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Hiring for success at the buyer-seller interface

Marshall, Greg W.; Goebel, Daniel J.; Moncrief, William C. - In: Journal of Business Research 56 (2003) 4, pp. 247-255

Persistent link: https://www.econbiz.de/10005466305

Formal and informal management control combinations in sales organizations: The impact on salesperson consequences

Cravens, David W.; Lassk, Felicia G.; Low, George S.; … - In: Journal of Business Research 57 (2004) 3, pp. 241-248

Persistent link: https://www.econbiz.de/10005466406

Social media and related technology: Drivers of change in managing the contemporary sales force

Moncrief, William C.; Marshall, Greg W.; Rudd, John M. - In: Business Horizons 58 (2015) 1, pp. 45-55

The selling environment has undergone tremendous transformation over the past 2 decades. Perhaps the greatest change has centered on changes and advancements in technology. The latest dramatic change has been the rapidly increasing use of social media and other related technologies in the...

Persistent link: https://www.econbiz.de/10011191156

Whose career is likely to plateau?

Slocum, John Jr.; Cron, William L.; Yows, Linda C. - In: Business Horizons 30 (1987) 2, pp. 31-38

Persistent link: https://www.econbiz.de/10005431562

A field study comparing online and offline data collection methods for identifying product attribute preferences using conjoint analysis

Sethuraman, Raj; Kerin, Roger A.; Cron, William L. - In: Journal of Business Research 58 (2005) 5, pp. 602-610

Persistent link: https://www.econbiz.de/10005474275

Gender differences in the pricing of professional services: Implications for income and customer relationships

Cron, William L.; Gilly, Mary C.; Graham, John L.; … - In: Organizational Behavior and Human Decision Processes 109 (2009) 1, pp. 93-105

This study extends our understanding of the effects of gender on both pricing behavior and owner income by examining both relationships in an experimental simulation involving owners of veterinary practices. Consistent with prior research, women owners are found to employ "compassionate pricing"...

Persistent link: https://www.econbiz.de/10005066938

Examining Gender Differences in Field Sales Organizations

Moncrief, William C.; Babakus, Emin; Cravens, David W.; … - In: Journal of Business Research 49 (2000) 3, pp. 245-257

Persistent link: https://www.econbiz.de/10005465789

Sequential modeling approach for redeploying selling effort in field salesforces

Cravens, David W.; Moncrief, William C.; Lamb, Charles Jr. - In: Journal of Business Research 20 (1990) 3, pp. 217-233

Persistent link: https://www.econbiz.de/10005466115

A meta-analysis of the relationship between organizational commitment and salesperson job performance: 25 years of research

Jaramillo, Fernando; Mulki, Jay Prakash; Marshall, Greg W. - In: Journal of Business Research 58 (2005) 6, pp. 705-714

Persistent link: https://www.econbiz.de/10005474116

Sales force use of technology: antecedents to technology acceptance

Robinson, Leroy Jr.; Marshall, Greg W.; Stamps, Miriam B. - In: Journal of Business Research 58 (2005) 12, pp. 1623-1631

Persistent link: https://www.econbiz.de/10005474118