Journal Articles
Childs, DRN, Lee, N, Cadogan, JW,
Dewsnap, B (2024)
Resource gain or resource pain? How managerial social support resources influence the impact of sales anxiety on burnout,
Industrial Marketing Management, 121(2024), pp.74-87, ISSN: 0019-8501. DOI:
10.1016/j.indmarman.2024.07.002.
Childs, D, Lee, N, Cadogan, JW,
Dewsnap, B (2024)
Correction to: How within-person research can extend marketing knowledge (Journal of the Academy of Marketing Science, (2024), 52, 3, (695-714), 10.1007/s11747-023-00978-8),
Journal of the Academy of Marketing Science, 52(3), p.715, ISSN: 0092-0703. DOI:
10.1007/s11747-023-00998-4.
Zhu, D, Michaelidou, N,
Dewsnap, B, Cadogan, J, Christofi, M (2023)
Identity expressiveness in marketing: review and future research agenda,
European Journal of Marketing, 58(1), pp.143-216, ISSN: 0309-0566. DOI:
10.1108/EJM-08-2021-0581.
Childs, D, Lee, N, Cadogan, J,
Dewsnap, B (2023)
How within-person research can extend marketing knowledge,
Journal of the Academy of Marketing Science, 52(3), ISSN: 0092-0703. DOI:
10.1007/s11747-023-00978-8.
Dewsnap, B, Micevski, M, Cadogan, J, Kadic-Maglajlic, S (2020)
Flexibility in marketing & sales interfacing processes,
Industrial Marketing Management, 91, pp.285-300, ISSN: 0019-8501. DOI:
10.1016/j.indmarman.2020.09.005.
Childs, D, Lee, N,
Dewsnap, B, Cadogan, J (2019)
A within-person theoretical perspective in sales research: outlining recommendations for adoption and consideration of boundary conditions,
Journal of Personal Selling and Sales Management, 39(4), pp.386-399, ISSN: 0885-3134. DOI:
10.1080/08853134.2019.1620612.
Micevski, M,
Dewsnap, B, Cadogan, J, Kadic-Maglajlic, S, Boso, N (2019)
Sales intra-functional flexibility: Its relationship to performance and moderating effects on role stressors,
Journal of Business Research, 104(November 2019), pp.552-562, ISSN: 0148-2963. DOI:
10.1016/j.jbusres.2018.12.021.
Souchon, A,
Dewsnap, B, Durden, G, Axinn, CN, Holzmuller, HH (2015)
Antecedents to export information generation: a cross-national study,
International Marketing Review, ISSN: 0265-1335. DOI:
10.1108/IMR-05-2011-0125.
Souchon, AL, Sy-Changco, JA,
Dewsnap, B (2012)
Learning orientation in export functions: impact on export growth,
INTERNATIONAL MARKETING REVIEW, 29(2), pp.175-202, ISSN: 0265-1335. DOI:
10.1108/02651331211216970.
Dewsnap, B and Jobber, D (2009)
An exploratory study of sales-marketing integrative devices,
EUROPEAN JOURNAL OF MARKETING, 43(7-8), pp.985-1007, ISSN: 0309-0566. DOI:
10.1108/03090560910961489.
Souchon, AL, Cadogan, JW, Proctor, DB,
Dewsnap, B (2004)
Marketing Information Use and Organisational Performance: The Mediating Role of Responsiveness,
Journal of Strategic Marketing, 12(4), pp.231-242, ISSN: 0965-254X. DOI:
10.1080/0965254042000308057.
Dewsnap, B and Hart, CA (2004)
Category Management: A New Approach for Fashion Marketing?,
European Journal of Marketing, 38(7), pp.809-834, ISSN: 0309-0566. DOI:
10.1108/03090560410539267.
Dewsnap, B and Jobber, D (2002)
A Social Psychological Model of Relations Between Marketing and Sales,
European Journal of Marketing, 36(7/8), pp.874-894, ISSN: 0309-0566. DOI:
10.1108/03090560210430854.
