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OpenAlex Citation Counts

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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:

How salesperson traits and intuitive judgments influence adaptive selling: A sensemaking perspective
David A. Locander, Jennifer A. Locander, Frankie J. Weinberg
Journal of Business Research (2020) Vol. 118, pp. 452-462
Closed Access | Times Cited: 36

Showing 1-25 of 36 citing articles:

More than Machines: The Role of the Future Retail Salesperson in Enhancing the Customer Experience
Alec Pappas, Elena Fumagalli, Maria Rouziou, et al.
Journal of Retailing (2023) Vol. 99, Iss. 4, pp. 518-531
Closed Access | Times Cited: 27
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: 6
The effectiveness of AI salesperson vs. human salesperson across the buyer-seller relationship stages
Woojung Chang
Journal of Business Research (2022) Vol. 148, pp. 241-251
Closed Access | Times Cited: 19
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
Intelligent logistics transformation problems in efficient commodity distribution
Weihua Liu, Jiahui Zhang, Yangyan Shi, et al.
Transportation Research Part E Logistics and Transportation Review (2022) Vol. 163, pp. 102735-102735
Closed Access | Times Cited: 18
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
The (quiet) ego and sales: Transcending self-interest and its relationship with adaptive selling
Jonathan Ross Gilbert, Michael T. Krush, Kevin Trainor, et al.
Journal of Business Research (2022) Vol. 150, pp. 326-338
Closed Access | Times Cited: 16
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: 9
Salesperson attributes that influence consumer perceptions of sales interactions
J. Ricky Fergurson, John T. Gironda, Maria Petrescu
Journal of Consumer Marketing (2021) Vol. 38, Iss. 6, pp. 652-663
Closed Access | Times Cited: 20
Rapport building in B2B sales interactions: the process and explananda
Sini Jokiniemi, Aino Halinen, Ellen Bolman Pullins, et al.
Journal of Personal Selling and Sales Management (2023) Vol. 44, Iss. 2, pp. 177-195
Closed Access | Times Cited: 7
How salespeople adapt communication of customer value propositions in business markets
Pirmin Bischoff, Jens Hogreve, Laura Elgeti, et al.
Industrial Marketing Management (2023) Vol. 114, pp. 226-242
Closed Access | Times Cited: 7
Linking team learning climate to service performance: The role of individual- and team-level adaptive behaviors in travel services
Jiamin Peng, Lishan Xie, Li‐An Zhou, et al.
Tourism Management (2022) Vol. 91, pp. 104481-104481
Closed Access | Times Cited: 12
Paving the path for retail salesperson’s adaptive selling behaviour: an intervening and interactional analysis
Shoaib Shafique, Amer Rajput, Usman Javed, et al.
Marketing Intelligence & Planning (2022) Vol. 40, Iss. 4, pp. 460-476
Closed Access | Times Cited: 11
The role of intuition in CEO acquisition decisions
Praveen K. Kopalle, Hannu Kuusela, Donald R. Lehmann
Journal of Business Research (2023) Vol. 167, pp. 114139-114139
Closed Access | Times Cited: 6
Will Intelligent Technologies Replace Humans in the Future? An Exploratory Study for Likelihood of Intelligent Technologies to Replace Humans in the Future
Poh Hwa Eng, Ran Long Liu
Studies in computational intelligence (2024), pp. 171-202
Closed Access | Times Cited: 1
Antecedents of adaptive selling behaviour: a study of the Korean cosmetic industry
Fortune Edem Amenuvor, Ho‐Taek Yi, Henry Boateng
Asia Pacific Journal of Marketing and Logistics (2021) Vol. 34, Iss. 4, pp. 688-706
Closed Access | Times Cited: 10
Empathy and EGO-drive in the B2B salesforce: Impacts on job satisfaction
Emily Treen, Yunzhijun Yu
Industrial Marketing Management (2022) Vol. 106, pp. 270-278
Open Access | Times Cited: 7
Don’t put all the eggs in one basket: examining adaptive selling behavior in salespeople’s performance
Chia‐Chi Chang, Chia-Hua Lin
Current Psychology (2024)
Open Access | Times Cited: 1
Digital Skills and Motivation in Sales Careers: Bridging Job Attractiveness and Career Intentions
Claudia-Elena Țuclea, Diana Maria Vrânceanu, Laurenţiu-Dan Anghel, et al.
Systems (2024) Vol. 13, Iss. 1, pp. 16-16
Open Access | Times Cited: 1
Sales complexity and value appropriation: a taxonomy of sales situations
Deva Rangarajan, Bryan Hochstein, Duane M. Nagel, et al.
Journal of Business and Industrial Marketing (2021) Vol. 37, Iss. 11, pp. 2298-2314
Closed Access | Times Cited: 9
Satisfactory listening: The differential role of salesperson communication in (co)creating value for B2B buyers
Mehdi Tanzeeb Hossain, Jonathan Ross Gilbert
Industrial Marketing Management (2021) Vol. 98, pp. 222-240
Closed Access | Times Cited: 8
Prosocial decision‐making under time pressure: Behavioral and neural mechanisms
Zhengjie Liu, Hailing Zhao, Yashi Xu, et al.
Human Brain Mapping (2023) Vol. 44, Iss. 17, pp. 6090-6104
Open Access | Times Cited: 3
Mediating role of trust in the impact of perceived empathy and customer orientation on intention to continue relationship in Indian banks
Rajeev Kumra, Praveen Kumar Sharma
Journal of Financial Services Marketing (2022) Vol. 27, Iss. 4, pp. 372-386
Closed Access | Times Cited: 4
From ambiguity to action: integrating collective sensemaking and rational decision making in management pedagogy and practice
Kailash Awati, Natalia Nikolova
Management Decision (2022) Vol. 60, Iss. 11, pp. 3127-3146
Closed Access | Times Cited: 4
The Effect of Salespeople Skills on Selling Behaviors: The Moderating Role of Social Media
Rania B. Mostafa, Tamara Kasamani
Journal of Promotion Management (2022) Vol. 28, Iss. 7, pp. 961-993
Closed Access | Times Cited: 3
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