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Unintended effects of marketing messages on salespeople's cynicism
Seriki, Olalekan K.; Evans, Kenneth R.; Jeon, Hyo Jin; … - In: European journal of marketing : EJM 50 (2016) 5/6, pp. 1047-1072
Persistent link: https://www.econbiz.de/10011529783
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Salesperson directive modification intention : a conceptualization and empirical validation
McAmis, Gregory T.; Evans, Kenneth R.; Arnold, Todd J. - In: The journal of personal selling & sales management : JPSSM 35 (2015) 3, pp. 203-220
Persistent link: https://www.econbiz.de/10011374658
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Competent or threatening? : when looking like a "salesperson" is disadvantageous
Arndt, Aaron D.; Evans, Kenneth R.; Zahedi, Ziniya; … - In: Journal of retailing and consumer services 47 (2019), pp. 166-176
Persistent link: https://www.econbiz.de/10011995554
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Who do I look at? : mutual gaze in triadic sales encounters
Arndt, Aaron D.; Khoshghadam, Leila; Evans, Kenneth R. - In: Journal of business research : JBR 111 (2020), pp. 91-101
Persistent link: https://www.econbiz.de/10012237782
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How complexity impacts salesperson counterproductive behavior : The mediating role of moral disengagement
Seriki, Olalekan K.; Nath, Pravin; Ingene, Charles A.; … - In: Journal of business research : JBR 107 (2020), pp. 324-335
Persistent link: https://www.econbiz.de/10012156781
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Effects of top-performer rewards on fellow salespeople : a double-edged sword
Miao, C. Fred; Evans, Kenneth R.; Lie, Po-Chien - In: The journal of personal selling & sales management : JPSSM 37 (2017) 4, pp. 280-297
Persistent link: https://www.econbiz.de/10011794673
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Customer query handling in sales interactions
Singh, Sunil; Marinova, Detelina; Singh, Jagdip; Evans, … - In: Journal of the Academy of Marketing Science 46 (2018) 5, pp. 837-856
Persistent link: https://www.econbiz.de/10011924771
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The impact of salesperson credibility-building statements on later stages of the sales encounter
Arndt, Aaron; Evans, Kenneth R.; Landry, Timothy D.; … - In: The journal of personal selling & sales management : JPSSM 34 (2014) 1, pp. 19-32
Persistent link: https://www.econbiz.de/10010338159
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Advancing sales performance research : a focus on five underresearched topic areas
Evans, Kenneth R.; McFarland, Richard G.; Dietz, Bart; … - In: The journal of personal selling & sales management : JPSSM 32 (2012) 1, pp. 89-105
Persistent link: https://www.econbiz.de/10009505522
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Sales force-generated marketing intelligence
Evans, Kenneth R.; Miao, C. Fred - In: The Oxford handbook of strategic sales and sales management, (pp. 174-200). 2011
Persistent link: https://www.econbiz.de/10008991513