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Organizing the sales force
Johnston, Wesley J.; Rutherford, Brian N. - In: Bringing technology to market: trends, cases, solutions, (pp. 87-103). 2007
Persistent link: https://www.econbiz.de/10003439215
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Stages of the international industrial sales process
Rutherford, Brian N.; Matthews, Ryan L. - In: The journal of business & industrial marketing 39 (2024) 1, pp. 1-13
Persistent link: https://www.econbiz.de/10014472699
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Single versus multiple salesforce go-to-market strategy : the impact of sales orientation on conflict, salesperson-owned loyalty and buyer-exit propensity
Anaza, Nwamaka A.; Rutherford, Brian N.; Wu, Gavin Jiayun; … - In: The journal of business & industrial marketing 38 (2023) 3, pp. 680-697
Persistent link: https://www.econbiz.de/10013539371
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Sequencing of multi-faceted job satisfaction across business-to-business and business-to-consumer salespeople : a multi-group analysis
Hartmann, Nathaniel N.; Rutherford, Brian N.; Park, Jungkun - In: Journal of business research : JBR 70 (2017), pp. 153-159
Persistent link: https://www.econbiz.de/10011620405
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Reconceptualizing the measurement of multidimensional salesperson job satisfaction
Rutherford, Brian N.; Boles, James Sanders; Ambrose, … - In: Journal of personal selling & sales management 39 (2019) 3, pp. 287-298
Persistent link: https://www.econbiz.de/10012200888
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Multisource commitment to suppliers and salespeople
Anaza, Nwamaka A.; Rutherford, Brian N. - In: Journal of marketing channels : ... distribution … 18 (2011) 3, pp. 171-188
Persistent link: https://www.econbiz.de/10009271373
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Measuring salesperson burnout : a reduced Maslach burnout inventory for sales researchers
Rutherford, Brian N.; Hamwi, G. Alexander; Friend, Scott B. - In: The journal of personal selling & sales management : JPSSM 31 (2011) 4, pp. 429-440
Persistent link: https://www.econbiz.de/10009389585
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Ideal versus actual number of sales calls : an application of disconfirmation theory
Hamwi, G. Alexander; Rutherford, Brian N.; Barksdale, … - In: The journal of personal selling & sales management : JPSSM 33 (2013) 3, pp. 307-318
Persistent link: https://www.econbiz.de/10009776491
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The effects of mentoring on salesperson commitment
Hartmann, Nathaniel N.; Rutherford, Brian N.; Hamwi, G. … - In: Journal of business research : JBR 66 (2013) 11, pp. 2294-2300
Persistent link: https://www.econbiz.de/10009789013
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Increasing job performance and reducing turnover : an examination of female Chinese salespeople
Rutherford, Brian N.; Wei, Yujie; Park, Jungkun; Hŏ, … - In: Journal of marketing theory and practice 20 (2012) 4, pp. 423-436
Persistent link: https://www.econbiz.de/10009688899