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~person:"Comer, Lucette B."
~person:"Friend, Scott B."
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Comer, Lucette B.
Friend, Scott B.
Agnihotri, Raj
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Ahearne, Michael
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Rapp, Adam
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Bolander, Willy
22
Wieseke, Jan
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Hughes, Douglas E.
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Jaramillo, Fernando
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Alavi, Sascha
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Verbeke, Willem J. M. I.
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Zablah, Alex R.
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The journal of personal selling & sales management : JPSSM
6
Journal of business research : JBR
5
Industrial marketing management : the international journal for industrial and high-tech firms
4
Journal of personal selling & sales management
3
Journal of marketing theory and practice
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ECONIS (ZBW)
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1
How and should firms motivate salesperson effort across a multi-brand portfolio?
Mullins, Ryan
;
Swain, Scott
;
Friend, Scott B.
- In:
Journal of business research : JBR
158
(
2023
),
pp. 1-14
Persistent link: https://www.econbiz.de/10014281043
Saved in:
2
Ethical climate at the frontline : a meta-analytic evaluation
Friend, Scott B.
;
Jaramillo, Fernando
;
Johnson, Jeff S.
- In:
Journal of service research
23
(
2020
)
2
,
pp. 116-138
Persistent link: https://www.econbiz.de/10012216500
Saved in:
3
An integrative framework of sales ecosystem well-being
Ranjan, Kumar Rakesh
;
Friend, Scott B.
- In:
Journal of personal selling & sales management
40
(
2020
)
4
,
pp. 234-250
Persistent link: https://www.econbiz.de/10012395126
Saved in:
4
Assessments of equivocal salesperson behavior and their influences on the quality of buyer-seller relationships
Crosno, Jody
;
Dahlstrom, Robert
;
Friend, Scott B.
- In:
Journal of personal selling & sales management
40
(
2020
)
3
,
pp. 161-179
Persistent link: https://www.econbiz.de/10012313070
Saved in:
5
Interfacing and customer-facing : sales and marketing selling centers
Johnson, Jeff S.
;
Matthes, Joseph M.
;
Friend, Scott B.
- In:
Industrial marketing management : the international …
77
(
2019
),
pp. 41-56
Persistent link: https://www.econbiz.de/10012004135
Saved in:
6
Fail fast, sell well : the contingent impact of failing fast on salesperson performance
Friend, Scott B.
;
Ranjan, Kumar Rakesh
;
Johnson, Jeff S.
- In:
Industrial marketing management : the international …
82
(
2019
),
pp. 265-275
Persistent link: https://www.econbiz.de/10012128080
Saved in:
7
Sales manager cost control engagement : antecedents and performance implications
Skiba, Jenifer
;
Saini, Amit
;
Friend, Scott B.
- In:
Journal of personal selling & sales management
39
(
2019
)
2
,
pp. 123-137
Persistent link: https://www.econbiz.de/10012200861
Saved in:
8
Propensity to trust salespeople : a contingent multilevel-multisource examination
Friend, Scott B.
;
Johnson, Jeff S.
;
Sohi, Ravipreet S.
- In:
Journal of business research : JBR
83
(
2018
),
pp. 1-9
Persistent link: https://www.econbiz.de/10011775837
Saved in:
9
The role of delight in driving repurchase intentions
Meyer, Tracy
;
Barnes, Donald C.
;
Friend, Scott B.
- In:
The journal of personal selling & sales management : JPSSM
37
(
2017
)
1
,
pp. 61-71
Persistent link: https://www.econbiz.de/10011690136
Saved in:
10
The role of emotions on frontline employee turnover intentions
Cho, Yoon-Na
;
Rutherford, Brian N.
;
Friend, Scott B.
; …
- In:
Journal of marketing theory and practice
25
(
2017
)
1
,
pp. 57-68
Persistent link: https://www.econbiz.de/10011654472
Saved in:
11
Dimensions and contingent effects of variable compensation system changes
Johnson, Jeff S.
;
Friend, Scott B.
;
Agrawal, Arvind
- In:
Journal of business research : JBR
69
(
2016
)
8
,
pp. 2923-2930
Persistent link: https://www.econbiz.de/10011507823
Saved in:
12
Positive psychology in sales : integrating psychological capital
Friend, Scott B.
