CLASSIFICAZIONE DEGLI ARTICOLI DI EBSCO
1°autore 2°autore 3°autore 4°autore 5°autore 6°autore 7°autore anno
1 Adkins R.T. Swan J.E. 1981
2 Agarwal S. Ramaswami S.N. 1993
3 Ahearne M. Srinivasan N. Weinstein L. 2004
4 Alexander J.F. Schul P.L. McCorkle D.E. 1994
5 Amyx D. Alford B.L. 2005
6 Anderson R. Mehta R. Strong J. LaForge R.W. 1997
7 Anderson R.E. 1996
8 Anderson R.E. Rosenbloom B. 1982
9 Anglin K.A. Stolman J.J. Gentry J.W. 1990
10 Apasu Y. Ichikawa S. Graham J.L. 1987
11 Armstrong R.W. Pecotich A. 1993
12 Arnett D.B. Badrinarayanan V. 2005
13 Arnett D.B. Macy B.A. Wilcox J.B. 2005
14 Artis A.B. Harris E.G. 2007
15 Asherman I.G. Asherman S.V. 1990
16 Attia A.M. Honeycutt-Jr E.D. Leach M.P. 2005
17 Avila R.A. Fern E.F. 1986
18 Avila R.A. Fern E.F. Mann O.K. 1988
19 Avlonitis G.J. Panagopoulos N.G. 2006
20 Badovick G.J. Hadaway F.J. Kaminski P.F. 1992
21 Bagozzi R.P. 1986
22 Bahakus E. Cravens D.W. Johnston M. Moncrief W.C. 1996
23 Baldauf A. Cravens D.W. Piercy N.F. 2001
24 Baldauf A. Cravens D.W. Piercy N.F. 2005
25 Barksdale-Jr H.C. Bellenger D.N. Boles J.S. Brashear T.G. 2003
26 Barnes J.W. Jackson D.W. Hutt M.D. Kumar A. 2006
27 Bartkus K.R. Peterson M.F. Bellenger D.N. 1989
28 Bartol K.M. 1999
29 Bashaw R.E. Grant K.S. 1994
30 Bass B.M. 1997
31 Bass K. Barnett T. Brown G. 1998
32 Becherer R.C. Morgan F.W. McDonald J.P. 1983
33 Bellenger D.N. Wilcox J.B. Ingram T.N. 1984
34 Bellizzi J.A. 1995
35 Bellizzi J.A. Hasty R.W. 1998
36 Bellizzi J.A. Hasty R.W. 2001
37 Beltramini R.F. 1988
38 Beltramini R.F. Evans K.R. 1988
39 Berl R.L. Williamson N.C. Powell T. 1984
40 Berry D. 1986
41 Beverland M. 2001
42 Bhuian S.N. Menguc B. 2002
43 Blustain H. 1992
44 Boles J.S. Donthu N. Lohtia R. 1995
45 Boles J.S. Johnston M.W. Hair-Jr J.F. 1997
46 Boles J.S. Wood J.A. Johnson J. 2003
47 Boone L.E. Kurtz D.L. 1988
48 Brady D.L. 1987
49 Brashear T.G. Bellenger D.N. Boles J.S. Barksdale-Jr H.C. 2006
50 Brodie S. Stanworth J. Wotruba T.R. 2002
51 Brown G. Boya U.O. Humphreys N. Widing-Ii R.E. 1993
52 Brown S.P. 1990
53 Brown S.P. Evans K.R. Mantrala M.K. Challagalla G. 2005
54 Brown S.W. Jackson-Jr D.W. Mawen J.C. 1980
55 Busbin J.W. Gross E.P. Dillon T. 1990
56 Bush A.J. Grant E.S. 1991
57 Bush M.J. Grant K.S. 1994
58 Bush R.F. Busch P. 1981
59 Butler-Jr J.K. Reese R.M. 1991
60 Buzzotta V.R. Lefton R.E. 1982
61 Caballero M.J. 1988
62 Caballero M.J. Dickinson R.A. Townsend D. 1984
63 Campbell K.S. Davis L. Skinner L. 2006
64 Cano C.R. Boles J.S. Bean C.J. 2005
65 Cardozo R.N. Shipp S.H. Roering K.J. 1987
66 Castleberry S.B. 1990
67 Castleberry S.B. Shepherd C.D. 1993
68 Castleberry S.B. Tanner-Jr J.F. 1986
69 Caywood C.L. Bauer C.L. Collins R.H. 1986
70 Caywood C.L. Laczniak G.R. 1986
71 Cespedes F.V. 1992
72 Chakrabarty S. Brown G. Widing-Ii R.E. Taylor R.D. 2004
73 Challagalla G. Shervani T. Huber G. 2000
74 Charles M.F. Berry L.L. Bowers M.R. 1984
75 Cherry J. Fraedrich J. 2000
76 Choi N.H. Dixon A.L. Jung J.M. 2004
77 Chonko L.B. 1986
78 Chonko L.B. 1999
79 Chonko L.B. 1999
80 Chonko L.B. Burnett J.J. 1983
81 Chonko L.B. Howell R.D. Bellenger D.N. 1986
82 Chonko L.B. Jones E. 2005
83 Chonko L.B. Jones E. Roberts J.A. Dubinsky A.J. 2002
84 Chonko L.B. Loe T.N. Roberts J.A. Tanner J.F. 2000
85 Chonko L.B. Tanner-Jr J.F. Smith E.R. 1991
86 Chonko L.B. Tanner-Jr J.F. Weeks W.A. 1992
87 Chonko L.B. Tanner-Jr J.F. Weeks W.A. 1993
88 Chonko L.B. Tanner-Jr J.F. Weeks W.A. 1996
89 Chonko L.B. Wotruba T.R. Loe T.W. 2002
90 Churchill-Jr G.A. 1992
91 Colletti J.A. Chonko L.B. 1997
92 Colletti J.A. Tubridy G.S. 1987
93 Collins R.H. 1984
94 Collins R.H. 1984
95 Collins R.H. 1985
96 Collins R.H. 1985
97 Collins R.H. 1986
98 Comer J.M. 1981
99 Comer L.B. Drollinger T. 1999
100 Comer L.B. Jolson M.A. 1991
101 Comer L.B. Jolson M.A. Dubinsky A.J. Yammarino F.J. 1995
102 Comer L.B. Nicholls J.A.F. 2000
103 Comer L.B. Nicholls J.A.F. Vermillion L.J. 1998
104 Commeiras N. Fournier C. 2001
105 Cook R.A. Herche J. 1992
R R
106 Cook R.W. Hartman T. 1986
107 Corner L.B. Jolson M.A. 1985
108 Cravens D.W. LaForge R.W. Pickett G.M. Young C.E. 1993
109 Cron W.L. Jackofsky E.F. Slocum-Jr J.W. 1993
110 Cron W.L. Levy M. 1987
111 Cron W.L. Marshall G.W. Singh J. Spiro R.L. Sujan H. 2005
112 Cross J. Hartley S.W. Rudelius W. Vassey M.J. 2001
113 Dalrymple D.J. Strahle W.M. 1990
114 Darden W.R. McKee D. Hampton R. 1993
115 Darmon R.Y. 1982
116 Darmon R.Y. 1987
117 Darmon R.Y. 1993
118 Darmon R.Y. 1997
119 Darmon R.Y. 1998
120 Darmon R.Y. 1998
121 Dawson L.M. 1992
122 DeCarlo T.E. Rody R.C. DeCarlo J.E. 1999
123 DeCarlo T.E. Teas R.K. McElroy J.C. 1997
124 DeCormier R.A. Jobber D. 1993
125 Deeter-Schmelz D. Ramsey R. 1995
126 Deeter-Schmelz D. Ramsey R.P. 1997
127 DelVecchio S. Honeycutt J.E.D. 2000
128 DelVecchio S.K. 1998
129 DelVecchio S.K. Zemanek J.E. McIntyre R.P. Claxton R.P. 2002
130 Deutscher T. Burgoyne D.G. Ash S.B. 1981
131 Deutscher T. Burgoyne D.G. Grundman G.N. Marshall J.J. 1982
132 Dewsnap B. Jobber D. 2000
133 Dishman P. Aytes K. 1996
134 Dixon A.L. Forbes L.P. Schertzer S.M.B. 2005
135 Dixon A.L. Gassenheimer J.B. Barr T.F. 2002
136 Dixon A.L. Gassenheimer J.B. Barr T.F. 2003
137 Dixon A.L. Schertzer S.M.B. 2005
138 Dong-Gil K. Dennis A.R. 2004
139 Dorsch M.J. Carison L. Raymond M.A. Ranson R. 2001
140 Doyle S.X. Pignatelli C. Florman K. 1985
141 Doyle S.X. Roth G.T. 1992
142 Drea J.T. Bruner G.C. Hensel P.J. 1993
143 Dubinsky A.J. 1980
144 Dubinsky A.J. 1996
145 Dubinsky A.J. Ingram T.N. 1981
146 Dubinsky A.J. Ingram T.N. 1983
147 Dubinsky A.J. Jolson M.A. Michaels R.E. Kotabe M. Chae-Un L. 1992
148 Dubinsky A.J. Jolson M.A. Michaels R.E. Kotabe M. Chae-Un L. 1993
149 Dubinsky A.J. O'Connor P.J. 1983
150 Dubinsky A.J. Rudelius W. 1980
151 Dubinsky A.J. Skinner S.J. Whittler T.E. 1989
152 Dubinsky A.J. Staples W.A. 1981
153 Dubinsky A.J. Yammarino F.J. Jolson M.A. Spangler W.D. 1995
154 Dunn-Jr D.T. Thomas C.A. 1986
155 Dunn-Jr D.T. Thomas C.A. 1990
156 Dwyer S. Hill J. Martin W. 2000
157 Dwyer S. Richard O. Shepherd C.D. 1998
158 Edwards M.R. Cummings W.T. Schlacter J.L. 1984
159 El-Ansary A.I. 1993
160 Enis B.M. 1980
161 Enis B.M. 1983
162 Erevelles S. Dutta I. Galantine C. 2004
163 Erffmeyer R.C. Johnson D.A. 2001
164 Erffmeyer R.C. Russ K.R. Hair-Jr J.F. 1991
165 Evans K.R. Grant J.A. 1992
166 Evans K.R. Margheim L. Schlacter J.L. 1982
167 Evans K.R. Schlacter J.L. 1985
