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Energizing the Reseller's Sales Force : The Power of Brand Identification

Hughes, Douglas E.; Ahearne, Michael - 2010

A manufacturer’s success in the marketplace is contingent in part on its ability to energize its downstream channel members in support of its brands. Gaining the focused effort of the reseller’s sales personnel is particularly important, and this has become increasingly challenging as...

Persistent link: https://www.econbiz.de/10014196416

A synthesis of research on the marketing-sales interface : 1984-2020

Chernetsky, Victor V.; Hughes, Douglas E.; Schrock, Wyatt A. - In: Industrial marketing management : the international … 105 (2022), pp. 159-181

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More than money : establishing the importance of a sense of purpose for salespeople

Good, Valerie; Hughes, Douglas E.; Wang, Hao - In: Journal of the Academy of Marketing Science 50 (2022) 2, pp. 272-295

Persistent link: https://www.econbiz.de/10012819757

Managing sales force product perceptions and control systems in the success of new product introductions

Ahearne, Michael; Rapp, Adam; Hughes, Douglas E.; … - In: Journal of marketing research : JMR 47 (2010) 4, pp. 764-776

Persistent link: https://www.econbiz.de/10009235354

Gaining and leveraging customer-based competitive intelligence : the pivotal role of social capital and salesperson adaptive selling skills

Hughes, Douglas E.; Le Bon, Joël; Rapp, Adam - In: Journal of the Academy of Marketing Science 41 (2013) 1, pp. 91-110

Persistent link: https://www.econbiz.de/10009719766

Understanding social media effects across seller, retailer, and consumer interactions

Rapp, Adam; Beitelspacher, Lauren Skinner; Grewal, Dhruv; … - In: Journal of the Academy of Marketing Science 41 (2013) 5, pp. 547-566

Persistent link: https://www.econbiz.de/10010126682

Energizing the reseller's sales force : the power of brand identification

Hughes, Douglas E.; Ahearne, Michael - In: Journal of marketing 74 (2010) 4, pp. 81-96

Persistent link: https://www.econbiz.de/10008826529

Motivating salespeople to sell new products : the relative influence of attitudes, subjective norms, and self-efficacy

Fu, Frank Q.; Richards, Keith A.; Hughes, Douglas E.; … - In: Journal of marketing 74 (2010) 6, pp. 61-76

Persistent link: https://www.econbiz.de/10008702743

Better together : trait competitiveness and competitive psychological climate as antecedents of salesperson organizational commitment and sales performance

Schrock, Wyatt A.; Hughes, Douglas E.; Fu, Frank Q.; … - In: Marketing letters : a journal of research in marketing 27 (2016) 2, pp. 351-360

Persistent link: https://www.econbiz.de/10011486562

Social networks within sales organizations : their development and importance for salesperson performance

Bolander, Willy; Satornino, Cinthia B.; Hughes, Douglas E. - In: Journal of marketing 79 (2015) 6, pp. 1-16

Persistent link: https://www.econbiz.de/10011410739