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OpenAlex is a bibliographic catalogue of scientific papers, authors and institutions accessible in open access mode, named after the Library of Alexandria. It's citation coverage is excellent and I hope you will find utility in this listing of citing articles!

If you click the article title, you'll navigate to the article, as listed in CrossRef. If you click the Open Access links, you'll navigate to the "best Open Access location". Clicking the citation count will open this listing for that article. Lastly at the bottom of the page, you'll find basic pagination options.

Requested Article:

The double-edged effects of emotional intelligence on the adaptive selling–salesperson-owned loyalty relationship
Chien‐Chung Chen, Fernando Jaramillo
Journal of Personal Selling and Sales Management (2014) Vol. 34, Iss. 1, pp. 33-50
Closed Access | Times Cited: 58

Showing 1-25 of 58 citing articles:

How does the Perceived Ethicality of Corporate Services Brands Influence Loyalty and Positive Word-of-Mouth? Analyzing the Roles of Empathy, Affective Commitment, and Perceived Quality
Stefan Marković, Oriol Iglesias, Jatinder J. Singh, et al.
Journal of Business Ethics (2015) Vol. 148, Iss. 4, pp. 721-740
Closed Access | Times Cited: 251
Social media use in B2b sales and its impact on competitive intelligence collection and adaptive selling: Examining the role of learning orientation as an enabler
Omar S. Itani, Raj Agnihotri, Rebecca Dingus
Industrial Marketing Management (2017) Vol. 66, pp. 64-79
Closed Access | Times Cited: 218
Salesperson ambidexterity and customer satisfaction: examining the role of customer demandingness, adaptive selling, and role conflict
Raj Agnihotri, Colin B. Gabler, Omar S. Itani, et al.
Journal of Personal Selling and Sales Management (2017) Vol. 37, Iss. 1, pp. 27-41
Closed Access | Times Cited: 127
Servant leadership and ethics: a dyadic examination of supervisor behaviors and salesperson perceptions
Fernando Jaramillo, Belén Bande, José Antonio Varela González
Journal of Personal Selling and Sales Management (2015) Vol. 35, Iss. 2, pp. 108-124
Closed Access | Times Cited: 124
Customer value co-creation behavior: A dyadic exploration of the influence of salesperson emotional intelligence on customer participation and citizenship behavior
Duleeep Delpechitre, Lisa L. Beeler-Connelly, Nawar N. Chaker
Journal of Business Research (2018) Vol. 92, pp. 9-24
Closed Access | Times Cited: 119
Regulation of emotions, interpersonal conflict, and job performance for salespeople
Jay Prakash Mulki, Fernando Jaramillo, Emily A. Goad, et al.
Journal of Business Research (2014) Vol. 68, Iss. 3, pp. 623-630
Closed Access | Times Cited: 114
Rapport building in authentic B2B sales interaction
Timo Kaski, Jarkko Niemi, Ellen Bolman Pullins
Industrial Marketing Management (2017) Vol. 69, pp. 235-252
Closed Access | Times Cited: 90
Building customer relationships while achieving sales performance results: Is listening the holy grail of sales?
Omar S. Itani, Emily A. Goad, Fernando Jaramillo
Journal of Business Research (2019) Vol. 102, pp. 120-130
Closed Access | Times Cited: 89
B2B purchase engagement: Examining the key drivers and outcomes in professional services
Munyaradzi W. Nyadzayo, Riza Casidy, Park Thaichon
Industrial Marketing Management (2019) Vol. 85, pp. 197-208
Open Access | Times Cited: 55
The roles of political skill and intrinsic motivation in performance prediction of adaptive selling
Takuma Kimura, Belén Bande, Pilar Fernández Ferrín
Industrial Marketing Management (2018) Vol. 77, pp. 198-208