168 Feldman D.C. Weitz B.A. 1988
169 Fine L.M. Franke J.R. 1995
170 Fine L.M. Gardial S.F. 1990
171 Fine L.M. Pullins E.B. 1998
172 Fine L.M. Shepherd C.D. Josephs S.L. 1994
173 Fine L.M. Shepherd C.D. Josephs S.L. 1999
174 Flaherty K.E. Pappas J.M. 2002
175 Flaherty K.K. Pappas J.M. 2000
176 Flaherty T.B. Dahlstrom R. Skinner S.J. 1999
177 Fleenor C.P. Kurtz D.L. 1987
178 Ford T.E. Gambino F. Lee H. Mayo E. Ferguson M.A. 2004
179 Frankwick G.L. Porter S.S. Crosby L.A. 2001
180 French W.A. Harris-Jr C.E. 1982
181 Fugate D.L. Decker P.J. Brewer J.J. 1988
182 Funkhouser G.R. 1984
183 Futrell C.M. 1984
184 Gable M. Hollon C. Dangello F. 1992
185 Gable M. Reed B.J. 1987
186 Ganesan S. Weitz B.A. John G. 1993
187 Gentry J.W. Mowen J.C. Tasaki L. 1991
188 George J.M. 1998
189 George W.R. Kelly J.P. Marshall C.E. 1986
190 Giacobbe R.W. Jackson-Jr D.W. Crosby L.A. Bridges C.M. 2006
191 Gibson C.K. Cochran D.S. Epley D.R. 1980
192 Gibson C.K. Swan J.E. 1981
193 Goff B.G. Bellenger D.N. Stojack C. 1994
194 Gonzalez G.R. Hoffman K.D. Ingram T.N. 2005
195 Good D.J. Stone R.W. 1991
196 Goolsby J.R. Lagace R.R. Boorom M.L. 1992
197 Grant E.S. Bush A.J. 1996
198 Gray G.T. Wert-Gray S. 1999
199 Grewal D. Sharma A. 1991
200 Guest D.B. Meric H.J. 1989
201 Hafer J. McCuen B.A. 1985
202 Hafer J. Sirgy M.J. 1983
203 Hafer J.C. 1986
204 Haley D.A. 1991
205 Harker M. Harker D. 1998
206 Harris-Jr C.E. Spiro R.L. 1981
207 Hartman K.B. 2006
208 Hastings B. Kiely J. Watkins T. 1988
209 Hawes J.M. 1989
210 Hawes J.M. Mast K.E. Swan J.E. 1989
211 Hawes J.M. Rao C.P. 1993
212 Hawes J.M. Rich A.K. Widmier S.M. 2004
213 Hensel P.J. Bruner-Ii G.C. 1992
214 Henthorne T.L. Latour M.S. Williams A.J. 1992
215 Hill J.S. Birdseye M. 1989
216 Hill J.S. Still R.R. 1990
217 Hill N.C. Swenson M.J. 1994
218 Hite R.E. Bellizzi J.A. 1985
219 Hoffman K.D. Howe V. Hardigree D.W. 1991
220 Honeycutt-Jr E.D. Attia A.M. D'Auria A.R. 1996
221 Honeycutt-Jr E.D. Ford J.B. Rao C.P. LaForge R.W. 1995
222 Honeycutt-Jr E.D. Karande K. Attia A. Maurer S.D. 2001
223 Honeycutt-Jr E.D. McCarty T. Howe V. 1993
224 Hunter G.K. Perreault-Jr W.D. 2006
225 Hunter G.L. 2004
226 Hurley R.F. 1998
227 Hurnphreys M.A. Williams M.R. 1996
228 Hutt M.D. Johnston W.J. Ronchetto-Jr J.R. 1985
229 Hyman M.R. Sager J.K. 1999
230 Ingram T.N. LaForge R.W. Locander W.B. MacKenzie S.B. Podsakoff P.M. 2005
231 Ingram T.N. Lee K.S. Skinner S.J. 1989
232 Iqbal Z. Feick L. 2002
233 Jackson-Jr D.W. Keith J.E. Schlacter J.L. 1983
234 Jackson-Jr D.W. Schlacter J.L. Wolfe W.G. Hawes J.M. 1995
235 Jackson-Jr D.W. Tax S.S. Barnes J.W. 1994
236 Jacobs R.S. Evans K.R. Kleine-Iii R.E. Andry T.D.L. 2001
237 Jap S.D. 2001
238 Jaramillo F. Carrillat F.o.A. Locander W.B. 2003
239 Jaramillo F. Carrillat F.o.A. Locander W.B. 2004
240 Jaramillo F. Carrillat F.o.A. Locander W.B. 2005
241 Jaramillo F. Locander W.B. Spector P.E. Harris E.G. 2007
242 Jaramillo F. Mulki J.P. Solomon P. 2006
243 Jelinek R. Ahearne M. 2006
244 Jikyeong K. Hillery J. 1998
245 Jobber D. Hooley G.J. Shipley D. 1993
246 Johlke M.C. Duhan D.F. 2001
247 Johnson E.M. 1990
248 Johnson E.M. Meiners W.J. 1987
249 Johnson J.T. Barksdale-Jr H.C. Boles J.S. 2001
R
250 Johnson M.S. 2006
251 Johnston M.W. Hair-Jr J.F. Boles J. Kurtz D.L. 1989
252 Johnston M.W. Varadarajan P. Futrell C.M. Sager J. 1987
253 Johnston W.J. Cooper M.C. 1981
254 Jolson M.A. 1986
255 Jolson M.A. 1997
256 Jolson M.A. Corner L.B. 1997
257 Jolson M.A. Dubinsky A.J. Anderson R.E. 1987
258 Jolson M.A. Wotruba T.R. 1992
259 Jones E. Brown S.P. Zoltners A.A. Weitz B.A. 2005
260 Jones E. Dixon A.L. Chonko L.B. Cannon J.P. 2005
261 Jones E. Kantak D.M. Futrell C.M. Johnston M.W. 1996
262 Jones E. Moore J.N. Stanaland A.J.S. Wyatt R.A.J. 1998
263 Jones E. Sundaram S. Wynne C. 2002
264 Kantak D.M. Futrell C.M. Sager J.K. 1992
265 Keck K.L. Leigh T.W. Lollar J.G. 1995
266 Kellerman B.J. Hekmat F. 1989
267 Kelley S.W. Dorsch M.J. 1991
268 Kennedy K.N. Deeter-Schmelz D. 2001
269 Kerber K.W. Campbell J.P. 1987
270 King R.H. Booze M.B. 1986
271 Klompmaker J.E. 1980
272 Knowles P.A. Grove S.J. Keck K. 1994
273 Krishnan B.C. Netemeyer R.G. Boles J.S. 2002
274 Kurtz D.L. Brooksbank R. 1995
275 Kurtz D.L. Johnston M.W. Hair-Jr J.F. Boles J. 1989
276 Kurtz D.L. Raymond M.A. 1994
277 LaFleur E.K. Forrest P. 1991
278 LaForge R.W. Cravens D.W. 1981
279 LaForge R.W. Cravens D.W. Young C.E. 1986
280 LaForge R.W. Young C.E. Hamm B.C. 1983
281 Lagace R.R. 1990
282 Lagace R.R. 1991
283 Lagace R.R. Dahlstrom R. Gassenheimer J.B. 1991
284 Lagace R.R. Goolsby J.R. Gassenheimer J.B. 1993
285 Lambe C.J. Spekman R.E. 1997
A
286 Lambert D.M. Marmorstein H. Sharma A. 1990
287 Landau J.C. Werbel J.D. 1995
288 Landry T.D. Arnold T.J. Arndt A. 2005
289 Lassk F.G. Marshall G.W. Cravens D.W. Moncrief W.C. 2001
290 Leach M.P. Liu A.H. 2003
291 Leach M.P. Liu A.H. Johnston W.J. 2005
292 Leigh T.W. 1987
293 Leigh T.W. Marshall G.W. 2001
294 Leigh T.W. Pulling E.B. Corner L.B. 2001
295 Leigh T.W. Summers J.O. 2002
296 Lichtenthal J.D. Tellefsen T. 2001
297 Lilly B. Porter T.W. Meo A.W. 2002
298 Liu A.H. Leach M.P. 2001
299 Liu S.S. 1998
300 Liu S.S. Comer L.B. Dubinsky A.J. 2001
301 Livingstone L.P. Roberts J.A. Chonko L.B. 1995
302 Loe T.W. Weeks W.A. 2000
303 Lopez T. McMillan-Capehart 2002
304 Lopez T.B. Hopkins C.D. Raymond M.A. 2006
305 Lysonski S.J. Johnson E.M. 1983
306 Macintosh G. Anglin K.A. Szymanski D.M. Gentry J.W. 1992
307 Mahajan J. Churchill-Jr G.A. Ford N.M. Walker-Jr O.C. 1984
308 Maier J. Saunders J. 1990
309 Mallin M.L. Mayo M. 2006
310 Mantel S.P. 2005
311 Mantel S.P. Pullins E.B. Reid D.A. Buehrer R.E. 2002
312 Marks R. Vorhies D.W. Badovick G.J. 1996
313 Marshall G.W. 1996
314 Marshall G.W. Mowen J.C. 1993
315 Marshall G.W. Mowen J.C. Fabes K.J. 1992
316 Marshall G.W. Stamps M.B. Moore J.N. 1998
317 Marshall G.W. Stone T.H. Jawahar L.M. 2001
318 Martin W.S. Collins B.H. 1991
319 Mathieu A. Bruvold N.T. Ritchey P.N. 2000
320 Maxwell S. Reed G. Saker J. Story V. 2005
321 Mayo E. Jarvis L.P. 1992
322 McBane D.A. Pullins E.B. Reid D.A. 2003
323 McElroy J.C. Morrow P.C. Eroglu S. 1990
324 McFarland R.G. 2003
325 McFarland R.G. Kidwell B. 2006
326 McKay S. Hair-Jr J.F. Johnston M.W. Sherrell D.L. 1991
327 McNeilly K.M. Russ F.A. 2000
328 Mehta R. Rosenbloom B. Anderson R. 2000
329 Meneilly K.M. Russ F.A. 1992
330 Menguc B. 2000
331 Menguc B. Barker A.T. 2003
