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~person:"Arndt, Aaron D."
~person:"Plouffe, Christopher R."
~person:"Evans, Kenneth R."
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Salespeople
37
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37
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15
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9
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9
Sales
7
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6
Job performance
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Arndt, Aaron D.
Plouffe, Christopher R.
Evans, Kenneth R.
Agnihotri, Raj
35
Ahearne, Michael
35
Rapp, Adam
27
Bolander, Willy
22
Wieseke, Jan
22
Hughes, Douglas E.
21
Jaramillo, Fernando
21
Alavi, Sascha
20
Friend, Scott B.
20
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Chaker, Nawar N.
19
Johnson, Jeff S.
19
Schwepker, Charles H. <Jr.>
19
Rangarajan, Deva
18
Guenzi, Paolo
17
Itani, Omar S.
17
Pullins, Ellen
17
Schmitz, Christian
17
Singh, Ramendra
17
Habel, Johannes
16
Homburg, Christian
16
Lam, Son K.
16
Marshall, Greg W.
16
Verbeke, Willem J. M. I.
16
Onyemah, Vincent
15
Zablah, Alex R.
15
Mallin, Michael L.
14
Mulki, Jay P.
14
Panagopoulos, Nikolaos G.
14
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13
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13
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13
Hochstein, Bryan
13
Lee, Nick
13
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13
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12
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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
8
Journal of business research : JBR
5
Journal of the Academy of Marketing Science
5
Journal of retailing and consumer services
2
The Oxford handbook of strategic sales and sales management
2
European journal of marketing : EJM
1
International journal of retail & distribution management
1
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1
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1
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ECONIS (ZBW)
37
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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
Managing differential effects of salespersons' regulatory foci : a dual process model of dominant and supplemental pathways
Miao, Fred
;
Zheng, Yi
;
Zang, Zhimei
;
Grisaffe, Douglas B.
; …
- In:
Journal of the Academy of Marketing Science
50
(
2022
)
3
,
pp. 563-585
Persistent link: https://www.econbiz.de/10013199137
Saved in:
5
Salesperson socialization to the consumption of organizationally provided support services : differences between high- and low-performing salespeople
Stan, Simona
;
Arnold, Todd J.
;
McAmis, Gregory T.
; …
- In:
Journal of marketing theory and practice : JMTP
29
(
2021
)
3
,
pp. 271-288
Persistent link: https://www.econbiz.de/10012607651
Saved in:
6
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:
7
How complexity impacts salesperson counterproductive behavior : The mediating role of moral disengagement
Seriki, Olalekan K.
;
Nath, Pravin
;
Ingene, Charles A.
; …
- In:
Journal of business research : JBR
107
(
2020
),
pp. 324-335
Persistent link: https://www.econbiz.de/10012156781
Saved in:
8
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:
9
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:
10
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:
11
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:
12
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:
13
Customer query handling in sales interactions
Singh, Sunil
;
Marinova, Detelina
;
Singh, Jagdip
;
Evans, …
- In:
Journal of the Academy of Marketing Science
46
(
2018
)
5
,
pp. 837-856
Persistent link: https://www.econbiz.de/10011924771
Saved in:
14
Effects of top-performer rewards on fellow salespeople : a double-edged sword
Miao, C. Fred
;
Evans, Kenneth R.
;
Lie, Po-Chien
- In:
The journal of personal selling & sales management : JPSSM
37
(
2017
)
4
,
pp. 280-297
Persistent link: https://www.econbiz.de/10011794673
Saved in:
15
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:
16
Unintended effects of marketing messages on salespeople's cynicism
Seriki, Olalekan K.
;
Evans, Kenneth R.
;
Jeon, Hyo Jin
; …
- In:
European journal of marketing : EJM
50
(
2016
)
5/6
,
pp. 1047-1072
Persistent link: https://www.econbiz.de/10011529783
Saved in:
17
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:
18
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:
19
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:
20
Salesperson directive modification intention : a conceptualization and empirical validation
McAmis, Gregory T.
;
Evans, Kenneth R.
;
Arnold, Todd J.
- In:
The journal of personal selling & sales management : JPSSM
35
(
2015
)
3
,
pp. 203-220
Persistent link: https://www.econbiz.de/10011374658
Saved in:
21
The impact of salesperson credibility-building statements on later stages of the sales encounter
Arndt, Aaron
;
Evans, Kenneth R.
;
Landry, Timothy D.
; …
- In:
The journal of personal selling & sales management : JPSSM
34
(
2014
)
1
,
pp. 19-32
Persistent link: https://www.econbiz.de/10010338159
Saved in:
22
Motivating industrial salesforce with sales control systems : an interactive perspective
Miao, C. Fred
;
Evans, Kenneth R.
- In:
Journal of business research : JBR
67
(
2014
)
6
,
pp. 1233-1242
Persistent link: https://www.econbiz.de/10010365142
Saved in:
23
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:
24
"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:
25
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:
26
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:
27
The interactive effects of sales control systems on salesperson performance : a job demands-resources perspective
Miao, C. Fred
;
Evans, Kenneth R.
- In:
Journal of the Academy of Marketing Science
41
(
2013
)
1
,
pp. 73-90
Persistent link: https://www.econbiz.de/10009719768
Saved in:
28
Advancing sales performance research : a focus on five underresearched topic areas
Evans, Kenneth R.
;
McFarland, Richard G.
;
Dietz, Bart
; …
- In:
The journal of personal selling & sales management : JPSSM
32
(
2012
)
1
,
pp. 89-105
Persistent link: https://www.econbiz.de/10009505522
Saved in:
29
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:
30
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:
31
Sales force-generated marketing intelligence
Evans, Kenneth R.
;
Miao, C. Fred
- In:
The Oxford handbook of strategic sales and sales management
,
(pp. 174-200)
.
2011
Persistent link: https://www.econbiz.de/10008991513
Saved in:
32
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:
33
Sales Force-Generated Marketing Intelligence
Evans, Kenneth R.
;
Miao, C. Fred
- In:
The Oxford handbook of strategic sales and sales management
.
2011
Persistent link: https://www.econbiz.de/10012885339
Saved in:
34
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:
35
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:
36
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:
37
The role of salesperson motivation in sales control systems - intrinsic and extrinsic motivation revisited
Miao, C. Fred
;
Evans, Kenneth R.
;
Zou, Shaoming
- In:
Journal of business research : JBR
60
(
2007
)
5
,
pp. 417-425
Persistent link: https://www.econbiz.de/10003451456
Saved in:
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