Download papers from the GSSI Conference 2011 in Milan:
- Avlonitis, George J. and Konstantinos Lionakis (2011), Marketing and Sales conflict: An exploratory investigation of sources and consequences on performance, GSSI Conference Proceedings.
- Bagozzi, Richard, Isabella Soscia and Paolo Guenzi (2011), Emotions, Expectati And Sales Performance: A Longitudinal Study, GSSI Conference Proceedings.
- Bagozzi, Richard P., Isabella Soscia and Paolo Guenzi (2011), Solving the paradox of Machiavellianism: Machiavellianism may make for productive sales but poor team spirit, GSSI Conference Proceedings.
- Bendixen, Michael, Yuliya Yurova, Russell Abratt and Michael Rawdan (2011), Death of a salesman: Birth of a knowledge broker, GSSI Conference Proceedings.
- Bonney, Leff (2011), The Impact of Perceived Selling Efficacy On Sales Person Escalation of Commitment, GSSI Conference Proceedings.
- Boujena, Othman, Wesley Johnston and Dwight Merunka (2011), Using CRM data: Modeling and measuring the effect of sales force knowledge on customer decision making, GSSI Conference Proceedings.
- Guenzi, Paolo, Luigi De Luca and Rosann Spiro (2011), The Dark Side of Adaptive Selling, GSSI Conference Proceedings.
- Hartmann, Nathaniel, Brian N. Rutherford, Scott B. Friend and G. Alexander Hamwi (2011), The Effects of Salesperson Mentoring on Multi-Faceted Job Satisfaction, GSSI Conference Proceedings.
- Hosoi, Kenichi, Yoshiyuki Nakagawa, Yoritoshi Hara and Masaaki Takemura (2011), How sales person bridged over the structural hole, GSSI Conference Proceedings.
- Jokiniemi, Sini and Aino Halinen (2011), Interpersonal interaction in sales meetings, GSSI Conference Proceedings.
- Kothandaraman, Prabakar, Rajiv Kashyap and Raj Agnihotri (2011), Understanding the Role of Social Media in Salespeople Customer Relationship Performance: A Social Capital Perspective, GSSI Conference Proceedings.
- Leszczyński, Grzegorz and Marek Zieliński (2011), The Role of Trade Fairs in Sales: Trends and Research Propositions, GSSI Conference Proceedings.
- Nieves, Melissa Clark (2011), Fake It Until You Make It? Negative Effects of Status Consumption in Personal Selling Roles, GSSI Conference Proceedings.
- Peterson, Robert M., Vijaykumar Krishnan and Geoffrey L. Gordon (2011), Performance Effects of Sales-Marketing Alignment, GSSI Conference Proceedings.
- Pop, Nicolae Al. and Florin Mihoc (2011), Relationship Selling, Bridging the Gap between Paradigm and Practice in the B2B Arena. An International Logistics Express Leader Company Case within Emerging Marketing Context, GSSI Conference Proceedings.