332 Menguc B. Bhuian S.N. 2004
333 Miao C.F. Evans K.R. 2007
334 Miles M.P. Arnold D.R. Nash H.W. 1990
335 Milliman R.E. Fugate D.L. 1988
336 Mintu-Wimsatt A. Gassenheimer J.B. 2000
337 Mintu-Wimsatt A. Gassenheimer J.B. 2004
338 Moncrief-lii W.C. Hoverstad R. Lucas-Jr G.H. 1989
339 Moncrief W.C. Hart S.H. Robertson D. Kurtz D.L. 1988
340 Moncrief W.C. Lamb-Jr C.W. Dielman T. 1986
341 Moncrief W.C. Marshall G.W. Lassk F.G. 2006
342 Moncrief W.C. Marshall G.W. Watkins C. Shepherd C.D. 2000
343 Moncrief W.C. Shipp S.H. Lamb-Jr C.W. Cravens D.W. 1989
344 Moon M.A. Gupta S.F. 1997
345 Moon M.A. Strong G.M. 1994
346 Morgan F.W. 1980
347 Morgan F.W. Boedecker K.A. 1980
348 Morgan F.W. Stoltman J.J. 1990
349 Morris M.H. Avila R. Teeple E. 1990
350 Morris M.H. Davis D.L. Allen J.W. Avila R.A. Chapman J. 1991
351 Morris M.H. LaForge R.W. Allen J.A. 1994
352 Mowen J.C. Fabes K.J. LaForge R.W. 1986
353 Muczyk J.P. Gable M. 1987
354 Muehling D.D. Weeks W.A. 1988
355 Mulki J.P. Jaramillo F. Locander W.B. 2006
356 Mulki J.P. Jaramillo F. Marshall G.W. 2007
357 Murphy W.H. Dacin P.A. 1998
358 Napolitano L. 1997
359 Naumann E. Widmier S.M. Jackson-Jr D.W. 2000
360 Nelson R. 1987
361 Nickels W.G. Everett R.F. Klein R. 1983
362 Nonis S.A. Sager J.K. 2003
363 O'Hara B.S. 1993
364 O'Hara B.S. Boles J.S. Johnston M.W. 1991
365 Oliver R.L. Anderson E. 1995
366 Oliver R.L. Brief A.P. 1983
367 Pardo C. 1997
368 Park J.E. Holloway B.B. 2003
369 Pass M.W. Evans K.R. Schlacter J.L. 2004
370 Patton-Iii E. Questell M. 1986
371 Patton-Iii W.E. 1988
372 Patton-Iii W.E. King R.H. 1985
373 Patton-Iii W.E.P. King R.H. 1992
374 Pecotich A. Crockett J.F. 1987
375 Pelham A.M. 2002
376 Perdue B.C. 1988
377 Periatt J.A. LeMay S.A. Chakrabarty S. 2004
378 Perry M.L. Pearce C.L. Sims-Jr H.P. 1999
379 Peters J.I. O'Keefe R.D. 1981
380 Peterson R.A. Cannito M.P. Brown S.P. 1995
381 Peterson R.A. Wotruba T.R. 1996
382 Peterson R.T. 1994
383 Pettijohn C.E. Pettijohn L.S. Taylor A.J. 2000
384 Pettijohn C.E. Pettijohn L.S. Taylor A.J. 2007
385 Piercy N.F. Cravens D.W. Lane N. 2001
386 Piercy N.F. Cravens D.W. Lane N. 2003
387 Pilling B.K. Donthu N. Henson S. 1999
388 Pilling B.K. Eroglu S. 1994
389 Ping-Jr R.A. 1996
390 Ping R. 2007
391 Plank R.E. Reid D.A. 1994
392 Plank R.E. Reid D.A. Pullins E.B. 1999
393 Plouffe C.R. Williams B.C. Leigh T.W. 2004
394 Porter S.S. Inks L.W. 2000
395 Porter S.S. Kraft F.B. Claycomb C. 2003
396 Powers T.L. Koehler W.F. Martin W.S. 1988
397 Powers T.L. Martin W.S. Rushing H. Daniels S. 1987
398 Predmore C.E. Bonnice J.G. 1994
399 Pullins E.B. Fine L.M. 2002
400 Raman P. Wittmann C.M. Rauseo N.A. 2006
401 Ramaswami S.N. 2002
402 Ramaswami S.N. Srinivasan S.S. Gorton S.A. 1997
403 Ramsey R. Lassk F.G. Marshall G.W. 1995
404 Randall E.J. Cooke E.F. Jefferies R.J. 1981
405 Randall E.J. Cooke E.F. Smith L. 1985
406 Rao R.C. Turner R.E. 1984
407 Reeves R.A. Barksdale H.C. 1984
408 Rentz J.O. Shepherd C.D. Tashchian A. Dabholkar P.A. Ladd R.T. 2002
409 Reynolds K.E. Arnold M.J. 2000
410 Rhoads G.K. Singh J. Goodell P.W. 1994
411 Rich G.A. 1998
412 Rich G.A. Bommer W.H. MacKenzie S.B. Podsakoff P.M. Johnson J.L. 1999
413 Richardson L.D. Swann J.E. McInnis-Bowers C. 1994
414 Richardson R. 1999
415 Ridnour R.E. Lassk F.G. Shepherd C.D. 2001
416 Rivers L.M. Dart J. 1999
417 Robertson B. Dixon A.L. Curry D. 2006
418 Robinson J.L. Marshall G.W. Moncriof W.C. Lassk F.G. 2002
419 Roseberg L.J. Gibson C.K. Epley D.B. 1981
420 Rouziès D. Anderson E. Kohli A.K. Michaels R.E. Weitz B.A. Zoltners A.A. 2005
421 Rouzies D. Macquin A. 2002
422 Rubash A.R. Sullivan R.R. Herzog P.H. 1987
423 Russ F.A. McNeilly K.M. 1988
424 Russ F.A. McNeilly K.M. Comer J.M. Light T.B. 1998
425 Russ F.A. McNeilly K.M. Comer J.M. 1996
426 Russ K.R. Hair J.F. Erffmeyer R.C. Easterling D. Boone L.E. Kurtz D.L. Milewicz J.C. 1989
427 Rutherford B.N. Boles J.S. Barksdale-Jr H.C. Johnson J.T. 2006
428 Sager J.K. 1991
429 Sager J.K. 1999
430 Sager J.K. Johnston M.W. 1989
431 Sager J.K. Junsub Y. 1998
432 Sager J.K. Varadarajan P.R. Futrell C.M. 1988
433 Sager J.K. Wilson P.H. 1995
434 Sallee A. Flaherty K. 2003
435 Sauers D.A. Hunt J.B. Bass K. 1990
436 Sayre S. Joyce M.L. Lambert D.R. 1991
437 Schneider K.C. Johnson J.C. 1992
438 Schul P.L. Remington S. Ben R.L. 1990
439 Schulman P. 1999
440 Schultz R.J. Evans K.R. 2002
441 Schuster C.P. Danes J.E. 1986
442 Schwepker-Jr C.H. 1999
443 Schwepker-Jr C.H. 2003
444 Schwepker-Jr C.H. Good D.J. 2004
445 Scott R.A. Swan J.E. Wilson M.E. Roberts J.J. 1986
446 Sengupta S. Krapfel R.E. 1997
447 Sengupta S. Krapfel R.K. Pusateri M.A. 2000
448 Sharma A. 1990
449 Sharma A. 1996
450 Sharma A. 1997
451 Sharma A. 1997
452 Sharma A. Pillai R. 1996
453 Sharma A. Rich G.A. Levy M. 2004
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titolo 1 Improving the Public Acceptance of Sales People Through Professionalization 2 Affective Organizational Commitment of Salespeople: An Expanded Model
3 EFFECT OF TECHNOLOGY ON SALES PERFORMANCE: PROGRESSING FROM TECHNOLOGY ACCEPTANCE TO TECHNOLOGY USAGE AND CON 4 An Assessment of Selected Relationships in a Model of the Industrial Marketing Negotiation Process
5 THE EFFECTS OF SALESPERSON NEED FOR ACHIEVEMENT AND SALES MANAGER LEADER REWARD BEHAVIOR 6 An Empirical Investigation of Sales Management Training Programs for Sales Managers
7 Personal Selling and Sales Management in the New Millennium
8 Eclectic Sales Management: Strategic Response to Trends in the Eighties
9 The Congruence of Manager Perception of Salesperson Performance and Knowledge-Based Measures of Adaptive Selling 10 Corporate Culture and Sales Force Management in Japan and America
11 Does the Sales Manager Make a Difference? The Impact of Sales Management Succession Upon Departmental Performance
12 ENHANCING CUSTOMER-NEEDS--DRIVEN CRM STRATEGIES: CORE SELLING TEAMS, KNOWLEDGE MANAGEMENT COMPETENCE, AND RELAT 13 THE ROLE OF CORE SELLING TEAMS IN SUPPLIER-BUYER RELATIONSHIPS
14 SELF-DIRECTED LEARNING AND SALES FORCE PERFORMANCE: AN INTEGRATED FRAMEWORK 15 Management on the Line
16 A THREE-STAGE MODEL FOR ASSESSING AND IMPROVING SALES FORCE TRAINING AND DEVELOPMENT 17 The Selling Situation as a Moderator of the Personality-Sales Performance Relationship: an Empirical Investigation 18 Unravelling Criteria for Assessing the Performance of Salespeople: A Causal Analysis
