| 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 | 369 | 2017 |
| Qualitative sales research: An exposition of grounded theory JS Johnson Journal of Personal Selling & Sales Management 35 (3), 262-273, 2015 | 352 | 2015 |
| 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 | 138 | 2016 |
| 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 (2), 185-205, 2016 | 128 | 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 (1), 71-89, 2014 | 115 | 2014 |
| 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 | 108 | 2015 |
| 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 | 84 | 2022 |
| Broadening the application of mixed methods in sales research JS Johnson Journal of Personal Selling & Sales Management 35 (4), 334-345, 2015 | 78 | 2015 |
| Improving online panel data usage in sales research JS Johnson Journal of Personal Selling & Sales Management 36 (1), 74-85, 2016 | 75 | 2016 |
| 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 | 71 | 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 | 67 | 2020 |
| 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 | 62 | 2017 |
| Key account relationships: An exploratory inquiry of customer-based evaluations SB Friend, JS Johnson Industrial Marketing Management 43 (4), 642-658, 2014 | 58 | 2014 |
| Interfacing and customer-facing: Sales and marketing selling centers JS Johnson, JM Matthes, SB Friend Industrial Marketing Management 77, 41-56, 2019 | 55 | 2019 |
| Propensity to Trust Salespeople: A Contingent Multilevel-Multisource Examination SB Friend, JS Johnson, RS Sohi Journal of Business Research 83 (2), 1-9, 2018 | 44 | 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 | 44* | 2017 |
| Meta-Analyses in Sales Research JS Johnson, F Jaramillo Journal of Personal Selling & Sales Management 37 (2), 134-152, 2017 | 44 | 2017 |
| Sales-to-marketing job transitions JS Johnson, JM Matthes Journal of Marketing 82 (4), 32-48, 2018 | 41 | 2018 |
| 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 | 41 | 2013 |
| Dimensions and contingent effects of variable compensation system changes JS Johnson, SB Friend, A Agrawal Journal of Business Research 69 (8), 2923-2930, 2016 | 37 | 2016 |
