Publicacions en què col·labora amb Nils M. Høgevold (12)

2024

  1. Benchmarking meta-analytical conceptualizations of B2B seller skills against empirical evidence in services firms

    Benchmarking, Vol. 31, Núm. 3, pp. 884-902

  2. Salespeople’s sales performance skills in B2B of services firms – a cross-industrial study

    European Business Review, Vol. 36, Núm. 2, pp. 201-224

  3. The Role of Digital Communication Technologies Through Customer and Market Knowledge in B2B on Sales Performance and Satisfaction

    Journal of Business-to-Business Marketing

2023

  1. Digitalization Through Technology and Sales Performance: Extended Framework: An Abstract

    Developments in Marketing Science: Proceedings of the Academy of Marketing Science (Springer Nature), pp. 43-44

  2. The direct effect of B2B sellers' skills on relative and absolute sales performance: a dual measurement approach

    Journal of Organizational Change Management, Vol. 36, Núm. 1, pp. 64-85

2022

  1. Action and Social Alignment Constituents of Collaboration in B2B Relationships: Buyer and Seller Perspectives

    Journal of Relationship Marketing, Vol. 21, Núm. 3, pp. 194-225

2021

  1. A sequential logic model between sales performance and salesperson satisfaction in B2B markets

    Journal of Business and Industrial Marketing, Vol. 37, Núm. 1, pp. 180-194

  2. B to B Sellers’ Skill Level in Sales Performance–Frameworks and Findings

    Journal of Business-to-Business Marketing, Vol. 28, Núm. 3, pp. 265-281

2020

  1. Trust and commitment as mediators between economic and non-economic satisfaction in business relationships: a sales perspective

    Journal of Business and Industrial Marketing, Vol. 35, Núm. 11, pp. 1685-1700

2019

  1. Validating action and social alignment constituents of collaboration in business relationships: A sales perspective

    Marketing Intelligence and Planning, Vol. 37, Núm. 7, pp. 721-740

2016

  1. Teleological Actions in Negative Service Encounters

    Developments in Marketing Science: Proceedings of the Academy of Marketing Science (Springer Nature), pp. 733

2015

  1. New aspects of research to assess and manage critical incidents in service encounters: Teleological actions, interactive interface and perceptual gaps

    International Journal of Contemporary Hospitality Management, Vol. 27, Núm. 1, pp. 27-51