19 ROLE STRESS, ATTITUDES, AND JOB OUTCOMES IN BUSINESS-TO-BUSINESS SELLING: DOES THE TYPE OF SELLING SITUATION MATTER?
20 Attributions and Emotions: The Effects on Salesperson Motivation after Successful vs. Unsuccessful Quota Performance
21 Comment on 'Antecedents of Performance and Satisfaction in a Service Sales Force as Compared to an Industrial Sales Force.' 22 Examining the Role of Organizational Variables in the Salesperson Job Satisfaction Model
23 Examining Business Strategy, Sales Management, and Salesperson Antecedents of Sales Organization Effectiveness 24 SALES MANAGEMENT CONTROL RESEARCH--SYNTHESIS AND AN AGENDA FOR FUTURE RESEARCH
25 THE IMPACT OF REALISTIC JOB PREVIEWS AND PERCEPTIONS OF TRAINING ON SALES FORCE PERFORMANCE AND CONTINUANCE COMMITM 26 THE ROLE OF CULTURE STRENGTH IN SHAPING SALES FORCE OUTCOMES
27 Type A Behavior, Experience, and Salesperson Performance
28 Reframing Salesforce Compensation Systems: An Agency Theory-Based Performance Management Perspective
29 Exploring the Distinctive Nature of Work Commitments: Their Relationships with Personal Characteristics, Job Performance, and Propensity to Leave 30 Personal Selling And Transactional/ Transformational Leadership
31 The Moral Philosophy of Sales Managers and its Influence on Ethical Decision Making 32 The Dimensionality of the Industrial Sales Job Characteristics
33 An Examination of Reward Preferences for Sales Managers
34 Committing and Supervising Unethical Sales Force Behavior: The Effects of Victim Gender, Victim Status, and Sales Force Motivational Techniques 35 Territory Assignment Decisions and Supervising Unethical Selling Behavior: The Effects of Obesity and Gender as Moderated by Job-Related Factors 36 The Effects of a Stated Organizational Policy on Inconsistent Disciplinary Action Based on Salesperson Gender and Weight
37 High Technology Salespeople's Information Acquisition Strategies
38 Salesperson Motivation to Perform and Job Satisfaction: A Sales Contest Participant Perspective 39 Industrial Salesforce Motivation: A Critique and Test of Maslow's Hierarchy of Need
40 Sales Performance: Fact or Fiction?
41 Contextual Influences and the Adoption and Practice of Relationship Selling in a Business-to-business Setting: An Exploratory Study
42 An Extension and Evaluation of Job Characteristics, Organizational Commitment and Job Satisfaction in an Expatriate, Guest Worker, Sales Setting 43 Selling and Sales Management in Action--From Hot Boxes to Open Systems: The Changing World of Computer Salespeople
44 Salesperson Evaluation Using Relative Performance Efficiency: The Application of Data Envelopment Analysis
45 Role Stress, Work-Family Conflict and Emotional Exhaustion: Inter-Relationships and Effects on Some Work-Related Consequences
46 INTERRELATIONSHIPS OF ROLE CONFLICT, ROLE AMBIGUITY, AND WORK-FAMILY CONFLICT WITH DIFFERENT FACETS OF JOB SATISFACTION 47 BIRTH ORDER AND THE SALES PROFESSIONAL
48 Determining the Value of an Industrial Prospect: A Prospect Preference Index Model
49 AN EXPLORATORY STUDY OF THE RELATIVE EFFECTIVENESS OF DIFFERENT TYPES OF SALES FORCE MENTORS 50 Comparisons of Salespeople in Multilevel vs. Single Level Direct Selling Organizations
51 Attributes and Behaviors of Salespeople Preferred by Buyers: High Socializing vs. Low Socializing Industrial Buyers 52 Use of Closed Influence Tactics by Salespeople: Incidence and Buyer Attributions
53 ADAPTING MOTIVATION, CONTROL, AND COMPENSATION RESEARCH TO A NEW ENVIRONMENT 54 Cognitive Biases In Sales Management Evaluations
55 Improving Spreadsheet Control For Sales Managers Through the Use of the Systems Development Life Cycle 56 An Analysis of Leading Contributors to the Sales Force Research Literature, 1980 Through 1990
57 Analyzing the Content of Marketing Journals to Assess Trends in Sales Force Research: 1980-1992 58 The Relationship of Tenure and Age to Role Clarity and Its Consequence in the Industrial Salesforce 59 Leadership Style and Sales Performance: A Test of the Situational Leadership Model
60 Is There a Preferred Style of Sales Management?
61 A COMPARATIVE STUDY OF INCENTIVES IN A SALES FORCE CONTEST 62 Aristotle and Personal Selling
63 RAPPORT MANAGEMENT DURING THE EXPLORATION PHASE OF THE SALESPERSON--CUSTOMER RELATIONSHIP
64 COMMUNICATION MEDIA PREFERENCES IN BUSINESS-TO-BUSINESS TRANSACTIONS: AN EXAMINATION OF THE PURCHASE PROCESS 65 Implementing New Business-to-Business Selling Methods
66 The Importance of Various Motivational Factors to College Students Interested in Sales Positions 67 Effective Interpersonal Listening and Personal Selling
68 The Manager-Salesperson Relationship: an Exploratory Examination of the Vertical-Dyad Linkage Model 69 An Electronic Bulletin Board System for the Sales Profession--A Review and Proposal
70 Ethics and Personal Selling: Death of a Salesman as an Ethical Primer 71 Sales Cooperation: An Exploratory Study
72 ANALYSIS AND RECOMMENDATIONS FOR THE ALTERNATIVE MEASURES OF ADAPTIVE SELLING 73 Supervisory Orientations and Salesperson Work Outcomes: The Moderating Effect of Salesperson Location 74 An Evaluation of Sales Training in the U.S. Banking Industry
75 An Empirical Investigation of Locus of Control and the Structure of Moral Reasoning: Examining the Ethical Decision-Making Processes of Sales Managers 76 DYSFUNCTIONAL BEHAVIOR AMONG SALES REPRESENTATIVES: THE EFFECT OF SUPERVISORY TRUST, PARTICIPATION, AND INFORMATION 77 Organizational Commitment in the Sales Force
78 DSEF: A Foundation that Works
79 Case Study: Alliance Formation with Direct Selling Companies: Avon and Mattel
80 Measuring the Importance of Ethical Situations As a Source of Role Conflict: A Survey of Salespeople, Sales Managers, and Sales Support Personnel 81 Congruence in Sales Force Evaluations: Relation to Sales Force Perceptions of Conflict and Ambiguity
82 THE NEED FOR SPEED: AGILITY SELLING
83 THE ROLE OF ENVIRONMENTAL TURBULENCE, READINESS FOR CHANGE, AND SALESPERSON LEARNING IN THE SUCCESS OF SALES FORCE 84 Sales Performance: Timing of Measurement and Type of Measurement Make a Difference
85 Selling and Sales Management in Action: The Sales Force's Role in International Marketing Research and Marketing Information Systems 86 Selling and Sales Management in Action: Reward Preferences of Salespeople
87 Sales Training: Status and Needs
88 Ethics in Salesperson Decision Making: A Synthesis of Research Approaches and an Extension of the Scenario Method 89 Direct Selling Ethics at the Top: An Industry Audit and Status Report
90 Better Measurement Practices are Critical to Better Understanding of Sales Management Issues 91 Change Management Initiatives: Moving Sales Organizations from Obsolescence to High Performance 92 Effective Major Account Sales Management
93 Portable Computers: Applications to Increase Salesforce Productivity 94 Artificial Intelligence in Personal Selling
95 Enhancing Spreadsheets for Increased Productivity
96 Microcomputer Systems to Handle Sales Leads: A Key to Increased Salesforce Productivity 97 Sales Training: A Microcomputer-Based Approach
98 Sales Management and The Computer: Prospects for the 1980's
99 Active Empathetic Listening and Selling Success: A Conceptual Framework
100 Perceptions of Gender Stereotypic Behavior: An Exploratory Study of Women in Selling
101 When the Sales Manager is a Woman: An Exploration into the Relationship Between Salespeople's Gender and their Responses to Leadership Styles 102 Communication Between Hispanic Salespeople and Their Customers: A First Look
103 Diversity in the Sales Force: Problems and Challenges
104 Critical Evaluation of Porter et al.'s Organizational Commitment Questionaire: Implications for Researchers 105 Assessment Centers: An Untapped Resource For Global Salesforce Management
106 Female College Student Interest in a Sales Career: A Comparison 107 Sex-Labeling of Selling Jobs and their Applicants
108 Incorporating a Quality Improvement Perspective into Measures of Salesperson Performance 109 Job Performance and Attitudes of Disengagement Stage Salespeople Who are about to Retire 110 Sales Management Performance Evaluation: A Residual Income Perspective
111 SALESPERSON SELECTION, TRAINING, AND DEVELOPMENT: TRENDS, IMPLICATIONS, AND RESEARCH OPPORTUNITIES 112 Sales Force Activities and Marketing Strategies in Industrial Firms: Relationships and Implications
113 Career Path Charting: Framework for Sales Force Evaluation
114 Salesperson Employment Status as a Moderator in the Job Satisfaction Model: A Frame of Reference Perspective 115 Identifying Profit-producing Salesforce Members
116 The Impact of Incentive Compensation on the Salesperson's Work Habits: An Economic Model 117 Where Do the Best Sales Force Profit Producers Come From?
118 Selecting Appropriate Sales Quota Plan Structures and Quota-Setting Procedures 119 A Conceptual Scheme and Procedure for Classifying Sales Positions
120 The Effects of Some Situational Variables on Sales Force Governance System Characteristics 121 Will Feminization Change the Ethics of the Sales Profession?
