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~person:"Arndt, Aaron D."
~person:"Plouffe, Christopher R."
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Arndt, Aaron D.
Plouffe, Christopher R.
Agnihotri, Raj
35
Ahearne, Michael
35
Rapp, Adam
27
Bolander, Willy
22
Wieseke, Jan
22
Hughes, Douglas E.
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Jaramillo, Fernando
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Alavi, Sascha
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Friend, Scott B.
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Itani, Omar S.
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Evans, Kenneth R.
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Habel, Johannes
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Homburg, Christian
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Lam, Son K.
16
Marshall, Greg W.
16
Verbeke, Willem J. M. I.
16
Onyemah, Vincent
15
Zablah, Alex R.
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Mallin, Michael L.
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Industrial marketing management : the international journal for industrial and high-tech firms
8
The journal of personal selling & sales management : JPSSM
4
Journal of business research : JBR
2
Journal of retailing and consumer services
2
Journal of the Academy of Marketing Science
2
International journal of retail & distribution management
1
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ECONIS (ZBW)
23
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1
Addressing concerns with salesperson competitive psychological climate, sales performance, and turnover intention : the role of threat and learning orientation
Zahn, William J.
;
Peng, Yi
;
Mathis, David
;
Hochstein, …
- In:
Industrial marketing management : the international …
115
(
2023
),
pp. 143-155
Persistent link: https://www.econbiz.de/10014454867
Saved in:
2
Sales compensation plan type and sales opportunity coverage : "double-edged" sword effects on sales performance
Claro, Danny Pimentel
;
Plouffe, Christopher R.
;
Vieira, …
- In:
Industrial marketing management : the international …
113
(
2023
),
pp. 153-167
Persistent link: https://www.econbiz.de/10014433584
Saved in:
3
Impact of stereotype threat on sales anxiety
Amin, Mohammad Sakif
;
Arndt, Aaron D.
;
Tanner, Emily C.
- In:
Journal of business research : JBR
154
(
2023
),
pp. 1-10
Persistent link: https://www.econbiz.de/10013468969
Saved in:
4
Who do I look at? : mutual gaze in triadic sales encounters
Arndt, Aaron D.
;
Khoshghadam, Leila
;
Evans, Kenneth R.
- In:
Journal of business research : JBR
111
(
2020
),
pp. 91-101
Persistent link: https://www.econbiz.de/10012237782
Saved in:
5
Salesperson influence tactics and the buying agent purchase decision : mediating role of buying agent trust of the salesperson and moderating role of buying agent regulatory orient...
Hartmann, Nathaniel
;
Plouffe, Christopher R.
;
Kohsuwan, …
- In:
Industrial marketing management : the international …
87
(
2020
),
pp. 31-46
Persistent link: https://www.econbiz.de/10012285128
Saved in:
6
Examining salesperson versus sales manager evaluation of customer opportunities : a psychological momentum perspective on optimism, confidence, and overconfidence
Bonney, Leff
;
Plouffe, Christopher R.
;
Hochstein, Bryan
; …
- In:
Industrial marketing management : the international …
88
(
2020
),
pp. 339-351
Persistent link: https://www.econbiz.de/10012285372
Saved in:
7
Competent or threatening? : when looking like a "salesperson" is disadvantageous
Arndt, Aaron D.
;
Evans, Kenneth R.
;
Zahedi, Ziniya
; …
- In:
Journal of retailing and consumer services
47
(
2019
),
pp. 166-176
Persistent link: https://www.econbiz.de/10011995554
Saved in:
8
Adapting influence approaches to informed consumers in high-involvement purchases : are salespeople really doomed?
Hochstein, Bryan
;
Bolander, Willy
;
Goldsmith, Ronald E.
; …
- In:
Journal of the Academy of Marketing Science
47
(
2019
)
1
,
pp. 118-137
Persistent link: https://www.econbiz.de/10011996688
Saved in:
9
Is it navigation, networking, coordination ... or what? : a multidisciplinary review of influences on the intraorganizational dimension of the sales role and performance
Plouffe, Christopher R.
- In:
The journal of personal selling & sales management : JPSSM
38
(
2018
)
2
,
pp. 241-264
Persistent link: https://www.econbiz.de/10011917850
Saved in:
10
Does the customer matter most? : exploring strategic frontline employees’ influence of customers, the internal business team, and external business partners
Plouffe, Christopher R.
;
Bolander, Willy
;
Cote, Joseph A.