;
Johnson, Jeff S.
;
Luthans, Fred
; …
- In:
Journal of marketing theory and practice
24
(
2016
)
3
,
pp. 306-327
Persistent link: https://www.econbiz.de/10011532829
Saved in:
13
The effect of managerial cost prioritization on sales force turnover
Skiba, Jennifer
;
Saini, Amit
;
Friend, Scott B.
- In:
Journal of business research : JBR
69
(
2016
)
12
,
pp. 5917-5924
Persistent link: https://www.econbiz.de/10011597556
Saved in:
14
Implicit measures in sales research
Friend, Scott B.
;
Johnson, Jeff S.
- In:
The journal of personal selling & sales management : JPSSM
35
(
2015
)
1
,
pp. 72-84
Persistent link: https://www.econbiz.de/10010503889
Saved in:
15
Contingent cross-selling and up-selling relationships with performance and job satisfaction : an MOA-theoretic examination
Johnson, Jeff S.
;
Friend, Scott B.
- In:
The journal of personal selling & sales management : JPSSM
35
(
2015
)
1
,
pp. 51-71
Persistent link: https://www.econbiz.de/10010503891
Saved in:
16
Why are you really losing sales opportunities? : a buyers' perspective on the determinants of key account sales failures
Friend, Scott B.
;
Curasi, Carolyn Folkman
;
Boles, James S.
- In:
Industrial marketing management : the international …
43
(
2014
)
7
,
pp. 1124-1135
Persistent link: https://www.econbiz.de/10010439596
Saved in:
17
Levels of analysis and sources of data in sales research : a multilevel-multisource review
Johnson, Jeff S.
;
Friend, Scott B.
;
Horn, Bradley J.
- In:
The journal of personal selling & sales management : JPSSM
34
(
2014
)
1
,
pp. 70-86
Persistent link: https://www.econbiz.de/10010338154
Saved in:
18
The effects of mentoring on salesperson commitment
Hartmann, Nathaniel N.
;
Rutherford, Brian N.
;
Hamwi, G. …
- In:
Journal of business research : JBR
66
(
2013
)
11
,
pp. 2294-2300
Persistent link: https://www.econbiz.de/10009789013
Saved in:
19
Indsales model : a facet-level job satisfaction model among salespeople
Friend, Scott B.
;
Johnson, Jeff S.
;
Rutherford, Brian N.
; …
- In:
The journal of personal selling & sales management : JPSSM
33
(
2013
)
4
,
pp. 419-438
Persistent link: https://www.econbiz.de/10010248494
Saved in:
20
Salesperson's listening ability as an antecedent to relationship selling
Drollinger, Tanya
;
Comer, Lucette B.
- In:
The journal of business & industrial marketing
28
(
2013
)
1
,
pp. 50-59
Persistent link: https://www.econbiz.de/10009723091
Saved in:
21
Measuring salesperson burnout : a reduced Maslach burnout inventory for sales researchers
Rutherford, Brian N.
;
Hamwi, G. Alexander
;
Friend, Scott B.
- In:
The journal of personal selling & sales management : JPSSM
31
(
2011
)
4
,
pp. 429-440
Persistent link: https://www.econbiz.de/10009389585
Saved in:
22
The role of emotion in the relationship between customers and automobile salespeople
Lee, Sanghyun
;
Comer, Lucette B.
;
Dubinsky, Alan J.
; …
- In:
Journal of managerial issues : JMI
23
(
2011
)
2
,
pp. 206-226
Persistent link: https://www.econbiz.de/10009295386
Saved in:
23
Salespeople's communication competence : a study of the Mexican market
Rubio Sanchez, Alberto
;
Pico, Alejandro
;
Comer, Lucette B.
- In:
The journal of business and economic studies
16
(
2010
)
1
,
pp. 1-18
Persistent link: https://www.econbiz.de/10003986900
Saved in:
24
Salespeople as information gatherers: associated success factors
Liu, Sandra S.
;
Comer, Lucette B.
- In:
Industrial marketing management : the international …
36
(
2007
)
5
,
pp. 565-574
Persistent link: https://www.econbiz.de/10003483546
Saved in:
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