122 A Cross National Example of Supervisory Management Practices in the Sales Force
123 Salesperson Performance Attribution Processes and the Formation of Expectancy Estimates 124 The Counselor Selling Method: Concepts and Constructs
125 A Conceptualization of the Functions and Roles of Formalized Selling and Buying Teams
126 Considering Sources and Types of Social Support: A Psychometric Evaluation of the House and Wells (1978) Instrument 127 An Investigation of African-American Perceptions of Sales Careers
128 The Quality of Salesperson-Manager Relationship: The Effect of Latitude, Loyalty and Competence 129 BUYERS' PERCEPTIONS OF SALESPERSON TACTICAL APPROACHES
130 Using Mail Questionnaires in Multifirm Studies of Sales Representatives
131 Managing a Sales Territory: A Comparison of Industrial Goods and Consumer Goods Sales Representatives 132 The Sales-Marketing Interface in Consumer Packaged-Goods Companies: A Conceptual Framework
133 Exploring Group Support Systems in Sales Management Applications
134 EARLY SUCCESS: HOW ATTRIBUTIONS FOR SALES SUCCESS SHAPE INEXPERIENCED SALESPERSONS' BEHAVIORAL INTENTIONS
135 BRIDGING THE DISTANCE BETWEEN US: HOW INITIAL RESPONSES TO SALES TEAM CONFLICT HELP SHAPE CORE SELLING TEAM OUTCOMES 136 IDENTIFYING THE LONE WOLF: A TEAM PERSPECTIVE
137 BOUNCING BACK: HOW SALESPERSON OPTIMISM AND SELF-EFFICACY INFLUENCE ATTRIBUTIONS AND BEHAVIORS FOLLOWING FAILURE 138 SALES FORCE AUTOMATION AND SALES PERFORMANCE: DO EXPERIENCE AND EXPERTISE MATTER?
139 Customer Equity Management and Strategic Choices for Sales Managers 140 The Hawthorne Legacy and the Motivation of Salespeople
141 Selling and Sales Management in Action: The Use of Insight Coaching to Improve Relationship Selling
142 Comparing Alternative Measures of the French and Raven Power Bases 143 A Factor Analytic Study of the Personal Selling Process
144 Some Assumptions about the Effectiveness of Sales Training 145 A Classification of Industrial Buyers: Implications for Sales Training
146 Important First-line Sales Management Qualifications: What Sales Executives Think 147 Ethical Perceptions of Field Sales Personnel: An Empirical Assessment
148 Perceptions of Motivational Components: Salesmen and Saleswomen Revisited 149 A Multidimensional Analysis of Preference for Sales Positions
150 Selling Techniques for Industrial Products and Services: Are They Different?
151 EVALUATING SALES PERSONNEL: AN ATTRIBUTION THEORY PERSPECTIVE 152 Sales Training: Salespeople's Preparedness and Managerial Implications
153 Transformational Leadership: An Initial Investigation in Sales Management 154 Strategy for System Sellers: A Grid Approach
155 High Tech Organizes for the Future
156 An Empirical Investigation of Critical Success Factors in the Personal Selling Process for Homogenous Goods
157 An Exploratory Study of Gender and Age Matching in the Salesperson-Prospective Customer Dyad: Testing Similarity-Performance Predictions 158 The Paris-Peoria Solution: Innovations in Appraising Regional and International Sales Personnel
159 Selling and Sales Management in Action: Sales Force Effectiveness Research Reveals New Insights and Reward-Penalty Patterns in Sales Force Training 160 JPSSM: New Forum For Research In Marketing's Most Pervasive Field
161 A Comment on 'Can Our Salesforce Managers Learn from Guerrilla Tactics?'
162 SALES FORCE COMPENSATION PLANS INCORPORATING MULTIDIMENSIONAL SALES EFFORT AND SALESPERSON EFFICIENCY 163 An Exploratory Study of Sales Force Automation Practices: Expectations and Realities
164 Needs Assessment and Evaluation in Sales-Training Programs
165 Compensation and Sales Performance of Service Personnel: A Service Transaction Perspective 166 A Review of Expectancy Theory Research in Selling
167 The Role of Sales Managers and Salespeople in a Marketing Information System
168 Career Plateaus in the Salesforce: Understanding and Removing Blockages to Employee Growth
169 Legal Aspects of Salesperson Commission Payments: Implications for the Implementation of Commission Sales Program 170 Effects of Self-Monitoring and Similarity on Salesperson Inferential Processes
171 Peer Mentoring in the Industrial Sales Force: An Exploratory Investigation of Men and Women in Developmental Relationships 172 Sexual Harassment in the Sales Force: The Customer is NOT Always Right
173 Insights into Sexual Harassment of Salespeople by Customers: The Role of Gender and Customer Power 174 THE INFLUENCE OF CAREER STAGE ON JOB ATTITUDES: TOWARD A CONTINGENCY PERSPECTIVE 175 The Role of Trust in Salesperson -- Sales Manager Relationships
176 Organizational Values and Role Stress as Determinants of Customer-Oriented Selling Performance 177 Selling & Sales Management in Action: Assessment Center Selection of Sales Representatives
178 THE ROLE OF ACCOUNTABILITY IN SUPPRESSING MANAGERS' PREINTERVIEW BIAS AGAINST AFRICAN-AMERICAN SALES JOB APPLICANTS 179 Dynamics of Relationship Selling: A Longitudinal Examination of Changes in Salesperson-customer Relationship Status
180 Can Our Salesforce Managers Learn from Guerrilla Tactics?
181 Women in Professional Selling: A Human Resource Management Perspective 182 A Practical Theory of Persuasion Based on Behavioral Science Approaches 183 Salespeople's Perceptions of Sex Differences in Sales Managers
184 Increasing the Utility of the Application Blank: Relationship Between Job Application Information and Subsequent Performance and Turnover of Salespeople 185 The Current Status of Women in Professional Selling
186 Hiring and Promotion Policies in Sales Force Management: Some Antecedents and Consequences 187 Salesperson Evaluation: A Systematic Structure for Reducing Judgmental Biases
188 Salesperson Mood at Work: Implications for Helping Customers 189 The Selling of Services: A Comprehensive Model
190 A CONTINGENCY APPROACH TO ADAPTIVE SELLING BEHAVIOR AND SALES PERFORMANCE: SELLING SITUATIONS AND SALESPERSON CHAR 191 Impact of Sex Role Difference Upon The Frame of Reference
192 Sex Roles and the Desirability of Job Rewards, Expectations and Aspirations of Male versus Female Salespeople 193 Cues To Consumer Susceptibility To Salesperson Influence: Implications For Adaptive Retail Selling
194 IMPROVING RELATIONSHIP SELLING THROUGH FAILURE ANALYSIS AND RECOVERY EFFORTS: A FRAMEWORK AND CALL TO ACTION 195 Selling and Sales Management in Action: Attitudes and Applications of Quotas by Sales Executives and Sales Managers
196 Psychological Adaptiveness and Sales Performance
197 Salesforce Socialization Tactics: Building Organizational Value Congruence
198 Research Note: Decision-Making Processes and Formation of Salespeople's Expectancies, Instrumentalities, and Valences 199 The Effect of Salesforce Behavior on Customer Satisfaction: An Interactive Framework
200 THE FORTUNE 500 COMPANIES' SELECTION CRITERIA FOR PROMOTION TO FIRST LEVEL SALES MANAGEMENT: AN EMPIRICAL STUDY 201 Antecedents of Performance and Satisfaction in a Service Sales Force as Compared to an Industrial Sales Force
202 Professional Growth Versus Personal Growth of Salespeople: A General Systems Model 203 An Empirical Investigation of The Salesperson's Career Stage Perspective
204 Sales Management Students vs. Business Practitioners: Ethical Dilemmas and Perceptual Differences 205 The Role of Strategic Selling in the Company Turnaround Process
206 Training Implications of Salesperson Influence Strategy
207 TELEVISION AND MOVIE REPRESENTATIONS OF SALESPEOPLE: BEYOND WILLY LOMAN 208 Sales Force Motivation Using Travel Incentives: Some Empirical Evidence
209 How to Improve Your College Recruiting Program 210 Trust Earning Perceptions of Sellers and Buyers
211 Retail Salesperson Attributes and the Role of Dependability in the Selection of Durable Goods 212 ASSESSING THE DEVELOPMENT OF THE SALES PROFESSION
213 Scaling and Measurement: Multi-Item Scaled Measures In Sales Related Research
214 Initial Impressions in the Organizational Buyer-Seller Dyad: Sales Management Implications 215 Salesperson Selection In Multinational Corporations: An Empirical Study
216 Organizing the Overseas Sales Force: How Multinationals Do It 217 The Impact of Electronic Data Interchange on the Sales Function
218 Differences In the Importance of Selling Techniques Between Consumer and Industrial Salespeople 219 Ethical Dilemmas Faced in the Selling of Complex Services: Significant Others and Competitive Pressures 220 Sales Certification Programs
221 Sales Training: Executives' Research Needs
222 An Utility Based Framework for Evaluating the Financial Impact of Sales Force Training Programs 223 Sales Technology Applications: Self-Paced Video Enhanced Training: A Case Study
224 SALES TECHNOLOGY ORIENTATION, INFORMATION EFFECTIVENESS, AND SALES PERFORMANCE
225 INFORMATION OVERLOAD: GUIDANCE FOR IDENTIFYING WHEN INFORMATION BECOMES DETRIMENTAL TO SALES FORCE PERFORMANCE 226 Managing Change: An Ethnographic Approach to Developing Research Propositions and Understanding Change in Sales Organizations
227 Exploring the Relative Effects of Salesperson Interpersonal Process Attributes and Technical Product Attributes on Customer Satisfaction 228 Selling Centers and Buying Centers: Formulating Strategic Exchange Patterns
229 Research Note: Marginally Performing Salespeople: A Definition 230 NEW DIRECTIONS IN SALES LEADERSHIP RESEARCH
231 An Empirical Assessment of Salesperson Motivation, Commitment, and Job Outcomes
232 SALES MANAGERS' PERCEPTIONS OF GRAY MARKETS: THE ROLE OF INCENTIVES, CHANNEL DEPENDENCE, AND TYPE OF GRAY MARKET 233 Evaluation of Selling Performance: A Study of Current Practices
234 Examining the Bases Utilized for Evaluating Salespeoples' Performance
235 Examining the Salesforce Culture: Managerial Applications and Research Propositions 236 Disclosure and Its Reciprocity as Predictors of Key Outcomes of an Initial Sales Encounter
237 The Strategic Role of the Salesforce in Developing Customer Satisfaction Across the Relationship Lifecycle 238 STARTING TO SOLVE THE METHOD PUZZLE IN SALESPERSON SELF-REPORT EVALUATIONS
239 RESPONSE TO COMMENT: STARTING TO SOLVE THE METHOD PUZZLE IN SALESPERSON SELF-REPORT EVALUATIONS 240 A META-ANALYTIC COMPARISON OF MANAGERIAL RATINGS AND SELF-EVALUATIONS
241 GETTING THE JOB DONE: THE MODERATING ROLE OF INITIATIVE ON THE RELATIONSHIP BETWEEN INTRINSIC MOTIVATION AND ADAPTIVE SE 242 THE ROLE OF ETHICAL CLIMATE ON SALESPERSON'S ROLE STRESS, JOB ATTITUDES, TURNOVER INTENTION, AND JOB PERFORMANCE 243 THE ENEMY WITHIN: EXAMINING SALESPERSON DEVIANCE AND ITS DETERMINANTS
244 Older Salespeople's Role in Retail Encounters
245 Organizational Size and Salesforce Evaluation Practices 246 Testing Competing Models of Sales Force Communication 247 How Do Sales Managers View College Preparation for Sales?
