Published Academic Research

We Are Not on the Same Page: The Effects of Salesperson Trust Overestimation on Customer Satisfaction and Relationship PerformanceIndustrial Marketing Management Mangus, Stephanie, Eli Jones, Judith Anne Garretson Folse, and Shrihari SridharFebruary 2023
The Comparative Effects of Gratitude and Indebtedness in B2B RelationshipsIndustrial Marketing ManagementMangus, Stephanie, Dora Bock, Judith Anne Garretson Folse, and Eli Jones May 2022
The Moderating Role of Self-Efficacy in the Relationship between Control Systems and Sales PerformanceJournal of Personal Selling & Sales ManagementVieira, Valter Afonso, Eli Jones, Valter da Silva Faia, Juliano Domingues da Silva, and Leticia Fernandes de NegreirosFebruary 2022
The Interplay between Business and Personal Trust on Relationship Performance in Conditions of Market TurbulenceJournal of the Academy of Marketing ScienceMangus, Stephanie, Eli Jones, Judith Anne Garretson Folse, and Shrihari Sridhar March 2020
Examining the Effects of Mutual Information Sharing and Relationship Empathy: A Social Penetration Theory PerspectiveJournal of Business ResearchMangus, Stephanie, Dora Bock, Eli Jones, and Judith Anne Garretson-Folse March 2020
Gratitude in Buyer-Seller Relationships: A Dyadic InvestigationJournal of Personal Selling & Sales ManagementMangus, Stephanie M., Dora E. Bock, Eli Jones, and Judith Anne Garretson Folse August 2017
Time, Change, and Longitudinally Emergent Conditions: Understanding and Applying Longitudinal Growth Modeling in Sales Research Journal of Personal Selling & Sales ManagementBolander, Willy, Riley Dugan, and Eli JonesMay 2017
Bridging Research and Practice: How Sales Training Can Contribute to New Product Launch SuccessPerformance ImprovementFu, Frank Q. and Eli Jones February 2015
Better Together: Trait Competitiveness and Competitive Psychological Climate as Antecedents of Salesperson Organizational Commitment and Sales PerformanceMarketing LettersWyatt, A. Schrock, Douglas E. Hughes, Frank Q. Fu, Keith A. Richard, and Eli JonesSeptember 2016
Is Market Orientation a Source of Sustainable Competitive Advantage or Simply the Cost of CompetingJournal of MarketingKumar, V., Eli Jones, Rajkumar Venkatesan, and Robert P. LeoneJanuary 2011
Motivating Salespeople to Sell New Products: The Relative Influence of Attitudes, Subjective Norms, and Self-EfficacyJournal of MarketingFu, Frank, Keith Richards, Douglas Hughes, and Eli Jones November 2010
Key Account Management: Adding Elements of Account Fit to an Integrative Theoretical FrameworkJournal of Personal Selling & Sales Management Richards, Keith and Eli Jones October 2009
Developing a Strategic Framework of Key Account PerformanceJournal of Strategic Marketing Jones, Eli, Keith Richards, Diane Halstead, and Frank Fu August 2009
The Motivation Hub: Effects of Goal Setting and Self-Efficacy on Effort and New Product SalesJournal of Personal Selling & Sales Management Fu, Frank, Keith Richards, and Eli Jones July 2009
Managing the Drivers of Organizational Commitment and Salesperson Effort: An Application of Meyer and Allen’s Three-Component ModelJournal of Marketing Theory and Practice Fu, Frank, Willy Bolander, and Eli Jones October 2009
Product Innovativeness, Customer Newness, and New Product Performance: A Time-Lagged Examination of the Impact of Salesperson Selling Intentions on New Product PerformanceJournal of Personal Selling & Sales Management Fu, Frank, Eli Jones, and Willy Bolander October 2008
Customer Relationship Management: Finding Value DriversIndustrial Marketing ManagementRichards, Keith and Eli Jones April 2008
High Touch through High Tech: The Impact of Salesperson Technology Usage on Customer Satisfaction and Salesperson PerformanceManagement Science Ahearne, Michael, Eli Jones, Adam Rapp, and John MathieuApril 2008
Examining the Effect of Salesperson Service Behavior in a Competitive ContextJournal of the Academy of Marketing Science Ahearne, Michael, Ronald Jelinek, and Eli Jones February 2007
Technology Use on the Front Line: A Longitudinal Analysis of How Technology Enhances Individual PerformanceJournal of the Academy of Marketing ScienceSundaram, Suresh, Andrew Schwarz, Eli Jones, and Wynne ChinFebruary 2007
The Role of Overload on Job Attitudes, Turnover Intentions, and Salesperson PerformanceJournal of Business Research Jones, Eli, Lawrence Chonko, Deva Rangarajan, and James RobertsJuly 2007
Diagnosing Sales Force Change Resistance: What We Can Learn from the Addiction LiteratureMarketing Management Journal Chonko, Lawrence B., James A. Roberts, and Eli JonesMarch 2006
The Scholarship of Teaching in Sales EducationMarketing Education ReviewAnderson, Rolph, Andrea Dixon, Mark Johnston, Eli Jones, Raymond LaForge, Greg Marshall, Jeff TannerAugust 2005
The Attenuating Effect of Role Overload on Relationships Linking Self-Efficacy and Goal Level to Work PerformanceJournal of Applied PsychologyBrown, Steve, Eli Jones, and Thomas Leigh November 2005
