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An update on the status of sales management training
Powers, Thomas L.; DeCarlo, Thomas E.; Gupte, Gouri - In: The journal of personal selling & sales management : JPSSM 30 (2010) 4, pp. 319-326
Persistent link: https://www.econbiz.de/10008735704
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Compensation and control systems : a new application of vertical dyad linkage theory
Krafft, Manfred; DeCarlo, Thomas E.; Poujol, F. Juliet; … - In: The journal of personal selling & sales management : JPSSM 32 (2012) 1, pp. 107-115
Persistent link: https://www.econbiz.de/10009505518
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Performance trends and salesperson evaluations : the moderating roles of evaluation task, managerial risk propensity, and firm strategic orientation
Barone, Michael J.; DeCarlo, Thomas E. - In: The journal of personal selling & sales management : JPSSM 32 (2012) 2, pp. 207-223
Persistent link: https://www.econbiz.de/10009552539
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The interactive effects of sales presentation, suspicion, and positive mood on salesperson evaluations and purchase intentions
DeCarlo, Thomas E.; Barone, Michael J. - In: The journal of personal selling & sales management : JPSSM 33 (2013) 1, pp. 53-66
Persistent link: https://www.econbiz.de/10009717204
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An assessment of needed sales management skills
Powers, Thomas L.; Jennings, J'Aime C.; DeCarlo, Thomas E. - In: The journal of personal selling & sales management : JPSSM 34 (2014) 3, pp. 206-222
Persistent link: https://www.econbiz.de/10010373799
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Salesperson knowledge distinctions and sales performance
Leigh, Thomas W.; DeCarlo, Thomas E.; Allbright, David; … - In: The journal of personal selling & sales management : JPSSM 34 (2014) 2, pp. 123-140
Persistent link: https://www.econbiz.de/10010346525
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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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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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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
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Selling financial services : the effect of consumer product knowledge and salesperson commission on consumer suspicion and intentions
DeCarlo, Thomas E.; Laczniak, Russell N.; Leigh, Thomas W. - In: Journal of the Academy of Marketing Science 41 (2013) 4, pp. 418-435
Persistent link: https://www.econbiz.de/10009776513