248 Telemarketing: Trends, Issues, and Opportunities
249 The Strategic Role of the Salesperson in Reducing Customer Defection in Business Relationships
250 A BIBLIOMETRIC REVIEW OF THE CONTRIBUTION OF ATTRIBUTION THEORY TO SALES MANAGEMENT 251 Why Do Salespeople Fail?
252 The Relationship Between Organizational Commitment, Job Satisfaction, and Turnover Among New Salespeople 253 Industrial Sales Force Selection: Current Knowledge and Needed Research
254 Prospecting by Telephone Prenotification: An Application of the Foot-In-The-Door Technique 255 Broadening the Scope of Relationship Selling
256 The Use of Instrumental and Expressive Personality Traits as Indicators of a Salesperson's Behavior 257 Correlates and Determinants of Sales Force Tenure: An Exploratory Study
258 Selling and Sales Management in Action: Prospecting: A New Look at the Old Challenge 259 THE CHANGING ENVIRONMENT OF SELLING AND SALES MANAGEMENT
260 KEY ACCOUNTS AND TEAM SELLING: A REVIEW, FRAMEWORK, AND RESEARCH AGENDA 261 Leader Behavior, Work-Attitudes, and Turnover of Salespeople: An Integrative Study
262 Salesperson Race and Gender and the Access and Legitimacy Paradigm: Does Difference Make a Difference?
263 FACTORS LEADING TO SALES FORCE AUTOMATION USE: A LONGITUDINAL ANALYSIS 264 Job Satisfaction and Life Satisfaction in a Sales Force
265 Critical Success Factors in Captive, Multi-Line Insurance Agency Sales
266 Personal Selling and Sales Management in the Marketing Curriculum: A Status Report 267 Ethical Climate, Organization Commitment, and Indebtedness Among Purchasing Executives 268 Descriptive and Predictive Analyses of Industrial Buyers' Use of Online Information for Purchasing
269 Correlates of Objective Performance Among Computer Salespeople: Tenure, Work Activities, and Turnover 270 Sales Training and Impression Management
271 Incorporating Information from Salespeople into the Marketing Planning Process 272 Signal Detection Theory and Sales Effectiveness
273 SELF-EFFICACY, COMPETITIVENESS, AND EFFORT AS ANTECEDENTS OF SALESPERSON PERFORMANCE 274 The New Model of Personal Selling: Micromarketing
275 Why Do Salespeople Fail?
276 Maintaining Customer Relationships in Direct Sales: Stimulating Repeat Purchase Behavior 277 A Social Responsibility Framework to Guide Sales Management
278 A Market Response Model for Sales Management Decision Making 279 Using Contingency Analysis to Select Selling Effort Allocation Methods
280 Increasing Sales Productivity Through Improved Sales Call Allocation Strategies
281 Leader-Member Exchange: Antecedents and Consequences of the Cadre and Hired Hand 282 An Exploratory Study of Reciprocal Trust Between Sales Managers and Salespersons
283 The Relevance of Ethical Salesperson Behavior on Relationship Quality: The Pharmaceutical Industry 284 Scaling and Measurement: A Quasi-Replicative Assessment Of Revised Version of INDSALES 285 National Account Management: Large Account Selling or Buyer-Supplier Alliance?
286 The Accuracy of Salespersons' Perceptions of their Customers: Conceptual Examination and an Empirical Study
287 Sales Productivity of Insurance Agents During the First Six Months of Employment: Differences Between Older and Younger New Hires
288 A COMPENDIUM OF SALES-RELATED LITERATURE IN CUSTOMER RELATIONSHIP MANAGEMENT: PROCESSES AND TECHNOLOGIES WITH MAN 289 Salesperson Job Involvement: A Modern Perspective and a New Scale
290 INVESTIGATING INTERRELATIONSHIPS AMONG SALES TRAINING EVALUATION METHODS
291 THE ROLE OF SELF-REGULATION TRAINING IN DEVELOPING THE MOTIVATION MANAGEMENT CAPABILITIES OF SALESPEOPLE 292 Cognitive Selling Scripts and Sales Training
293 Research Priorities in Sales Strategy and Performance 294 The Top Ten Sales Articles of the 20th Century
295 An Initial Evaluation of Industrial Buyers' Impressions of Salespersons' Nonverbal Cues 296 Toward a Theory of Business Buyer-Seller Similarity
297 HOW GOOD ARE MANAGERS AT EVALUATING SALES PROBLEMS?
298 Developing Loyal Customers with a Value-adding Sales Force: Examining Customer Satisfaction and the Perceived Credibility of Consultative Salespeople 299 A Research Note: Reward Perceptions of Hong Kong and Mainland Chinese Sales Personnel
300 Gender Differences in Attitudes Toward Women as Sales Managers in the People's Republic of China 301 Perceptions of Internal and External Equity as Predictors of Outside Salespeoples' Job Satisfaction 302 An Experiment Investigation of Efforts to Improve Sales Students' Moral Reasoning
303 HOW OUTGROUP SALESPEOPLE FAIL TO FIT IN: A PROPOSED ACCULTURATION EFFECTS FRAMEWORK 304 REWARD PREFERENCES OF SALESPEOPLE: HOW DO COMMISSIONS RATE?
305 The Sales Manager As a Boundary Spanner: A Role Theory Analysis 306 Relationship Development in Selling: A Cognitive Analysis
307 A Comparison of the Impact of Organizational Climate on the Job Satisfaction of Manufacturers' Agents and Company Salespeople: An Exploratory Study 308 The Implementation Process of Segmentation in Sales Management
309 WHY DID I LOSE? A CONSERVATION OF RESOURCES VIEW OF SALESPERSON FAILURE ATTRIBUTIONS 310 CHOICE OR PERCEPTION: HOW AFFECT INFLUENCES ETHICAL CHOICES AMONG SALESPEOPLE 311 A Realistic Sales Experience: Providing Feedback by Integrating Buying, Selling, and Managing Experiences 312 A Psychometric Evaluation of the ADAPTS Scale: A Critique and Recommendations
313 I'll Prime You if You'll Assimilate for Me: A Comment on "Conscious and Unconscious Processing of Priming Cues in Selling Encounters"
314 An Experimental Investigation of the Outcome Bias in Salesperson Performance Evaluations
315 The Impact of Territory Difficulty and Self Versus Other Ratings on Managerial Evaluations of Sales Personnel
316 Preinterview Biases: The Impact of Race, Physical Attractiveness, and Sales Job Type on Preinterview Impressions of Sales Job Applicants 317 Selection Decision Making by Sales Managers and Human Resource Managers: Decision Impact, Decision Frame and Time of Valuation 318 Sales Technology Applications: Interactive Video Technology in Sales Training: A Case Study
319 Subcultural Research on Organizational Commitment With the 15 OCQ Invariant Instrument
320 THE TWO FACES OF PLAYFULNESS: A NEW TOOL TO SELECT POTENTIALLY SUCCESSFUL SALES REPS 321 The Power of Persuasion: Lessons in Personal Selling from the White House
322 SalesLitDB: A CLASSIFICATION SYSTEM AND INDEX OF THE SALES-RELATED LITERATURE 323 The Atmospherics of Personal Selling
324 CRISIS OF CONSCIENCE: THE USE OF COERCIVE SALES TACTICS AND RESULTANT FELT STRESS IN THE SALESPERSON
325 AN EXAMINATION OF INSTRUMENTAL AND EXPRESSIVE TRAITS ON PERFORMANCE: THE MEDIATING ROLE OF LEARNING, PROVE, AND AVOID 326 An Exploratory Investigation of Reward and Corrective Responses to Salesperson Performance: An Attributional Approach
327 Does Relational Demography Matter in a Personal Selling Context
328 Research Note: Role of the Sales Manager in Channel Management: Impact of Organizational Variables 329 The Moderating Effect of Sales Force Performance on Relationships Involving Antecedents of Turnover
330 An Empirical Investigation of a Social Exchange Model of Organizational Citizenship Behaviors Across Two Sales Situations: A Turkish Case 331 THE PERFORMANCE EFFECTS OF OUTCOME-BASED INCENTIVE PAY PLANS ON SALES ORGANIZATIONS: A CONTEXTUAL ANALYSIS 332 CAREER STAGE EFFECTS ON JOB CHARACTERISTIC-JOB SATISFACTION RELATIONSHIPS AMONG GUEST WORKER SALESPERSONS
333 THE IMPACT OF SALESPERSON MOTIVATION ON ROLE PERCEPTIONS AND JOB PERFORMANCE--A COGNITIVE AND AFFECTIVE PERSPECTIVE 334 Adaptive Communication: The Adaptation of the Seller's Interpersonal Style to the Stage of the Dyad's Relationship and the Buyer's Communication Style 335 Using Trust-Transference As A Persuasion Technique: An Empirical Field Investigation
336 The Moderating Effects of Cultural Context in Buyer-Seller Negotiation
337 THE PROBLEM SOLVING APPROACH OF INTERNATIONAL SALESPEOPLE: THE EXPERIENCE EFFECT 338 Survival Analysis: A New Approach to Analyzing Sales Force Retention
339 Sales Contests: A New Look at an Old Management Tool 340 Developing Telemarketing Support Systems
341 A CONTEMPORARY TAXONOMY OF SALES POSITIONS
342 Tracking Academic Research in Selling and Sales Management: Authors, Authorships, Academic Institutions, and Journals 343 Examining the Roles of Telemarketing in Selling Strategy
344 Examining the Formation of Selling Centers: A Conceptual Framework 345 Selling Teams: A Conceptual Framework and Research Agenda 346 Relationship of Job Performance to Job Perceptions of Salespersons 347 The Role of Personal Selling In Products Liability Litigation
348 Adaptive Selling--Insights from Social Cognition 349 Sales Management As An Entrepreneurial Activity
350 Assessing the Relationship Among Performance Measures, Managerial Practices, and Satisfaction When Evaluating the Salesforce: A Replication and Exten 351 Salesperson Failure: Definition, Determinants, and Outcomes
352 Effects of Effort, Territory Situation, and Rater on Salesperson Evaluation
353 Managing Sales Performance Through a Comprehensive Performance Appraisal System 354 Women's Perceptions of Personal Selling: Some Positive Results
355 EFFECTS OF ETHICAL CLIMATE AND SUPERVISORY TRUST ON SALESPERSON'S JOB ATTITUDES AND INTENTIONS TO QUIT 356 LONE WOLF TENDENCIES AND SALESPERSON PERFORMANCE
357 Sales Contests: A Research Agenda
358 Customer-Supplier Partnering: A Strategy Whose Time Has Come
359 Examining the Relationship between Work Attitude and Propensity to Leave among Expatriate Salespeople 360 Maybe it's Time to Take Another Look at Tests as a Sales Selection Tool?
