Similar Search Results

Linking cause-related marketing to sales force responses and performance in a direct selling context

Larson, Brian V.; Flaherty, Karen E.; Zablah, Alex R.; … - In: Journal of the Academy of Marketing Science 36 (2008) 2, pp. 271-277

Persistent link: https://www.econbiz.de/10003725657

A Job Demands-Resources (JD-R) perspective on new product selling : a framework for future research

Zablah, Alex R.; Chonko, Lawrence B.; Bettencourt, Lance A. - In: The journal of personal selling & sales management : JPSSM 32 (2012) 1, pp. 73-87

Persistent link: https://www.econbiz.de/10009505532

Storytelling during retail sales encounters

Gilliam, David A.; Zablah, Alex R. - In: Journal of retailing and consumer services 20 (2013) 5, pp. 488-494

Persistent link: https://www.econbiz.de/10009768987

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

A Job Demands-Resources (JD-R) Perspective on New Product Selling : A Framework for Future Research

Zablah, Alex R. - 2011

Building on Job Demands-Resources (JD-R) theory, a comprehensive model of the determinants of salesperson new product selling outcomes is proposed. Existing empirical support for the proposed model is then assessed through a detailed review of published empirical studies. The results of this...

Persistent link: https://www.econbiz.de/10013122559

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

Emotional calibration and salesperson performance

Kidwell, Blair; Hasford, Jonathan; Turner, Broderick; … - In: Journal of marketing 85 (2021) 6, pp. 141-161

Persistent link: https://www.econbiz.de/10012662146

Blinded by the brand : inauthentic salesperson brand attachment and its influence on customer purchase intentions

Beeler, Lisa; Zablah, Alex R.; Rapp, Adam - In: Journal of personal selling & sales management : JPSSM 41 (2021) 3, pp. 268-284

Persistent link: https://www.econbiz.de/10012623653

How and when does customer orientation influence frontline employee job outcomes? : a meta-analytic evaluation

Zablah, Alex R.; Franke, George R.; Brown, Tom; … - In: Journal of marketing 76 (2012) 3, pp. 21-40

Persistent link: https://www.econbiz.de/10009778042

The divergent effects of organizational identification on salesperson and customer outcomes in a friend-selling context

Beeler, Lisa L.; Chaker, Nawar N.; Gala, Prachi; … - In: Journal of personal selling & sales management : JPSSM 40 (2020) 2, pp. 95-113

Persistent link: https://www.econbiz.de/10012260098