2012

Lane, Nikala, Cravens, David W. and Piercy, Nigel F. (2012) Sales manager behavior-based control and salesperson performance : the effects of manager control competencies and organizational citizenship behavior. Journal of Marketing Theory and Practice, Vol.20 (No.1). pp. 7-22. doi:10.2753/MTP1069-6679200101 ISSN 1069-6679.

2011

Piercy, Nigel F. and Lane, Nikala (2011) The Evolution of the Strategic Sales Organization. In: Cravens, David W. and Le Meunier-FitzHugh, Ken and Piercy, Nigel F., (eds.) The Oxford Handbook of Strategic Sales and Sales Management. Oxford: Oxford University Press, pp. 19-51. ISBN 978-0-19-956945-8

2010

Lane, Nikala and Le Meunier-FitzHugh, Ken (2010) Collaboration between sales and marketing, market orientation and business performance in business-to-business organisations. In: Strategic Sales and Strategic Marketing. London, UK: Routledge. ISBN 978-0-415-61451-1

Piercy, Nigel F., Cravens, David W and Lane, Nikala (2010) Marketing out of the recession: recovery is coming, but things will never be the same again. Marketing Review, Vol.10 (No.1). pp. 3-23. doi:10.1362/146934710X488915 ISSN 1469-347X.

Piercy, Nigel F., Cravens, David W. and Lane, Nikala (2010) Peek-a-boo : finding and connecting with your customers. Marketing Management, Vol.19 (No.2). pp. 18-24. ISSN 1061-3846.

Lane, Nikala (2010) Searching for strategy in sales. In: Strategic Sales and Strategic Marketing. London, UK: Routledge. ISBN 978-0-415-61451-1

Lane, Nikala, ed. (2010) Strategic sales and strategic marketing. London: Routledge. ISBN 9780415614511

Lane, Nikala and Piercy, Nigel F. (2010) Strategizing the sales organization. In: Strategic Sales and Strategic Marketing. London, UK: Routledge. ISBN 978-0-415-61451-1

Piercy, Nigel F., Cravens, David W. and Lane, Nikala (2010) Thinking strategically about pricing decisions. Journal of Business Strategy, Vol.31 (No.5). pp. 38-48. doi:10.1108/02756661011076309 ISSN 0275-6668.

2009

Piercy, Nigel F., Cravens, David W. and Lane, Nikala (2009) Sales management control level and competencies: antecedents and consequences. Industrial Marketing Management, Vol.38 (No.4). pp. 459-467. doi:10.1016/j.indmarman.2008.03.002 ISSN 0019-8501.

Le Meunier-FitzHugh, Kenneth and Lane, Nikala (2009) Collaboration between sales and marketing, market orientation and business performance in business-to-business organisations. In: American Marketing Association Winter Educators' Conference 2008, Austin TX, 15-18 Feb 2008. Published in: Journal of Strategic Marketing, Vol.17 (No.3-4). pp. 291-306. doi:10.1080/09652540903064860 ISSN 0965-254X.

Piercy, Nigel F. and Lane, Nikala (2009) Corporate social responsibility: impacts on strategic marketing and customer value. Marketing Review, Vol.9 (No.4). pp. 335-360. doi:10.1362/146934709X479917 ISSN 1469-347X.

Lane, Nikala (2009) Searching for strategy in sales. Journal of Strategic Marketing, Vol.17 (No.3-4). pp. 191-197. doi:10.1080/09652540903064639 ISSN 0965-254X.

Lane, Nikala (2009) Special issue: strategic sales and strategic marketing. Journal of Strategic Marketing, Vol.17 (No.3-4). pp. 189-190. doi:10.1080/09652540903064621 ISSN 0965-254X.

Piercy, Nigel F. and Lane, Nikala (2009) Strategic customer management : strategizing the sales organization. Oxford: Oxford University Press. ISBN 9780199544509

Lane, Nikala and Piercy, Nigel F. (2009) Strategizing the sales organization. Journal of Strategic Marketing, Vol.17 (No.3-4). pp. 307-322. doi:10.1080/09652540903064886 ISSN 0965-254X.

2008

Piercy, Nigel F. and Lane, Nikala (2008) The strategic sales organization – is sales the new marketing? Marketing Review St. Gallen (No.3). pp. 6-10. ISSN 1865-6544.

2007

Piercy, Nigel F. and Lane, Nikala (2007) Ethical and moral dilemmas associated with strategic relationships between business-to-business buyers and sellers. Journal of Business Ethics, Vol.72 (No.1). pp. 87-102. doi:10.1007/s10551-006-9158-6 ISSN 0167-4544.