361 Rapport Building for Salespeople: A Neuro-Linguistic Approach
362 COPING STRATEGY PROFILES USED BY SALESPEOPLE: THEIR RELATIONSHIPS WITH PERSONAL CHARACTERISTICS AND WORK OUTCOMES 363 Evaluating the Effectiveness of Trade Shows: A Personal Selling Perspective
364 The Influence of Personal Variables on Salesperson Selling Orientation
365 Behavior- and Outcome-Based Sales Control Systems: Evidence and Consequences of Pure-Form and Hybrid Governance 366 Sales Managers' Goal Commitment Correlates
367 Key Account Management in the Business to Business Field: The Key Account's Point of View
368 ADAPTIVE SELLING BEHAVIOR REVISITED: AN EMPIRICAL EXAMINATION OF LEARNING ORIENTATION, SALES PERFORMANCE, AND JOB SATIS 369 SALES FORCE INVOLVEMENT IN CRM INFORMATION SYSTEMS: PARTICIPATION, SUPPORT, AND FOCUS
370 Alcohol Abuse in the Sales Force 371 DRUG ABUSE IN THE SALES FORCE
372 The Use of Human Judgment Models in Evaluating Sales Force Performance 373 The Use of Human Judgement Models in Sales Force Selection Decisions 374 Insider/Outsider Sales Management Succession
375 An Exploratory Model and Initial Test of the Influence of Firm Level Consulting-Oriented Sales Force Programs on Sales Force Performance 376 The Selling Firm's Negotiation Team in Rebuys of Component Parts
377 THE SELLING ORIENTATION-CUSTOMER ORIENTATION (SOCO) SCALE: CROSS-VALIDATION OF THE REVISED VERSION 378 Empowered Selling Teams: How Shared Leadership Can Contribute to Selling Team Outcomes
379 Market and Customer Analysis for Sales Management
380 An Exploratory Investigation of Voice Characteristics and Selling Effectiveness 381 What is Direct Selling? -- Definition, Perspectives, and Research Agenda
382 An Examination of Industrial Sales Representative Accuracy in Discriminating Selected Legal and Illegal Actions
383 Research Note: An Exploratory Analysis of Salesperson Perceptions of the Criteria Used in Performance Appraisals, Job Satisfaction, and Organizational Co 384 DOES SALESPERSON PERCEPTION OF THE IMPORTANCE OF SALES SKILLS IMPROVE SALES PERFORMANCE, CUSTOMER ORIENTATION, JOB 385 Sales Manager Behavior Control Strategy and Its Consequences: The Impact of Gender Differences
386 SALES MANAGER BEHAVIOR CONTROL STRATEGY AND ITS CONSEQUENCES: THE IMPACT OF MANAGER GENDER DIFFERENCES 387 Accounting for the Impact of Territory Characteristics on Sales Performance: Relative Efficiency as a Measure of Salesperson Performance 388 An Empirical Examination of the Impact of Salesperson Empathy and Professionalism and Merchandise Salability on Retail Buyers' Evaluations 389 Improving the Detection of Interactions in Selling and Sales Management Research
390 SALESPERSON--EMPLOYER RELATIONSHIPS: SALESPERSON RESPONSES TO RELATIONSHIP PROBLEMS AND THEIR ANTECEDENTS 391 The Mediating Role of Sales Behaviors: An Alternative Perspective of Sales Performance and Effectiveness
392 Perceived Trust in Business-to-Business Sales: A New Measure
393 WHO'S ON FIRST? STAKEHOLDER DIFFERENCES IN CUSTOMER RELATIONSHIP MANAGEMENT AND THE ELUSIVE NOTION OF "SHARED UNDE
394 Cognitive Complexity and Salesperson Adaptability: An Exploratory Investigation
395 THE PRACTICE OF A WELLNESS LIFESTYLE IN A SELLING ENVIRONMENT: A CONCEPTUAL EXPLORATION 396 Selling From 1900 to 1959: A Historical Perspective
397 Selling Before 1900: A Historical Perspective
398 Sales Success as Predicted by A Process Measure of Adaptability
399 HOW THE PERFORMANCE OF MENTORING ACTIVITIES AFFECTS THE MENTOR'S JOB OUTCOMES
400 LEVERAGING CRM FOR SALES: THE ROLE OF ORGANIZATIONAL CAPABILITIES IN SUCCESSFUL CRM IMPLEMENTATION 401 INFLUENCE OF CONTROL SYSTEMS ON OPPORTUNISTIC BEHAVIORS OF SALESPEOPLE: A TEST OF GENDER DIFFERENCES 402 Information Asymmetry Between Salesperson and Supervisor: Postulates from Agency and Social Exchange Theories
403 A Critical Evaluation of a Measure of Job Involvement: The Use of the Lodahl and Kejner (1965) Scale with Salespeople 404 Can Assessment Centers be Used to Improve the Salesperson Selection Process?
405 A Successful Application of The Assessment Center Concept To The Salesperson Selection Process 406 Organization and Effectiveness of the Multiple-Product Salesforce
407 A Framework for Classifying Concepts of and Research on the Personal Selling Process 408 A Measure of Selling Skill: Scale Development and Validation
409 Customer Loyalty to the Salesperson and the Store: Examining Relationship Customers in an Upscale Retail Context
410 The Multiple Dimensions of Role Ambiguity and Their Impact Upon Psychological and Behavioral Outcomes of Industrial Salespeople 411 The Constructs of Sales Coaching: Supervisory Feedback, Role Modeling and Trust
412 Apples and Apples or Apples and Oranges? A Meta-Analysis of Objective and Subjective Measures of Salesperson Performance 413 Sampling and Data Collection Methods in Sales Force Research: Issues and Recommendations for Improvement
414 Measuring the Impact of Turnover on Sales
415 An Exploratory Assessment of Sales Culture Variables: Strategic Implications Within the Banking Industry 416 The Acquisition and Use of Sales Force Automation by Mid-Sized Manufacturers
417 AN AGENDA FOR SELLING AND SALES MANAGEMENT RESEARCH: USING THE FINANCIAL INDUSTRY'S FORWARD THINKERS FOR INSIGHT 418 Toward a Shortened Measure of Adaptive Selling
419 How to Retain Real Estate Sales People: What Things Work
420 SALES AND MARKETING INTEGRATION: A PROPOSED FRAMEWORK
421 AN EXPLORATORY INVESTIGATION OF THE IMPACT OF CULTURE ON SALES FORCE MANAGEMENT CONTROL SYSTEMS IN EUROPE 422 The Use of an "Expert" to Train Salespeople
423 Has Sex Stereotyping Disappeared? A Study of Perceptions of Women and Men in Sales 424 Exploring the Impact of Critical Sales Events
425 Leadership, Decision Making and Performance of Sales Managers: A Multi-Level Approach 426 IS PROFESSIONAL SELLING THE ROUTE TO THE TOP OF THE CORPORATE HIERARCHY?
427 SINGLE SOURCE SUPPLY VERSUS MULTIPLE SOURCE SUPPLY: A STUDY INTO THE RELATIONSHIP BETWEEN SATISFACTION AND PROPENSIT 428 Type A Behavior Pattern (TABP) Among Salespeople And Its Relationship to Job Stress
429 Point: Salespeople and Senior Management: Not a "Match Made in Heaven"
430 Antecedents and Outcomes of Organizational Commitment: A Study of Salespeople 431 A Model Depicting Salespeople's Perceptions
432 Understanding Salesperson Turnover: A Partial Evaluation of Mobley's Turnover Process Model 433 Clarification of the Meaning of Job Stress in the Context of Sales Force Research
434 ENHANCING SALESPERSON TRUST: AN EXAMINATION OF MANAGERIAL VALUES, EMPOWERMENT, AND THE MODERATING INFLUENCE OF SB 435 Behavioral Self-Management as a Supplement to External Sales Force Controls