Introduction to the Special Issue: Advancing the Field of Selling and Sales ManagementJournal of Personal Selling & Sales Management Brown, Steven P. and Eli Jones March 2005
The Need for Speed: Agility SellingJournal of Personal Selling & Sales ManagementChonko, Lawrence and Eli Jones October 2005
The Changing Environment of Selling and Sales ManagementJournal of Personal Selling & Sales Management Jones, Eli, Steven Brown, Andris Zoltners, and Barton Weitz March 2005
Key Accounts and Team Selling: A Review, Framework and Research AgendaJournal of Personal Selling & Sales Management Jones, Eli, Andrea Dixon, Lawrence Chonko, and Joseph CannonMarch 2005
Impact of Sales Force Automation on Technology-Related Stress, Effort, and Technology Usage among SalespeopleIndustrial Marketing Management Rangarajan, Deva, Eli Jones, and Wynne Chin May 2005
Antecedents and Consequences of Customer-Driven Sales Force Obsolescence: Perceptions from Sales & Marketing ExecutivesIndustrial Marketing Management Jones, Eli, Lawrence B. Chonko, and James A. Roberts May 2004
Organizational Variables, Sales Force Perceptions of Readiness for Change, Learning and Performance among Boundary-Spanning Teams: A Conceptual Framework and Propositions for ResearchIndustrial Marketing Management Rangarajan, Deva, Lawrence B. Chonko, Eli Jones, and James A. Roberts March 2004
Organizational Readiness for Change, Individual Fear of Change and Sales Manager Performance: An Empirical InvestigationJournal of Personal Selling & Sales Management Weeks, William, James Roberts, Lawrence Chonko, and Eli Jones February 2004
Organizational and Individual Learning in the Sales Force: An Agenda for Sales ResearchJournal of Business Research Chonko, Lawrence B., Alan Dubinsky, Eli Jones, and James A. RobertsDecember 2003
Development of a Relationship Selling Mindset: Organizational InfluencersJournal of Business-to-Business MarketingDubinsky, Alan, Lawrence B. Chonko, Eli Jones, and James A. Roberts March 2003
Firm Market Orientation and Salesperson Customer Orientation: Interpersonal and Intrapersonal Influences on Customer Service and Retention in Business-to-Business Buyer-Seller RelationshipsJournal of Business ResearchJones, Eli, Paul S. Busch, and Peter Dacin April 2003
Creating a Partnership-Oriented, Knowledge-Creation Culture in Strategic Sales Alliances: A Conceptual ModelJournal of Business & Industrial Marketing Jones, Eli, Lawrence B. Chonko, and James A. Roberts August 2003
Environmental Turbulence, Readiness for Change, Change Success, and Learning in the Sales Force.Journal of Personal Selling & Sales Management Chonko, Lawrence B., Eli Jones, Alan Dubinsky, and James A. RobertsApril 2002
Factors Leading to Sales Force Automation Use: A Longitudinal AnalysisJournal of Personal Selling & Sales ManagementJones, Eli, Suresh Sundaram, and Wynne ChinAugust 2002
Money Attitudes, Credit Card Use, and Compulsive Buying Among American College StudentsJournal of Consumer Affairs Roberts, James A. and Eli Jones December 2001
CPA Advertising Practices: An Empirical Examination of Small and Large CPA FirmsCPA JournalGamble, George, Gwendolyn Hightower-Quick, Eli Jones, and Priscilla SladeFebruary 2000
Motivating Sales Entrepreneurs to Change: A Conceptual Framework of Factors Leading to Successful Change Management Initiatives in Sales OrganizationsJournal of Marketing Theory & PracticeJones, Eli, James Roberts, and Lawrence ChonkoMarch 2000
Managing Salesperson Motivation in a Territory RealignmentJournal of Personal Selling & Sales Management Smith, Kirk, Eli Jones, and Edward Blair December 2000
Undergraduate Marketing Education in the 21st Century: Views from Three InstitutionsMarketing Education ReviewSmart, Denise, Chuck Tomkovick, Eli Jones, and Anil Menon March 1999
Salesperson Race and Gender and the Access and Legitimacy Paradigm: Does Difference Make a Difference?Journal of Personal Selling & Sales Management Jones, Eli, Jesse Moore, Andrea Stanaland, and Rosalind Wyatt August 1998
Leader Behavior, Work Attitudes, and Sales Force Turnover: An Integrative StudyJournal of Personal Selling & Sales Management Jones, Eli, Donna Kantak, Charles M. Futrell, and Mark Johnston April 1996


Making Differences WorkInsight Publishing GroupPaul Sarvadi and Eli Jones2024
Run Towards Your Goliaths Study GuideHighbridge MediaJones, Eli2024
Run Toward Your GoliathsHighbridge MediaJones, EliNovember 2021
Selling ASAP: Art, Science, Agility, Performance. Professional Edition - BOOKLouisiana State University PressJones, Eli, Larry Chonko, Fern Jones, and Carl Stevens March 2012
The Oxford Handbook of Strategic Sales and Sales Management (BOOK Chapter)Oxford University PressChonko, Larry and Eli JonesMarch 2011
Strategic Sales Leadership: Breakthrough Thinking for Breakthrough Results (BOOK)Thomson LearningThe Sales EducatorsMarch 2006
Selling ASAP: Art, Science, Agility, Performance (TEXTBOOK)Thomson LearningJones, Eli, Carl Stevens, and Larry Chonko March 2005