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Which influence tactics lead to sales performance? : it is a matter of style
Plouffe, Christopher R.; Bolander, Willy; Cote, Joseph A. - In: The journal of personal selling & sales management : JPSSM 34 (2014) 2, pp. 141-159
Persistent link: https://www.econbiz.de/10010346522
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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
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Does the customer matter most? : exploring strategic frontline employees’ influence of customers, the internal business team, and external business partners
Plouffe, Christopher R.; Bolander, Willy; Cote, Joseph A.; … - In: Journal of marketing 80 (2016) 1, pp. 106-123
Persistent link: https://www.econbiz.de/10011507463
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Adapting influence approaches to informed consumers in high-involvement purchases : are salespeople really doomed?
Hochstein, Bryan; Bolander, Willy; Goldsmith, Ronald E.; … - In: Journal of the Academy of Marketing Science 47 (2019) 1, pp. 118-137
Persistent link: https://www.econbiz.de/10011996688
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Managing new salespeople's ethical behaviors during repetitive failures : when trying to help actally hurts
Bolander, Willy; Zahn, William J.; Loe, Terry W.; … - In: Journal of business ethics : JOBE 144 (2017) 3, pp. 519-532
Persistent link: https://www.econbiz.de/10011757474
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The disruptive impact of customer engagement on the business-to-consumer sales force
Hochstein, Bryan W.; Bolander, Willy - In: Customer engagement marketing, (pp. 203-218). 2018
Persistent link: https://www.econbiz.de/10011739861
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Why study intraorganizational issues in selling and sales management?
Bolander, Willy; Richards, Keith A. - In: The journal of personal selling & sales management : JPSSM 38 (2018) 2, pp. 169-171
Persistent link: https://www.econbiz.de/10011917823
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Learned helplessness among newly hired salespeople and the influence of leadership
Boichuk, Jeffrey P.; Bolander, Willy; Hall, Zachary R.; … - In: Journal of marketing 78 (2014) 1, pp. 95-111
Persistent link: https://www.econbiz.de/10010250065
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Alleviating the negative effects of salesperson depression on performance during a crisis : examining the role of job resources
Lussier, Bruno; Beeler, Lisa; Bolander, Willy; … - In: Industrial marketing management : the international … 111 (2023), pp. 173-188
Persistent link: https://www.econbiz.de/10014369260
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The case for hiring neurotic salespeople : a longitudinal growth modeling analysis
Dugan, Riley; Rouziou, Maria; Bolander, Willy - In: Journal of business research : JBR 116 (2020), pp. 123-136
Persistent link: https://www.econbiz.de/10012257549