436 Gender and Sales Ethics: Are Women Penalized Less Severely Than Their Male Counterparts?
437 Professionalism and Ethical Standards Among Salespeople in a Deregulated Environment: A Case Study of the Trucking Industry 438 Assessing Gender Differences in Relationships Between Supervisory Behaviors and Job-Related Outcomes in the Industrial Sales Force 439 Applying Learned Optimism to Increase Sales Productivity
440 Strategic Collaborative Communication by Key Account Representatives 441 Asking Questions: Some Characteristics of Successful Sales Encounters
442 Research Note: The Relationship between Ethical Conflict, Organizational Commitment and Turnover Intentions in the Salesforce 443 CUSTOMER-ORIENTED SELLING: A REVIEW, EXTENSION, AND DIRECTIONS FOR FUTURE RESEARCH
444 MARKETING CONTROL AND SALES FORCE CUSTOMER ORIENTATION
445 Organizational Behavior Modification: A General Motivational Tool for Sales Management 446 Switching Costs in Key Account Relationships
447 An Empirical Investigation of Key Account Salesperson Effectiveness
448 The Persuasive Effect of Salesperson Credibility: Conceptual and Empirical Examination 449 The Effect of Priming Cues in Sales Interactions: Additional Perspectives
450 Who Prefers Key Account Management Programs? An Investigation of Business Buying Behavior and Buying Firm Characteristics 451 Customer Satisfaction-Based Incentive Systems: Some Managerial and Salesperson Considerations
452 Customers' Decision-Making Styles and their Preference for Sales Strategies: Conceptual Examination and an Empirical Study 453 COMMENT: STARTING TO SOLVE THE METHOD PUZZLE IN SALESPERSON SELF-REPORT EVALUATIONS
454 Impact of Customer Satisfaction Based Incentive Systems on Salespeople's Customer Service Response: An Empirical Study 455 Service Quality and the Sales Force: A Tool for Competitive Advantage
456 Role Conflict and Role Ambiguity Reconsidered
457 Discrimination Issues in the Selection of Salespeople: A Review and Managerial Suggestions 458 The Training of Sales Managers: An Exploratory Study of Sales Management Training Practices 459 A Method for Investigating the Cognitive Processes and Knowledge Structures of Expert Salespeople 460 Size Effects on Sales Management Practices Of Small Firms: A Study of Industrial Distributors 461 Industrial Salesforce Motivation and Herzberg's Dual Factor Theory: A UK Perspective
462 Leadership Practices in Sales Managers Associated with the Self-Efficacy, Role Clarity, and Job Satisfaction of Individual Industrial Salespeople 463 A Framework for Examining IT-Enabled Market Relationships
464 LEARNING AND PERFORMANCE GOAL ORIENTATION OF SALESPEOPLE REVISITED: THE ROLE OF PERFORMANCE-APPROACH AND PERFORM 465 A Scale for Source Credibility, Validated in the Selling Context
466 Analyzing the Ethical Decision Making of Sales Professionals
467 Marketing Ethics: Sales Professionals Versus Other Marketing Professionals
468 MORAL PHILOSOPHY, ETHICAL EVALUATIONS, AND SALES MANAGER HIRING INTENTIONS 469 Peak Performance in the Sales Force
470 The Use of Social Bases of Power in Retail Sales
471 Knowledge of Customers' Customers as a Basis of Sales Force Differentiation 472 Selling Partner Relationships: The Role of Interdependence and Relative Influence 473 Managing Salesperson motivation in a Territory Realignment
474 Disconfirmation of Expectations: A Method for Enhancing the Effectiveness of Customer Communications
475 Workers' Compensation and Respondent Superior Liability Legal Cases involving Salespersons' Misuse of Alcohol
476 SOCIALIZATION COMMUNICATION, ORGANIZATIONAL CITIZENSHIP BEHAVIORS, AND SALES IN A MULTILEVEL MARKETING ORGANIZATION 477 Counterpoint: Unfortunately, Heaven Is Not the "Real" World for Senior Managers
478 Influence of Personal Characteristics on Salespeople's Coping Style
479 Conscious and Unconscious Processing of Priming Cues in Selling Encounters 480 Sales Force Control: A Synthesis of Three Theories
481 PERSONALITY AND ATTRACTIVENESS OF ACTIVITIES WITHIN SALES JOBS 482 Sales Management: Some Cross-Cultural Aspects
483 Linking Market Share Strategies to Salesforce Objectives, Activities, and Compensation Policies 484 Marketing and Sales: Strategic Alignment and Functional Implementation
485 The Relationship Between Optimism and Coping Styles of Salespeople
486 The Relationship Between Psychological Climate And Salesperson-Sales Manager Trust in Sales Organizations 487 Optimism and Street-Smarts: Identifying and Improving Salesperson Intelligence
488 Commentary: Extending the Learned Helplessness Paradigm: A Critique of Schulman's "Learned Optimism"
489 INCREASING SALES PRODUCTIVITY BY GETTING SALESPEOPLE TO WORK SMARTER 490 The Image of the Salesperson: Prestige and Other Dimensions
491 Customer Identities: Customers as Commercial Friends, Customer Coworkers or Business Acquaintances 492 Ethnography as a Method for Broadening Sales Force Research: Promise and Potential
493 Gaining Customer Trust: A Conceptual Guide for the Salesperson
494 An Applied Analysis of Buyer Equity Perceptions and Satisfaction with Automobile Salespeople
495 Utilization of Sales Management Knowledge and Identification of Contributors: An Analysis of JPSSM 1980-1990 496 Measuring Dimensions of Purchaser Trust of Industrial Salespeople
497 Cellular Telephones and the National Sales Force
498 The Appeal of a Personal Selling as a Career: A Decade Later
499 The Effect of Vertical Exchange Relationships on the Performance Attributions and Subsequent Actions of Sales Managers 500 Sexual Harassment: Ramifications for Sales Managers
501 Leadership Through Quality
502 Adaptive Selling at Trade Shows
503 CRM IN SALES-INTENSIVE ORGANIZATIONS: A REVIEW AND FUTURE DIRECTIONS 504 Vertical Exchange Quality and Performance: Studying the Role of the Sales Manager 505 Vertical Exchange and Salesperson Stress
506 Personal Moral Philosophies and the Moral Judgments of Salespeople 507 MANUFACTURERS' REPRESENTATIVES
508 Selling Task Characteristics and the Job Satisfaction of Industrial Salespeople
509 THE IMPACT OF A SALESPERSON'S IN-HOUSE CONFLICTS AND INFLUENCE ATTEMPTS ON BUYER COMMITMENT 510 The Selling Orientation-Customer Orientation (S.O.C.O.) Scale: A Proposed Short Form
511 Monte Carlo Simulation Approach to Product Profile Analysis: A Consultative Selling Tool 512 Managing Compensation Caps in Key Accounts
513 Industrial Buyer Evaluation of the Ethics of Salesperson Gift Giving
514 The Role of Accent on the Credibility and Effectiveness of the Salesperson 515 Organizational Purchasing Analysis for Sales Management
516 Organizational Climate, Inequities, and Attractiveness of Salesperson Rewards 517 Work Motivation Through the Design of Salesperson Jobs
518 Selling and Sales Management in Action: Managerial and Legal Implications of Price Haggling: A Sales Manager's Dilemma 519 ETHICS CODE AWARENESS, PERCEIVED ETHICAL VALUES, AND ORGANIZATIONAL COMMITMENT
520 Adaptive Selling and Organizational Characteristics: Suggestions For Future Research 521 The Implementation of Business Strategies: Implications for the Sales Function
522 Conceptualizing Personal Selling for International Business: A Continuum of Exchange Perspective 523 Sales Force Automation -- Here and Now
524 Salespeople's Time Use and Performance
525 COGNITIVE MORAL DEVELOPMENT AND THE IMPACT OF PERCEIVED ORGANIZATIONAL ETHICAL CLIMATE ON THE SEARCH FOR SALES FORC 526 THE EFFECT OF PERCEIVED ETHICAL CLIMATE ON THE SEARCH FOR SALES FORCE EXCELLENCE
527 ORGANIZATIONAL READINESS FOR CHANGE, INDIVIDUAL FEAR OF CHANGE, AND SALES MANAGER PERFORMANCE: AN EMPIRICAL INVESTIG 528 The Identification of Selling Abilities Needed for Missionary Type Sales
529 Attracting Graduates to Sales Positions: The Role of Recruiter Knowledge 530 The Evolution of National Account Management: A Literature Perspective
531 The Relationship of Pre-entry Variables to Early Employment Organizational Commitment 532 Eliciting Consumer Choice Heuristics: Sales Representatives' Persuasion Strategies 533 Smooth Operators: Reflections on Sales Representatives' Influence Expressions 534 INFUSING TECHNOLOGY INTO PERSONAL SELLING
535 Sales Contest: What We Know and What We Need To Know
536 ATTRACTING GRADUATES TO SALE POSITIONS AND THE ROLE OF RECRUITER KNOWLEDGE: A REEXAMINATION 537 The Customer-Salesperson Dyad: An Interaction/Communication Model and Review
538 Exploring Salespersons' Customer Orientation as a Mediator Organizational Culture's Influence on Buyer-Seller Relationships 539 A Method for Determining the Causes of Salesperson Turnover
540 Deep Relationships: The Case of the Vanishing Salesperson 541 Testing for Deterministic Salesperson Attributes in Mature Markets 542 Investigating the Perceptual Aspect of Sales Training
543 NLP REVISITED: NONVERBAL COMMUNICATIONS AND SIGNALS OF TRUSTWORTHINESS
544 THE EFFECT OF GOAL-SETTING ON THE PERFORMANCE OF INDEPENDENT SALES AGENTS IN DIRECT SELLING 545 A Comprehensive Framework for the Analysis of Ethical Behavior, with a Focus on Sales Organizations
546 The Evolution of Personal Selling
547 Job Analysis and Hiring Practices for National Account Marketing Positions 548 The Impact of New Product Introductions on Sales Management Strategy 549 Evaluation of Salesforce Contest Performance
550 The Recruiting Interview as Perceived by College Student Applicants for Sales Positions 551 Models of Leadership for Sales Management
552 CUSTOMER RELATIONSHIP MANAGEMENT: ITS DIMENSIONS AND EFFECT ON CUSTOMER OUTCOMES 553 MEASUREMENT OF TRUST IN SALESPERSON-CUSTOMER RELATIONSHIPS IN DIRECT SELLING
554 CUSTOMER RELATIONSHIP MANAGEMENT IMPLEMENTATION GAPS 555 A Contingency Approach to Specializing an Industrial Sales Force
556 Sales Territory Alignment: An Overlooked Productivity Tool