Hart, CA and
Dewsnap, B (2001)
An Exploratory Study of the Consumer Decision Process for Intimate Apparel,
Journal of Fashion Marketing and Management, 5(2), pp.108-119, ISSN: 1361-2026. DOI:
10.1108/EUM0000000007282.
Dewsnap, B and Jobber, D (2000) The Sales-Marketing Interface in Consumer Packaged-Goods Companies: A Conceptual Framework,
Journal of Personal Selling & Sales Management, 20(2), pp.109-119, ISSN: 0885-3134.
Dewsnap, B and Jobber, D (2000)
The sales–marketing interface in consumer packaged-goods companies: A conceptual framework,
Journal of Personal Selling and Sales Management, 20(2), pp.109-119, ISSN: 0885-3134. DOI:
10.1080/08853134.2000.10754230.
Dewsnap, B and Jobber, D (1999) Category Management: A Vehicle for Integration between Sales and Marketing,
The Journal of Brand Management, 6(6), pp.380-392, ISSN: 1350-231X.
Conferences
Dewsnap, B, Childs, D, Lussier, B, Lee, N, Cadogan, JW (Accepted for publication) Till death do us part? The dark side of meaningful work for salespeople. In 2025 AMA Winter Academic Conference, Phoenix, Arizona, USA.
Dewsnap, B, Childs, D, Cadogan, J, Lee, N, Pappas, A (Accepted for publication) Understanding and mitigating the evolution of salesperson burnout: A within-person longitudinal analysis. In AMA Winter Conference, Nashville.
Childs, D, Lee, N, Cadogan, J, Dewsnap, B (Accepted for publication) A longitudinal examination of salesperson burnout: Understanding the within-person burnout process and how it can be managed. In 2022 AMA Winter Academic Conference, Las Vegas, NV, USA.
Childs, D,
Dewsnap, B, Cadogan, J, Lee, N (2020)
An analysis of sales self-efficacy change: drivers and outcomes [Extended abstract]. In Lukas, B and Ferrell, OC (ed)
2020 AMA Winter Academic Conference; AMA Winter Academic Conference 2020: Consumers and Firms in a Global World, San Diego, California, USA,ISBN: 9781713805892.
Tonikidou, A, Souchon, A, Kyriakopoulos, K, Hughes, P,
Dewsnap, B, Hughes, M (2020)
Translating new product development-level improvisation-based learning into strategy in SMEs. In
Global Marketing Conference GAMMA (2020); 2020 Global Marketing Conference at Seoul Proceedings, Seoul, pp.300-305, DOI:
10.15444/GMC2020.03.06.02.
Childs, D,
Dewsnap, B, Cadogan, J, LEE, N (2020) An Analysis of Sales Self-Efficacy Change: Drivers and Outcomes. In
2020 AMA Winter Academic Conference, SAN DIEGO, CA, USA.
Micevski, M, Dewsnap, B, Cadogan, J, Kadic-Maglajlic, S (Accepted for publication) Flexibility in Marketing & Sales Interfacing Processes. In Industrial Marketing Management 2020 Summit, Philadelphia, PA, USA.
Crick, J,
Dewsnap, B, Cadogan, J, Souchon, A (2018)
Implementing the marketing concept through customer value-oriented functional resource investments [extended abstract]. In Luo, SKLMGX (ed)
2019 American Marketing Association (AMA) Winter Academic Conference; Proceedings of the 2019 AMA Winter Academic Conference, Austin, Texas,ISBN: 9780877570035.
Micevski, M, Kadic-Maglajlic, S, Boso, N,
Dewsnap, B, Cadogan, J (2017)
Sales intra-functional flexibility: its relationship to performance and moderating effects of customer orientation and role stressors [conference abstract]. In
8th EMAC Regional Conference, Timisoara, Romania.
Micevski, M,
Dewsnap, B, Cadogan, JW, Kadić-Maglajlić, S, Boso, N (2014) Performance implications of the interplay between sales intra-functional flexibility, customer orientation and role ambiguity. In
AMS World Marketing Congress, Peru.