Closed Access | Times Cited: 48
Invigorating the spirit of being adaptive: Examining the role of spiritual leadership in adaptive selling
Muhammad Usman, Adeel Khalid, Munazza Saeed, et al.
Journal of Business Research (2024) Vol. 177, pp. 114648-114648
Closed Access | Times Cited: 5
Clarifying the influence of emotional intelligence on salesperson performance
Selma Kadić‐Maglajlić, Irena Vida, Claude Obadia, et al.
Journal of Business and Industrial Marketing (2016) Vol. 31, Iss. 7, pp. 877-888
Closed Access | Times Cited: 44
Emotional Calibration and Salesperson Performance
Blair Kidwell, Jonathan Hasford, Broderick Lee Turner, et al.
Journal of Marketing (2021) Vol. 85, Iss. 6, pp. 141-161
Closed Access | Times Cited: 30
A Spherical Fuzzy Framework for Sales Personnel Selection
Sanjib Biswas, Shreya Chatterjee, Shuvendu Majumder
Journal of Computational and Cognitive Engineering (2022) Vol. 3, Iss. 4, pp. 373-394
Open Access | Times Cited: 21
The past, present, and future of adaptive selling: Toward an integrative framework
Nawar N. Chaker, Rhett Epler, Gabriel Moreno, et al.
Journal of the Academy of Marketing Science (2025)
Open Access
Impacts of Intra-Team and Inter-Team Social Capital on Adaptive Selling and Performance in B2B Cross-Functional Sales Teams: Empirical Evidence from China
Jing Zhang, Bei Ma, Monica Ren
Journal of Global Marketing (2025), pp. 1-28
Closed Access
Emotional intelligence in front-line/back-office employee relationships
Treasa Kearney, Gianfranco Walsh, Willy Barnett, et al.
Journal of Services Marketing (2017) Vol. 31, Iss. 2, pp. 185-199
Open Access | Times Cited: 39
Drown or Blossom? The Impact of Perceived Chronic Time Pressure on Retail Salespeople's Performance and Customer–Salesperson Relationships
Hanaa Ryari, Sascha Alavi, Jan Wieseke
Journal of Retailing (2020) Vol. 97, Iss. 2, pp. 217-237
Closed Access | Times Cited: 31
Frontline employee authenticity and its influence upon adaptive selling outcomes
Jaewon Yoo, Todd J. Arnold
European Journal of Marketing (2019) Vol. 53, Iss. 11, pp. 2397-2418
Closed Access | Times Cited: 30
The Role of Salespeople in Value Co-Creation and Its Impact on Sales Performance
Hayam Alnakhli, Aniefre Eddie Inyang, Omar S. Itani
Journal of Business-to-Business Marketing (2021) Vol. 28, Iss. 4, pp. 347-367
Closed Access | Times Cited: 26
Nuances of Sales–Service Ambidexterity across Varied Sales Job Types
Mohamed Sobhy Temerak, Milena Micevski, Selma Kadić‐Maglajlić, et al.
British Journal of Management (2024) Vol. 35, Iss. 4, pp. 1994-2010
Open Access | Times Cited: 3
Managerial latitude and adaptive selling: Important roles of salesperson perceived control and work centrality
Adeel Khalid, Sanjay Kumar Singh, Muhammad Usman, et al.
Journal of Business Research (2023) Vol. 172, pp. 114441-114441
Open Access | Times Cited: 8
How consumer perceived ethicality influence repurchase intentions and word-of-mouth? A mediated moderation model
Syed Hamad Hassan Shah, Shen Lei, Syed Talib Hussain, et al.
Asian Journal of Business Ethics (2019) Vol. 9, Iss. 1, pp. 1-21
Closed Access | Times Cited: 24
Antecedents of frontline manager handling relationship conflicts
Yasir Tanveer, Jiayin Qi, Umair Akram, et al.
International Journal of Conflict Management (2017) Vol. 29, Iss. 1, pp. 2-23
Open Access | Times Cited: 24
Faking it: salesperson emotional intelligence’s influence on emotional labor strategies and customer outcomes
Duleep Delpechitre, Lisa Beeler
Journal of Business and Industrial Marketing (2017) Vol. 33, Iss. 1, pp. 53-71
Closed Access | Times Cited: 23
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