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Recapturing store image in customer-based store equity: a construct conceptualization

Journal of business research, 2005-08, Vol.58 (8), p.1112-1120

2005

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Successful and Unsuccessful Sales Calls: Measuring Salesperson Attributions and Behavioral Intentions

Journal of marketing, 2001-07, Vol.65 (3), p.64-78

2001

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Salesperson Selection, Training, and Development: Trends, Implications, and Research Opportunities

The Journal of personal selling & sales management, 2005-04, Vol.25 (2), p.123-136

2005

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Adaptive Selling: Conceptualization, Measurement, and Nomological Validity

Journal of marketing research, 1990-02, Vol.27 (1), p.61

1990

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Attributions and Behavioral Intentions of Inexperienced Salespersons to Failure: An Empirical Investigation

Journal of the Academy of Marketing Science, 2003-09, Vol.31 (4), p.459-467

2003

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Attracting Graduates to Sales Positions and the Role of Recruiter Knowledge: A Reexamination

The Journal of personal selling & sales management, 2004, Vol.24 (1), p.39-48

2004

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Marketing and Sales: Strategic Alignment and Functional Implementation

The Journal of personal selling & sales management, 1996-01, Vol.16 (1), p.1-20

1996

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Adaptive Selling: Conceptualization, Measurement, and Nomological Validity

Journal of marketing research, 1990-02, Vol.27 (1), p.61-69

1990

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Persuasion in Family Decision-Making

The Journal of consumer research, 1983-03, Vol.9 (4), p.393-402

Spiro, Rosann L.

1983

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The marketing concept in perspective

Business horizons, 1988-05, Vol.31 (3), p.40-45

1988

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Salesperson and product country-of-origin effects on attitudes and intentions to purchase

Journal of business research, 1991, Vol.22 (1), p.21-32

1991

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Linking Market Share Strategies to Salesforce Objectives, Activities, and Compensation Policies

The Journal of personal selling & sales management, 1986, Vol.6 (2), p.11-18

1986

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Communication Style in the Salesperson-Customer Dyad

Journal of marketing research, 1985-11, Vol.22 (4), p.434-442

1985

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AN APPROACH FOR IMPROVED INTERPRETATION OF MULTIVARIATE ANALYSIS

Decision sciences, 1978-07, Vol.9 (3), p.402-413

1978

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Communication Style in the Salesperson-Customer Dyad

Journal of marketing research, 1985-11, Vol.22 (4), p.434

1985

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Influence Use by Industrial Salesmen: Influence-Strategy Mixes and Situational Determinants

The Journal of business (Chicago, Ill.), 1979-07, Vol.52 (3), p.435-455

1979

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The personal selling process: A critical review and model

Industrial marketing management, 1976-12, Vol.5 (6), p.351-363

1976

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Factors influencing sales call frequency of industrial salespersons

Journal of business research, 1978, Vol.6 (1), p.1-15

1978

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The Customer-Salesperson Dyad: An Interaction/Communication Model and Review

The Journal of personal selling & sales management, 1990-01, Vol.10 (3), p.29-43

1990

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Adaptive Selling: Conceptualization, Measurement, And Nomol

Journal of marketing research, 1990-02, Vol.27 (1), p.61

1990

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Training Implications of Salesperson Influence Strategy

The Journal of personal selling & sales management, 1981, Vol.1 (2), p.10-17

1981

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The Introductory Marketing Text: An Examination of Readability

Journal of marketing education, 1981-10, Vol.3 (2), p.41-51

1981

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Sales Management: Concepts and Cases

The Journal of Personal Selling and Sales Management, 1984, Vol.4 (1), p.52-52

Spiro, Rosann L.

1984

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Influence Use by Industrial Salesmen: Influence-Strategy Mixes and Situational Determinants: Introduction

The Journal of business (Chicago, Ill.), 1979-07, Vol.52 (3), p.435

1979

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Book Reviews

Journal of Personal Selling & Sales Management, 1984, Vol.4 (1), p.52-55

1984

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Recapturing store image in customer-based store equity: a construct conceptualization

Successful and Unsuccessful Sales Calls: Measuring Salesperson Attributions and Behavioral Intentions

Salesperson Selection, Training, and Development: Trends, Implications, and Research Opportunities

Adaptive Selling: Conceptualization, Measurement, and Nomological Validity

Attributions and Behavioral Intentions of Inexperienced Salespersons to Failure: An Empirical Investigation

Attracting Graduates to Sales Positions and the Role of Recruiter Knowledge: A Reexamination

Marketing and Sales: Strategic Alignment and Functional Implementation

Adaptive Selling: Conceptualization, Measurement, and Nomological Validity

Persuasion in Family Decision-Making

The marketing concept in perspective

Salesperson and product country-of-origin effects on attitudes and intentions to purchase

Linking Market Share Strategies to Salesforce Objectives, Activities, and Compensation Policies

Communication Style in the Salesperson-Customer Dyad

AN APPROACH FOR IMPROVED INTERPRETATION OF MULTIVARIATE ANALYSIS

Communication Style in the Salesperson-Customer Dyad

Influence Use by Industrial Salesmen: Influence-Strategy Mixes and Situational Determinants

The personal selling process: A critical review and model

Factors influencing sales call frequency of industrial salespersons

The Customer-Salesperson Dyad: An Interaction/Communication Model and Review

Adaptive Selling: Conceptualization, Measurement, And Nomol

Training Implications of Salesperson Influence Strategy

The Introductory Marketing Text: An Examination of Readability

Sales Management: Concepts and Cases

Influence Use by Industrial Salesmen: Influence-Strategy Mixes and Situational Determinants: Introduction

Book Reviews

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