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Defending the frontier : examining the impact of internal salesperson evasive knowledge hiding on perceptions of external customer outcomes

Chaker, Nawar N.; Nowlin, Edward L.; Walker, Doug; … - In: European Journal of Marketing 55 (2020) 3, pp. 671-699

Purpose: Salespeople frequently face the predicament of wanting to protect their market knowledge from coworkers while not appearing recalcitrant. Considering the choice of disclosing information or refusing to disclose, they may choose a third option: appearing to share knowledge while...

Persistent link: https://www.econbiz.de/10012411428

When and how does sales manager physical attractiveness impact credibility : a test of two competing hypotheses

Chaker, Nawar N.; Walker, Doug; Nowlin, Edward L.; … - In: Journal of business research : JBR 105 (2019), pp. 98-108

Persistent link: https://www.econbiz.de/10012128485

Inside sales social media use and its strategic implications for salesperson-customer digital engagement and performance

Chaker, Nawar N.; Nowlin, Edward L.; Pivonka, Maxwell T.; … - In: Industrial marketing management : the international … 100 (2022), pp. 127-144

Persistent link: https://www.econbiz.de/10013206400

Drivers and Performance Implications of Frontline Employees’ Social Capital Development and Maintenance : The Role of Online Social Networks*

Agnihotri, Raj; Mani, Sudha; Chaker, Nawar N.; … - In: Decision Sciences 53 (2020) 1, pp. 181-215

Persistent link: https://www.econbiz.de/10012408715

Exploring the state of salesperson insecurity : how it emerges and why it matters?

Chaker, Nawar N.; Schumann, David W.; Zablah, Alex R.; … - In: Journal of marketing theory and practice 24 (2016) 3, pp. 344-364

Persistent link: https://www.econbiz.de/10011532958

Drivers and performance implications of frontline employees' social capital development and maintenance : the role of online social networks

Agnihotri, Raj; Mani, Sudha; Chaker, Nawar N.; … - In: Decision sciences 53 (2022) 1, pp. 181-215

Persistent link: https://www.econbiz.de/10013164986

Customer-focused voice and rule-breaking in the frontlines

Gazzoli, Gabriel; Chaker, Nawar N.; Zablah, Alex R.; … - In: Journal of the Academy of Marketing Science 50 (2022) 2, pp. 388-409

Persistent link: https://www.econbiz.de/10012819765

Operationalizing salesperson performance with secondary data : aligning practice, scholarship, and theory

Bolander, Willy; Chaker, Nawar N.; Pappas, Alec; … - In: Journal of the Academy of Marketing Science 49 (2021) 3, pp. 462-481

Persistent link: https://www.econbiz.de/10012548051

Can customer loyalty to a salesperson be harmful? : examining customer perceptions of salesperson emotional labor strategies post ethical transgressions

Chaker, Nawar N.; Beeler, Lisa L.; Delpechitre, Duleep - In: Industrial marketing management : the international … 96 (2021), pp. 238-253

Persistent link: https://www.econbiz.de/10013194581

"Because you are a part of me" : assessing the effects of salesperson social media use on job outcomes and the moderating roles of moral identity and gender

Itani, Omar S.; Kalra, Ashish; Chaker, Nawar N.; Rakesh … - In: Industrial marketing management : the international … 98 (2021), pp. 283-298

Persistent link: https://www.econbiz.de/10013206371