Souchon, AL,
Dewsnap, B, Efrat, K, Korobilis-Mages, E (2013) Marketing information use: Links to innovativeness and performance. In
2013 Australia New Zealand Marketing Academy Conference, Auckland, pp.x-x.
Dewsnap, B, Farrell, AM, Micevski, M (2013) Measuring Social Identity in Interfunctional Research in Marketing. In
EMAC Conference, Istanbul, Turkey, p.337.
Farrell, AM, Sood, A,
Dewsnap, B (2013) Student Morningness-Eveningness Type and Performance: Does Class Timing Matter?. In
EMAC Conference, Istanbul, Turkey, p.403.
Dewsnap, B, Micevski, M, Cadogan, JW (2012) Coordination Flexibility in Sales and Marketing: In-depth Insights into an Important New Concept. In
AMA Winter Marketing Educators' Conference, St Petersburg, Florida, pp.1-1.
Dewsnap, B, Farrell, AM, Boso, N (2011) Charismatic Leadership As A Driver of Marketing-Sales Collaboration. In Makovec Brencic, M (ed)
EMAC 40th Conference, Ljubljana, Slovenia, pp.163-163.
Dewsnap, B and Jobber, D (2006) Testing a Model of Marketing-Sales Relations. In
Academy of Marketing Conference, Middlesex University, London.
Dewsnap, B, Jobber, D, Ashill, N (2006) Sales-Marketing Intergroup Relations: Antecedents and Consequences. In
34th European Marketing Academy Conference, Athens.
Dewsnap, B and Jobber, D (2005) The Social Psychology of Sales-Marketing Intergroup Relations: An Empirical Investigation. In
34th European Academy of Marketing Conference, Rejuvenating Marketing: Contamination, Innovation, Integration, Milan.
Dewsnap, B and Jobber, D (2005) The Sales and Marketing Interface: A Social Psychological Investigation. In
2005 Academy of Marketing Conference, Dublin.
Dewsnap, B and Jobber, D (2004) What Factors Affect Collaboration between Sales and Marketing Departments?. In
Academy of Marketing Conference, Virtue in Marketing, Cheltenham,ISBN: 1 86174 148 0.
Dewsnap, B and Jobber, D (2004) The Antecedents of Sales-Marketing Collaboration: An Empirical Investigation. In
33rd European Marketing Academy Conference, Worldwide Marketing? Murcia,ISBN: 84-8371-464-7.
Dewsnap, B and Jobber, D (2002) Re-thinking Marketing Structures in the Fast Moving Consumer Goods Sector: An Exploratory Study of UK Firms. In
Proceedings of Academy of Marketing Conference, Nottingham, pp.170-239, ISBN: 0 86339 807 3.
Hart, CA and
Dewsnap, B (2000) Understanding the Bra Consumer: Implications for Retailer Product Positioning. In
Book of Abstracts from the 7th Recent Advances in Retailing & Services Science Conference, Sintra, Portugal, p.70.
Dewsnap, B and Jobber, D (1999) A Measure of Interdepartmental Integration for Marketing: An Exploratory Study. In
Academy of Marketing Conference, Stirling, pp.2163-2170, ISBN: 1 85769 115 6.
Dewsnap, B and Jobber, D (1998) The Sales-Marketing Interface: A Synthesis of Theoretical Perspectives and Conceptual Framework. In
27th EMAC Conference, European Marketing Academy Conference, Stockholm, pp.385-409, ISBN: 91-7258-482-3.
Dewsnap, B and Jobber, D (1998) The Sales-Marketing Interface: Is it Working?. In
The Academy of Marketing Annual Conference 1998, Sheffield, pp.170-177, ISBN: 0 86 339 807 3.
Dewsnap, B and Jobber, D (1997) The Social Psychology of Intergroup Relations in FMCG Marketing: Towards a Conceptual Framework. In
Proceedings of the Academy of Marketing, Manchester, pp.1287-1292, ISBN: 0 905304 15 2.
Dewsnap, B and Jobber, D (1997) A Study of Intergroup Relations in FMCG Marketing. In
Proceedings of the Academy of Marketing, Manchester, pp.49-54, ISBN: 0 905304 18 7.
