The authors fill a gap in the salesperson performance literature by exploring the process that salespeople follow in coordinating the activities of ad hoc team members during high-opportunity customer engagements in the business market. In a two-phase study, the authors conduct depth interviews with salespeople and survey sales managers from a Fortune-100 company to identify the processes involved in the coordination of expertise. In Phase I, analysis of qualitative data reveals that higher-performing salespeople are more likely to (1) consider relational as well as technical skills when matching team members to customer requirements, (2) attract their preferred experts to the team, including a member to perform the project manager role, and (3) define the appropriate time in the sales cycle to initiate contact with the customer and deploy the team to the customer organization. Adopting a social network perspective in Phase II, the reputation of a salesperson's internal working relationships and, to a lesser extent, the diversity and strength of their relationship ties are central in explaining effective coordination of expertise. In turn, coordination of expertise is linked to salesperson performance.

The purpose of this study is to offer a comprehensive assessment of journal standings in Marketing from two perspectives. The discipline perspective of rankings is obtained from a collection of published journal ranking studies during the past 15 years. The studies in the published ranking stream are assessed for reliability by examining internal correlations within the set. Aggregate rankings are presented from the published ranking stream, as well as from the two predominant ranking approaches used in these studies (opinion surveys and citation analyses). A new data source for journal rankings is introduced—the actual in-house target journal lists used by a sample of Association to Advance Collegiate Schools of Business (AACSB)-accredited schools to evaluate faculty research, representing an institutional perspective. The aggregate journal rankings from these lists are presented, as well as the rankings in two subsegments of the sample (US/non-US and doctoral/nondoctoral). The publications from the discipline perspective are compared to data from the in-house target journal lists actually used by AACSB-accredited schools. A full set of rankings across both data sets (school lists and the published article stream) is presented and differences are discussed.

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