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Influence Tactics for Effective Adaptive Selling

Mcfarland, Richard G.; Challagalla, Goutam N.; … - In: Journal of marketing 70 (2006) 4, pp. 103-117

Persistent link: https://www.econbiz.de/10007278448

Supply Chain Contagion

McFarland, Richard G.; Bloodgood, James M.; Payan, Janice M. - In: Journal of marketing 72 (2008) 2, pp. 63-79

Persistent link: https://www.econbiz.de/10008153425

Decomposing Influence Strategies: Argument Structure and Dependence as Determinants of the Effectiveness of Influence Strategies in Gaining Channel Member Compliance

Payan, Janice M.; Mcfarland, Richard G. - In: Journal of marketing 69 (2005) 3, pp. 66-79

Persistent link: https://www.econbiz.de/10005921822

Developing interactive advertising strategies on the internet as a function of consumer knowledge, ability, and involvement

McFarland, Richard G.; Dalsem, Shane van; Sheu, Chwen - In: International journal of internet marketing and … 1 (2004) 3, pp. 300-315

Persistent link: https://www.econbiz.de/10008128088

A Workgroup Climate Perspective on the Relationships Among Transformational Leadership, Workgroup Diversity, and Employee Creativity

Wang, Peng; Rode, Joseph C.; Shi, Kan; Luo, Zhengxue; … - In: Group & organization management : an international journal 38 (2013) 3, pp. 334-360

Persistent link: https://www.econbiz.de/10010131456

Control system diversity: Implications for selling centers

Murtha, Brian R.; Shervani, Tasadduq A.; Challagalla, … - In: Journal of Business Research 67 (2014) 9, pp. 1870-1876

It is often the case that members of selling centers are governed by different control systems (i.e., some selling center members are governed more by behavior controls while others are governed more by outcome controls). Surprisingly, there is little research which examines the impact of...

Persistent link: https://www.econbiz.de/10010869789

The Impact of Simulation Training on Call Center Agent Performance: A Field-Based Investigation

Murthy, Nagesh N.; Challagalla, Goutam N.; Vincent, … - In: Management Science 54 (2008) 2, pp. 384-399

The most prevalent form of training call center agents is via classroom instruction coupled with role-plays. Role-play training has a theoretical base in behavior modeling that entails observation, practice, and feedback. Emerging simulation-based technologies offer enhancements to behavior...

Persistent link: https://www.econbiz.de/10009191976

A measurement model of the dimensions and types of output and behavior control: An empirical test in a salesforce context

Challagalla, Goutam N.; Shervani, Tasadduq A. - In: Journal of Business Research 39 (1997) 3, pp. 159-172

Persistent link: https://www.econbiz.de/10005465963

Learning and Performance Orientation of Salespeople: The Role of Supervisors

Kohli, Ajay K.; Shervani, Tasadduq A.; Challagalla, … - In: Journal of marketing research : JMR 35 (1998) 2, pp. 263-274

Persistent link: https://www.econbiz.de/10006670692

A Measurement Model of the Dimensions and Types of Output and Behavior Control: An Empirical Test in a Salesforce Context

Challagalla, Goutam N.; Shervani, Tasadduq A. - In: Journal of business research : JBR 39 (1997) 3, pp. 159-172

Persistent link: https://www.econbiz.de/10006736019