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A Job Demands-Resources (JD-R) Perspective on New Product Selling : A Framework for Future Research

Zablah, Alex R. - 2011

Building on Job Demands-Resources (JD-R) theory, a comprehensive model of the determinants of salesperson new product selling outcomes is proposed. Existing empirical support for the proposed model is then assessed through a detailed review of published empirical studies. The results of this...

Persistent link: https://www.econbiz.de/10013122559

How and when does customer orientation influence frontline employee job outcomes? : a meta-analytic evaluation

Zablah, Alex R.; Franke, George R.; Brown, Tom; … - In: Journal of marketing 76 (2012) 3, pp. 21-40

Persistent link: https://www.econbiz.de/10009778042

More than one way to persist : unpacking the nature of salesperson persistence to understand its effects on performance

Chaker, Nawar N.; Zablah, Alex R.; Noble, Charles H. - In: Industrial marketing management : the international … 71 (2018), pp. 171-188

Persistent link: https://www.econbiz.de/10011871438

Increased engagement or reduced exhaustion : which accounts for the effect of job resources on salesperson job outcomes?

Matthews, Lucy M.; Zablah, Alex R.; Hair, Joseph F.; … - In: Journal of marketing theory and practice 24 (2016) 3, pp. 249-264

Persistent link: https://www.econbiz.de/10011532818

Exploring the state of salesperson insecurity : how it emerges and why it matters?

Chaker, Nawar N.; Schumann, David W.; Zablah, Alex R.; … - In: Journal of marketing theory and practice 24 (2016) 3, pp. 344-364

Persistent link: https://www.econbiz.de/10011532958

Emotional calibration and salesperson performance

Kidwell, Blair; Hasford, Jonathan; Turner, Broderick; … - In: Journal of marketing 85 (2021) 6, pp. 141-161

Persistent link: https://www.econbiz.de/10012662146

How customer requests influence frontline employee job outcomes : the role of personal appraisal tendencies and situational customer demandingness

Jung, Jin Ho; Brown, Tom; Zablah, Alex R. - In: Journal of retailing 98 (2022) 2, pp. 315-334

Persistent link: https://www.econbiz.de/10013364288

A meta-analytic investigation of the organizational identification : job performance relationship in the frontlines

Lee, Na Young; Zablah, Alex R.; Noble, Stephanie M. - In: Journal of retailing 99 (2023) 3, pp. 370-384

Persistent link: https://www.econbiz.de/10014461658

Polychronicity and scheduling's role in reducing role stress and enhancing sales performance

Fournier, Christophe; Weeks, William A.; Blocker, … - In: The journal of personal selling & sales management : JPSSM 33 (2013) 2, pp. 197-210

Persistent link: https://www.econbiz.de/10009745298

Achieving top performance while building collegiality in sales : it all starts with ethics

Itani, Omar S.; Jaramillo, Fernando; Chonko, Lawrence B. - In: Journal of business ethics : JOBE 156 (2019) 2, pp. 417-438

Persistent link: https://www.econbiz.de/10012017540