Publications (PDFs)

This page provides author-version PDFs of selected journal articles for scholarly use.

2026

Gonzalez, Gabriel R., Johannes Habel, and Gary K. Hunter (2026),
“AI Agents, Agentic AI, and the Future of Sales,” Journal of Business Research, 202.
[PDF – author version]

Authors listed alphabetically to denote equal contributions.

Nelson, Chris, Lana Waschka, and Gary K. Hunter (2026),
“Inbound Sales Management: Exploring the Substitutability of Autonomous AI Sales Agents in Advancing B2B Relationships,” Industrial Marketing Management, 132, 17–131.
[PDF – author version]

2024

Bauer, Carlos, John M. Galvan, Tyler Hancock, Gary K. Hunter, Chris Nelson, Jen Riley, and Emily Tanner (2024),
“Integrating Technology within the Sales–Service Ecosystem: The Emergent Sales Techno-Ecosystem,” European Journal of Marketing, 58 (3), 782–811.
[PDF – author version]

Authors listed alphabetically to denote equal contributions.

2019

Hunter, Gary K. (2019),
“On Conceptualizing, Measuring, and Managing Augmented Technology Use in Business-to-Business Sales Contexts,” Journal of Business Research, 105 (12), 201–213.
[PDF – author version]

2018

St. Clair, Donald P., Gary K. Hunter, Philip A. Cola, and Richard J. Boland (2018),
“Systems-Savvy Selling, Interpersonal Identification with Customers, and the Sales Manager’s Motivational Paradox: A Constructivist Grounded Theory Approach,” Journal of Personal Selling & Sales Management, 38 (4), 391–412.
[PDF – author version]

2015

Hunter, Gary K. and Nikolaos G. Panagopoulos (2015),
“Commitment to Technological Change, Sales Force Intelligence Norms, and Sales Performance,” Industrial Marketing Management, 50 (10), 162–179.
[PDF – author version]

Authors listed alphabetically for equal contributions.

2014

Hunter, Gary K. (2014),
“Customer Business Development: Identifying and Responding to Buyer-Implied Information Preferences,” Industrial Marketing Management, 43 (7), 1204–1215.
[PDF – author version]

Special issue on broadening research on key account management.

Alvarez, Cecilia M. O., Peter R. Dickson, and Gary K. Hunter (2014),
“The Four Faces of the Hispanic Consumer: An Acculturation-Based Segmentation,” Journal of Business Research, 67 (2), 108–115.
[PDF – author version]

2012

Bradford, Kevin, Goutam N. Challagalla, Gary K. Hunter, and William C. Moncrief (2012),
“Strategic Account Management: Conceptualizing, Integrating, and Extending the Domain from Fluid to Dedicated Accounts,” Journal of Personal Selling & Sales Management, 31 (1), 41–56.
[PDF – author version]

Included in JPSSM’s 30th Anniversary Special Issue. Authors listed alphabetically for equal contributions.

2010

Bradford, Kevin, Steve Brown, Shankar Ganesan, Gary K. Hunter, Vincent Onyemah, Robert Palmatier, Dominique Rouziès, Rosann Spiro, Harish Sujan, and Barton Weitz (2010),
“The Embedded Sales Force: Connecting Buying and Selling Organizations,” Marketing Letters, 21 (3), 239–253.
[PDF – author version]

130+ Google Scholar citations. Authors listed alphabetically for equal contributions.

2009

Dickson, Peter R., Walfried Lassar, Gary K. Hunter, and Samit Chakravarti (2009),
“The Pursuit of Excellence in Process Thinking and Customer Relationship Management,” Journal of Personal Selling & Sales Management, 29 (2), 111–124.
[PDF – author version]

Lead article. 2010 Marvin A. Jolson Award for best contribution to selling and sales management practice.

2007

Hunter, Gary K. and William D. Perreault, Jr. (2007),
“Making Sales Technology Effective,” Journal of Marketing, 71 (1), 16–34.
[PDF – author version]

2008 AMA Excellence in Research Award; 490+ Google Scholar citations.

2006

Hunter, Gary K., Michele D. Bunn, and William D. Perreault, Jr. (2006),
“Interrelations among Key Aspects of the Organizational Procurement Process,” International Journal of Research in Marketing, 23 (2), 155–170.
[PDF – author version]

Hunter, Gary K. and William D. Perreault, Jr. (2006),
“Sales Technology Orientation, Information Effectiveness, and Sales Performance,” Journal of Personal Selling & Sales Management, 26 (2), 95–113.
[PDF – author version]

Lead article. 2007 James M. Comer Award for best contribution to selling and sales management theory; 280+ Google Scholar citations.