Journal Article

Alavi, Sascha, Habel, Johannes and Linsenmayer, Kim (2019) What does adaptive selling mean to salespeople? An exploratory analysis of practitioners’ responses to generic adaptive selling scales. Journal of Personal Selling & Sales Management, 39 (3). pp. 254-263. doi:10.1080/08853134.2019.1642765

Bagozzi, Richard P. and Lee, Nick (2019) Philosophical foundations of neuroscience in organizational research : functional and nonfunctional approaches. Organizational Research Methods, 22 (1). pp. 299-331. doi:10.1177/1094428117697042

Bruce, Helen L., Wilson, Hugh N., Macdonald, Emma K. and Clarke, Beverly (2019) Resource integration, value creation and value destruction in collective consumption contexts. Journal of Business Research, 103 . pp. 173-185. doi:10.1016/j.jbusres.2019.05.007

Kelleher, Carol, Wilson, Hugh N., Macdonald, Emma K. and Peppard, Joe (2019) The score is not the music : integrating experience and practice perspectives on value co-creation in collective consumption contexts. Journal of Service Research, 22 (2). pp. 120-138. doi:10.1177/1094670519827384

Kupp, Martin, Schmitz, Bianca and Habel, Johannes (2019) When do family firms consider issuing external equity? Understanding the contingent role of families’ need for control. Journal of Family Business Management, 9 (3). pp. 271-296. doi:10.1108/JFBM-08-2018-0021

Mohtar, M., Rudd, John M. and Evanschitzky, H. (2019) Clarifying the brand personality construct in Malaysia. Journal of Consumer Marketing, 36 (7). pp. 869-884. doi:10.1108/JCM-03-2018-2617

Singh, Jagdip, Flaherty, Karen, Sohi, Ravipreet S., Deeter-Schmelz, Dawn, Habel, Johannes, Le Meunier-FitzHugh, Kenneth, Malshe, Avinash, Mullins, Ryan and Onyemah, Vincent (2019) Sales profession and professionals in the age of digitization and artificial intelligence technologies : concepts, priorities, and questions. Journal of Personal Selling & Sales Management, 39 (1). pp. 2-22. doi:10.1080/08853134.2018.1557525

Wilson, Hugh N. (2019) Collective engagement - four thought-shackles and how to escape them. Industrial Marketing Management, 80 . pp. 24-26. doi:10.1016/j.indmarman.2019.04.008