Issue 3/2021
Content (11 Articles)
Conceptual/Theoretical Paper
A theory of multiformat communication: mechanisms, dynamics, and strategies
Jordan W. Moffett, Judith Anne Garretson Folse, Robert W. Palmatier
Review Paper
Operationalizing salesperson performance with secondary data: aligning practice, scholarship, and theory
Willy Bolander, Nawar N. Chaker, Alec Pappas, Daniel R. Bradbury
Open Access
Methodological Paper
Sample-based longitudinal discrete choice experiments: preferences for electric vehicles over time
Katharina Keller, Christian Schlereth, Oliver Hinz
Correction
Correction to: Sample-based longitudinal discrete choice experiments: preferences for electric vehicles over time
Katharina Keller, Christian Schlereth, Oliver Hinz
Open Access
Original Empirical Research
No conversion, no conversation: consequences of retail salespeople disengaging from unpromising prospects
William L. Cron, Sascha Alavi, Johannes Habel, Jan Wieseke, Hanaa Ryari
Original Empirical Research
The dynamic nature of marketing constructs
Lars Bergkvist, Martin Eisend
Original Empirical Research
Sales enablement: conceptualizing and developing a dynamic capability
Robert M. Peterson, Avinash Malshe, Scott B. Friend, Howard Dover
Original Empirical Research
Show it or say it: how brand familiarity influences the effectiveness of image-based versus text-based logos
Carter Morgan, Tatiana M. Fajardo, Claudia Townsend
Original Empirical Research
A customer portfolio management model that relates company’s marketing to its long-term survival
Leigh McAlister, Shameek Sinha
Original Empirical Research
Governance implications of modularity in sourcing relationships
Nukhet Harmancioglu, Stefan Wuyts, Peren Ozturan