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Manager directives for salesperson ambidextrous selling and resulting job satisfaction: a regulatory focus perspective

European journal of marketing, 2021-11, Vol.55 (11), p.3010-3032

2021

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Salesperson ambidexterity in customer engagement: do customer base characteristics matter?

Journal of the Academy of Marketing Science, 2019-07, Vol.47 (4), p.659-680

2019

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To exploit or explore? The impact of crowdfunding project descriptions and backers’ power states on funding decisions

Journal of the Academy of Marketing Science, 2023-03, Vol.51 (2), p.444-462

2023

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Identifying effective hunters and farmers in the salesforce: a dispositional–situational framework

Journal of the Academy of Marketing Science, 2016-07, Vol.44 (4), p.415-439

2016

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Salespeople and teams as stakeholder and knowledge managers: a service-ecosystem, co-creation, crossing-points perspective on key outcomes

European journal of marketing, 2024-03, Vol.58 (3), p.704-732

2024

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The Effects of Sales Message and Suspicion of Ulterior Motives on Salesperson Evaluation

Journal of consumer psychology, 2005, Vol.15 (3), p.238-249

DeCarlo, Thomas E.

2005

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Compensation and Control Systems: A New Application of Vertical Dyad Linkage Theory

The Journal of personal selling & sales management, 2012-01, Vol.32 (1), p.107-115

2012

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Selling financial services: the effect of consumer product knowledge and salesperson commission on consumer suspicion and intentions

Journal of the Academy of Marketing Science, 2013-07, Vol.41 (4), p.418-435

2013

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Salesperson knowledge distinctions and sales performance

The Journal of personal selling & sales management, 2014-01, Vol.34 (2), p.123-140

2014

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An assessment of needed sales management skills

The Journal of personal selling & sales management, 2014-01, Vol.34 (3), p.206-222

2014

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A process model of buyer responses to salesperson transgressions and recovery efforts: the impact of salesperson orientation

The Journal of personal selling & sales management, 2016-01, Vol.36 (1), p.59-73

2016

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Examining buyers' negative word-of-mouth intentions following suspected salesperson transgressions

Industrial marketing management, 2022-04, Vol.102, p.35-44

2022

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With suspicious (but happy) minds: Mood's ability to neutralize the effects of suspicion on persuasion

Journal of consumer psychology, 2009-07, Vol.19 (3), p.326-333

2009

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The Interactive Effects of Sales Presentation, Suspicion, and Positive Mood on Salesperson Evaluations and Purchase Intentions

The Journal of personal selling & sales management, 2013, Vol.33 (1), p.53-66

2013

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The dark side of salesperson ambidexterity: How salesperson ambidexterity increases felt stress

Industrial marketing management, 2024-10, Vol.122, p.78-88

2024

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Performance Trends and Salesperson Evaluations: The Moderating Roles of Evaluation Task, Managerial Risk Propensity, and Firm Strategic Orientation

The Journal of personal selling & sales management, 2012-04, Vol.32 (2), p.207-223

2012

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An update on the status of sales management training

The Journal of personal selling & sales management, 2010-09, Vol.30 (4), p.319-326

2010

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An Examination and Extension of the Zone-of-Tolerance Model: A Comparison to Performance-Based Models of Perceived Quality

Journal of service research : JSR, 2004-02, Vol.6 (3), p.272-286

2004

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Influence of Image and Familiarity on Consumer Response to Negative Word-of-Mouth Communication About Retail Entities

Journal of marketing theory and practice, 2007-01, Vol.15 (1), p.41-51

2007

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Environmental and Societal Positioning as Sources of Competitive Advantage in an Agricultural Firm

Journal of food products marketing, 2012-10, Vol.18 (5), p.417-425

2012

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Performance Expectations of Salespeople: The Role of Past Performance and Causal Attributions in Independent and Interdependent Cultures

The Journal of personal selling & sales management, 2007-03, Vol.27 (2), p.133-147

2007

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Identifying effective hunters and farmers in the sales force: a dispositional-situational framework

Journal of the Academy of Marketing Science, 2016-07, p.415

2016

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Leadership Behavior and Organizational Commitment: A Comparative Study of American and Indian Salespersons

Journal of international business studies, 1999-12, Vol.30 (4), p.727-743

1999

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How sales manager experience and historical data trends affect decision making

European journal of marketing, 2015-09, Vol.49 (9/10), p.1484-1504

2015

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Consumers' Responses to Negative Word-of-Mouth Communication: An Attribution Theory Perspective

Journal of consumer psychology, 2001, Vol.11 (1), p.57-73

2001

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Manager directives for salesperson ambidextrous selling and resulting job satisfaction: a regulatory focus perspective

Salesperson ambidexterity in customer engagement: do customer base characteristics matter?

To exploit or explore? The impact of crowdfunding project descriptions and backers’ power states on funding decisions

Identifying effective hunters and farmers in the salesforce: a dispositional–situational framework

Salespeople and teams as stakeholder and knowledge managers: a service-ecosystem, co-creation, crossing-points perspective on key outcomes

The Effects of Sales Message and Suspicion of Ulterior Motives on Salesperson Evaluation

Compensation and Control Systems: A New Application of Vertical Dyad Linkage Theory

Selling financial services: the effect of consumer product knowledge and salesperson commission on consumer suspicion and intentions

Salesperson knowledge distinctions and sales performance

An assessment of needed sales management skills

A process model of buyer responses to salesperson transgressions and recovery efforts: the impact of salesperson orientation

Examining buyers' negative word-of-mouth intentions following suspected salesperson transgressions

With suspicious (but happy) minds: Mood's ability to neutralize the effects of suspicion on persuasion

The Interactive Effects of Sales Presentation, Suspicion, and Positive Mood on Salesperson Evaluations and Purchase Intentions

The dark side of salesperson ambidexterity: How salesperson ambidexterity increases felt stress

Performance Trends and Salesperson Evaluations: The Moderating Roles of Evaluation Task, Managerial Risk Propensity, and Firm Strategic Orientation

An update on the status of sales management training

An Examination and Extension of the Zone-of-Tolerance Model: A Comparison to Performance-Based Models of Perceived Quality

Influence of Image and Familiarity on Consumer Response to Negative Word-of-Mouth Communication About Retail Entities

Environmental and Societal Positioning as Sources of Competitive Advantage in an Agricultural Firm

Performance Expectations of Salespeople: The Role of Past Performance and Causal Attributions in Independent and Interdependent Cultures

Identifying effective hunters and farmers in the sales force: a dispositional-situational framework

Leadership Behavior and Organizational Commitment: A Comparative Study of American and Indian Salespersons

How sales manager experience and historical data trends affect decision making

Consumers' Responses to Negative Word-of-Mouth Communication: An Attribution Theory Perspective

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