| Qualitative sales research: An exposition of grounded theory JS Johnson Journal of Personal Selling & Sales Management 35 (3), 262-273, 2015 | 306 | 2015 |
| Big Data Facilitation, Utilization, and Monetization: Exploring the 3Vs in a New Product Development Process JS Johnson, SB Friend, HS Lee Journal of Product Innovation Management 34 (5), 640–658., 2017 | 262 | 2017 |
| Understanding and resolving major contractual breaches in buyer–seller relationships: a grounded theory approach JS Johnson, RS Sohi Journal of the Academy of Marketing Science 44, 185-205, 2016 | 115 | 2016 |
| The curvilinear and conditional effects of product line breadth on salesperson performance, role stress, and job satisfaction JS Johnson, RS Sohi Journal of the Academy of Marketing Science 42, 71-89, 2014 | 109 | 2014 |
| Positive psychology in sales: Integrating psychological capital SB Friend, JS Johnson, F Luthans, RS Sohi Journal of Marketing Theory and Practice 24 (3), 306-327, 2016 | 107 | 2016 |
| Contingent cross-selling and up-selling relationships with performance and job satisfaction: an MOA-theoretic examination JS Johnson, SB Friend Journal of Personal Selling & Sales Management 35 (1), 51-71, 2015 | 80 | 2015 |
| Broadening the application of mixed methods in sales research JS Johnson Journal of Personal Selling & Sales Management 35 (4), 334-345, 2015 | 71 | 2015 |
| Understanding the Sales-Marketing Interface Dysfunction Experience in Business-to-Business Firms: A Matter of Perspective A Malshe, JS Johnson, P Viio Industrial Marketing Management 63 (5), 145-157, 2017 | 67 | 2017 |
| Improving online panel data usage in sales research JS Johnson Journal of Personal Selling & Sales Management 36 (1), 74-85, 2016 | 59 | 2016 |
| Key account relationships: An exploratory inquiry of customer-based evaluations SB Friend, JS Johnson Industrial Marketing Management 43 (4), 642-658, 2014 | 54 | 2014 |
| Getting business-to-business salespeople to implement strategies associated with introducing new products and services JS Johnson, RS Sohi Industrial Marketing Management 62 (4), 137-149, 2017 | 49 | 2017 |
| Ethical climate at the frontline: a meta-analytic evaluation SB Friend, F Jaramillo, JS Johnson Journal of Service Research 23 (2), 116-138, 2020 | 46 | 2020 |
| Interfacing and customer-facing: Sales and marketing selling centers JS Johnson, JM Matthes, SB Friend Industrial Marketing Management 77, 41-56, 2019 | 46 | 2019 |
| The sales-marketing interface: A systematic literature review and directions for future research W Biemans, A Malshe, JS Johnson Industrial Marketing Management 102, 324-337, 2022 | 45 | 2022 |
| INDSALES model: A facet-level job satisfaction model among salespeople SB Friend, JS Johnson, BN Rutherford, G Alexander Hamwi Journal of Personal Selling & Sales Management 33 (4), 419-438, 2013 | 40 | 2013 |
| Propensity to Trust Salespeople: A Contingent Multilevel-Multisource Examination SB Friend, JS Johnson, RS Sohi Journal of Business Research 83 (2), 1-9, 2018 | 39 | 2018 |
| Familiarity Breeds Contempt: Perceived Service and Sales Complacency in Key Account Relationships SB Friend, JS Johnson Journal of Personal Selling & Sales Management 37 (1), 42-60, 2017 | 38* | 2017 |
| Sales-to-marketing job transitions JS Johnson, JM Matthes Journal of Marketing 82 (4), 32-48, 2018 | 35 | 2018 |
| Meta-Analyses in Sales Research JS Johnson, F Jaramillo Journal of Personal Selling & Sales Management 37 (2), 134-152, 2017 | 32 | 2017 |
| Dimensions and contingent effects of variable compensation system changes JS Johnson, SB Friend, A Agrawal Journal of Business Research 69 (8), 2923-2930, 2016 | 29 | 2016 |