; …
- In:
Journal of marketing
80
(
2016
)
1
,
pp. 106-123
Persistent link: https://www.econbiz.de/10011507463
Saved in:
11
Investigations of sales representatives' valuation of options
Bonney, Leff
;
Plouffe, Christopher R.
;
Brady, Michael
- In:
Journal of the Academy of Marketing Science
44
(
2016
)
2
,
pp. 135-150
Persistent link: https://www.econbiz.de/10011453159
Saved in:
12
How angry customer complaints influence salesperson commitment to service quality
Tao, Kungpo
;
Karande, Kiran
;
Arndt, Aaron D.
- In:
Journal of marketing theory and practice
24
(
2016
)
3
,
pp. 265-282
Persistent link: https://www.econbiz.de/10011532821
Saved in:
13
Selling in an asymmetric retail world : perspectives from India, Russia, and the US on buyer-seller information differential, perceived adaptive selling, and purchase intention
Rippé, Cindy B.
;
Weisfeld-Spolter, Suri
;
Dubinsky, Alan J.
- In:
The journal of personal selling & sales management : JPSSM
36
(
2016
)
4
,
pp. 344-362
Persistent link: https://www.econbiz.de/10011629742
Saved in:
14
Which influence tactics lead to sales performance? : it is a matter of style
Plouffe, Christopher R.
;
Bolander, Willy
;
Cote, Joseph A.
- In:
The journal of personal selling & sales management : JPSSM
34
(
2014
)
2
,
pp. 141-159
Persistent link: https://www.econbiz.de/10010346522
Saved in:
15
"I think I can... I think I can" : the impact of perceived selling efficacy and deal disclosure on salesperson escalation of commitment
Bonney, Leff
;
Plouffe, Christopher R.
;
Wolter, Jeremy
- In:
Industrial marketing management : the international …
43
(
2014
)
5
,
pp. 826-839
Persistent link: https://www.econbiz.de/10010404069
Saved in:
16
A framework for configuring sales support structure
Arndt, Aaron D.
;
Harkins, Jason
- In:
The journal of business & industrial marketing
28
(
2013
)
5
,
pp. 432-443
Persistent link: https://www.econbiz.de/10009771097
Saved in:
17
Testing an enhanced, process-based view of the sales process
Plouffe, Christopher R.
;
Nelson, Yvette Holmes
;
Beuk, …
- In:
The journal of personal selling & sales management : JPSSM
33
(
2013
)
2
,
pp. 141-164
Persistent link: https://www.econbiz.de/10009745303
Saved in:
18
Is it better for salespeople to have the highest customer orientation or a strong fit with their group's customer orientation? : findings from automobile dealerships
Arndt, Aaron D.
;
Karande, Kiran
- In:
Journal of retailing and consumer services
19
(
2012
)
3
,
pp. 353-359
Persistent link: https://www.econbiz.de/10009541791
Saved in:
19
Does the performance of other functions in the frontline influence salesperson conflict?
Arndt, Aaron D.
;
Karande, Kiran
;
Harkins, Jason
- In:
International journal of retail & distribution management
40
(
2012
)
9
,
pp. 717-736
Persistent link: https://www.econbiz.de/10009614686
Saved in:
20
An examination of frontline cross-functional integration during retail transactions
Arndt, Aaron D.
;
Karande, Kiran
;
Landry, Timothy D.
- In:
Journal of retailing
87
(
2011
)
2
,
pp. 225-241
Persistent link: https://www.econbiz.de/10009240254
Saved in:
21
Exploratory navigation and salesperson performance : investigating selected antecedents and boundary conditions in high-technology and financial services contexts
Plouffe, Christopher R.
;
Sridharan, Srinivas
;
Barclay, …
- In:
Industrial marketing management : the international …
39
(
2010
)
4
,
pp. 538-550
Persistent link: https://www.econbiz.de/10003983982
Saved in:
22
SOCO's impact on individual sales performance : the integration of selling skills as a missing link
Wachner, Trent
;
Plouffe, Christopher R.
;
Grégoire, Yany
- In:
Industrial marketing management : the international …
38
(
2009
)
1
,
pp. 32-44
Persistent link: https://www.econbiz.de/10003810414
Saved in:
23
Salesperson navigation: the intraorganizational dimension of the sales role
Plouffe, Christopher R.
;
Barclay, Donald W.
- In:
Industrial marketing management : the international …
36
(
2007
)
4
,
pp. 528-539
Persistent link: https://www.econbiz.de/10003469176
Saved in:
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