Jones, Eli individual record
Professor
Positions:

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overview

My research interests focus on business-to-business relationship selling and sales leadership/management. In particular, I pursue research projects that address the changing nature of the professional selling environment and motivating professional salespeople to adapt and thrive in such dynamic environments. My research informs academics and practitioners.

selected publications
Academic Articles44
  • Mangus, S. M., Jones, E., Folse, J., & Sridhar, S. (2020). The interplay between business and personal trust on relationship performance in conditions of market turbulence. Journal of the Academy of Marketing Science. 48(6), 1138-1155.
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  • Mangus, S., Jones, E., Folse, J., & Sridhar, S. (2020). The Effects of Salesperson Trust Overestimation on Relationship Performance.
  • Mangus, S. M., Bock, D. E., Jones, E., & Folse, J. (2020). Examining the effects of mutual information sharing and relationship empathy: A social penetration theory perspective. Journal of Business Research. 109, 375-384.
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  • Mangus, S., Jones, E., Folse, J., & Sridhar, S. (2018). Leveraging Trust in Buyer-Seller Relationships to Battle Market Turbulence.
Books3
  • Jones, E., Chonko, L., Stevens, C., & Jones, F. (2012). Selling ASAP Art, Science, Agility, Performance. LSU Press.
  • Bauer, J., Dixon, A., Ingram, T., Jones, E., LaForge, B., Leigh, T., Marshall, G., & Morris, M. (2006). Strategic Sales Leadership Breakthrough Thinking for Breakthrough Results. Cengage Learning.
  • Jones, E., Stevens, C. G., Chonko, L. B., & Chonko, L. (2004). Selling ASAP Art, Science, Agility, Performance. South-Western Pub.
Chapters2
  • Chonko, L. B., & Jones, E. (2015). The Need for Speed: Agility Selling. Spotts, H. E. (Eds.), Developments in Marketing Science: Proceedings of the Academy of Marketing Science. 165-165. Springer International Publishing.
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  • Chonko, L. B., & Jones, E. (2011). Sales Force Agility, Strategic Thinking, and Value Propositions. The Oxford Handbook of Strategic Sales and Sales Management. Oxford University Press.
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Conference Papers2
  • Fu, F. Q., Richards, K. A., Hughes, D. E., & Jones, E. (2015). MODELING THE IMPACT OF SALESPERSON ATTITUDES, PERCEIVED NORMS, AND BEHAVIORAL INTENTIONS ON THE GROWTH TRAJECTORY OF NEW PRODUCTS. PROCEEDINGS OF THE 2009 ACADEMY OF MARKETING SCIENCE (AMS) ANNUAL CONFERENCE. 221-221.
  • Jones, E. (1996). A model of Vendor loyalty in a buyer-seller relationship. 1996 AMA EDUCATORS' PROCEEDINGS, VOL 7 - ENHANCING KNOWLEDGE DEVELOPMENT IN MARKETING. 7, 128-128.
Repository Documents / Preprints2
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  • Mangus, S., Jones, E., Folse, J., & Sridhar, S. (2020). The Effects of Salesperson Trust Overestimation on Relationship Performance.
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Email
elijones@tamu.edu
First Name
Eli
Last Name
Jones
mailing address
Texas A&M University; Dean Of Business Administration; 4113 TAMU
College Station, TX 77843-4113
USA

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