TY  - BOOK
AU  - Bolander, Willy 
AU  - Dugan, Riley 
ED  - Jones, Eli 
TI  - Time, change, and longitudinally emergent conditions: understanding and applying longitudinal growth modeling in sales research
KW  - time
KW  -  change
KW  - longitudinal data analysis
KW  - growth modeling
KW  - sales research
KW  - research methods
KW  -  longitudinally emergent conditions
N2  - Despite calls for increased use of longitudinal data in academic sales research, the overwhelming majority of published studies utilize cross-sectional designs. Yet, given the critical importance of understanding the evolution of performance and other important outcomes, sales management, as a discipline, is particularly well suited for analysis using methodological techniques that properly account for the role of time. The purpose of this manuscript is to advocate for the increased use of longitudinal growth modeling (LGM), a technique for analyzing longitudinal data that can be applied by researchers to generate knowledge that can elude cross-sectional designs, in research on selling and sales management. In so doing, this article reviews extant research utilizing this technique and demonstrates that performing this type of analysis is well within the capabilities of many sales researchers, in terms of both ease of application and having access to the data necessary to generate insights from this methodology. The article also provides some topical areas in sales research that are particularly amenable to analysis using LGM in an effort to encourage future research in this area
ER  -