean-Laurent Rodriguez, John F. Tanner, Jr., Concha Allen, Christophe Fournier, Hervé Fenneteau, and Chin-I Cheng [Publisher] [Google Scholar]

Current Trends and Environmental Changes Impacting Sales Practice
—Ellen Bolman Pullins, Thomas W. Sharkey, Phuoc Pham, and Susan Ann Shultz [Publisher] [Google Scholar]

Developing Formative Measures for Understanding Social Media Use in Sales
—Mary E. Shoemaker, Robert Hooker and Richard E. Plank [Publisher] [Google Scholar]

Sales Enablement: Definition, Domain, and Future Considerations
—Robert M. Peterson and Howard F. Dover [Publisher] [Google Scholar]

Application Articles

Gender Differences in Salespeople: Implications for Sales Organizations
—Subhra Chakrabarty [Publisher] [Google Scholar]

Email, Voicemail, Social Media, or In Person Visits? Insights into Buyers’ Contact Preferences for Salespeople
—Joshua T. Coleman, Stephen B. Castleberry, and Abram D. Anders [Publisher] [Google Scholar]

B2B Buyers Want Leadership from Sellers
—Deb Calvert and Barry Z. Posner [Publisher] [Google Scholar]

Pedagogy Articles

What’s In It For Me? Analyzing the Value of a University Sales Competition and Recruiting Event to Corporate Sponsors
—Scott A. Inks, Terry W. Loe, and Lukas P. Forbes [Publisher] [Google Scholar]