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Selling
Hopkins, Tom; Dalrymple, Douglas J.; Cron, William L.; … - 2007
Persistent link: https://www.econbiz.de/10003401782
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With suspicious (but happy) minds : mood's ability to neutralize the effects of suspicion on persuasion
DeCarlo, Thomas E.; Barone, Michael J. - In: Journal of consumer psychology : JCP : the official … 19 (2009) 3, pp. 326-333
Persistent link: https://www.econbiz.de/10003883905
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A process model of buyer responses to salesperson transgressions and recovery efforts : the impact of salesperson orientation
Hansen, John D.; Lund, Donald J.; DeCarlo, Thomas E. - In: The journal of personal selling & sales management : JPSSM 36 (2016) 1, pp. 59-73
Persistent link: https://www.econbiz.de/10011486203
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How sales manager experience and historical data trends affect decision making
DeCarlo, Thomas E.; Roy, Tirthankar; Barone, Michael - In: European journal of marketing : EJM 49 (2015) 9/10, pp. 1484-1504
Persistent link: https://www.econbiz.de/10011409429
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Identifying effective hunters and farmers in the salesforce: a dispositional–situational framework
DeCarlo, Thomas E.; Lam, Son K. - In: Journal of the Academy of Marketing Science 44 (2016) 4, pp. 415-439
Persistent link: https://www.econbiz.de/10011563219
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Salesperson ambidexterity in customer engagement : do customer base characteristics matter?
Lam, Son K.; DeCarlo, Thomas E.; Sharma, Ashish - In: Journal of the Academy of Marketing Science 47 (2019) 4, pp. 659-680
Persistent link: https://www.econbiz.de/10012107276
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To exploit or explore? : the impact of crowdfunding project descriptions and backers’ power states on funding decisions
Zhang, Yufei; DeCarlo, Thomas E.; Manikas, Andrew S.; … - In: Journal of the Academy of Marketing Science 51 (2023) 2, pp. 444-462
Persistent link: https://www.econbiz.de/10014251189
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The dark side of salesperson ambidexterity : how salesperson ambidexterity increases felt stress
McClure, Colleen E.; DeCarlo, Thomas E.; Hansen, John D. - In: Industrial marketing management : the international … 122 (2024), pp. 78-88
Persistent link: https://www.econbiz.de/10015125079
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Salespeople and teams as stakeholder and knowledge managers : a service-ecosystem, co-creation, crossing-points perspective on key outcomes
Plouffe, Christopher R.; DeCarlo, Thomas E.; Fergurson, … - In: European journal of marketing 58 (2024) 3, pp. 704-732
Persistent link: https://www.econbiz.de/10015047332
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Examining buyers' negative word-of-mouth intentions following suspected salesperson transgressions
DeCarlo, Thomas E.; Hansen, John D. - In: Industrial marketing management : the international … 102 (2022), pp. 35-44
Persistent link: https://www.econbiz.de/10013259003