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Influence Tactics for Effective Adaptive Selling
Mcfarland, Richard G.; Challagalla, Goutam N.; … - In: Journal of marketing 70 (2006) 4, pp. 103-117
Persistent link: https://www.econbiz.de/10007278448
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Supply Chain Contagion
McFarland, Richard G.; Bloodgood, James M.; Payan, Janice M. - In: Journal of marketing 72 (2008) 2, pp. 63-79
Persistent link: https://www.econbiz.de/10008153425
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Decomposing Influence Strategies: Argument Structure and Dependence as Determinants of the Effectiveness of Influence Strategies in Gaining Channel Member Compliance
Payan, Janice M.; Mcfarland, Richard G. - In: Journal of marketing 69 (2005) 3, pp. 66-79
Persistent link: https://www.econbiz.de/10005921822
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Developing interactive advertising strategies on the internet as a function of consumer knowledge, ability, and involvement
McFarland, Richard G.; Dalsem, Shane van; Sheu, Chwen - In: International journal of internet marketing and … 1 (2004) 3, pp. 300-315
Persistent link: https://www.econbiz.de/10008128088
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Incremental validity of core self-evaluations in the presence of other self-concept traits : an investigation of applied psychology criteria in the United States and China
Rode, Joseph C.; Judge, Timothy A.; Sun, Jian-min - In: Journal of leadership & organizational studies : JLOS; … 19 (2012) 3, pp. 326-340
Persistent link: https://www.econbiz.de/10010017332
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A Workgroup Climate Perspective on the Relationships Among Transformational Leadership, Workgroup Diversity, and Employee Creativity
Wang, Peng; Rode, Joseph C.; Shi, Kan; Luo, Zhengxue; … - In: Group & organization management : an international journal 38 (2013) 3, pp. 334-360
Persistent link: https://www.econbiz.de/10010131456
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Learning and Performance Orientation of Salespeople: The Role of Supervisors
Kohli, Ajay K.; Shervani, Tasadduq A.; Challagalla, … - In: Journal of marketing research : JMR 35 (1998) 2, pp. 263-274
Persistent link: https://www.econbiz.de/10006670692
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A Measurement Model of the Dimensions and Types of Output and Behavior Control: An Empirical Test in a Salesforce Context
Challagalla, Goutam N.; Shervani, Tasadduq A. - In: Journal of business research : JBR 39 (1997) 3, pp. 159-172
Persistent link: https://www.econbiz.de/10006736019
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The Impact of Simulation Training on Call Center Agent Performance: A Field-Based Investigation
Murthy, Nagesh N.; Challagalla, Goutam N.; Vincent, … - In: Management science : journal of the Institute for … 54 (2008) 2, pp. 384-399
Persistent link: https://www.econbiz.de/10007915879
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The moderating influence of firm market power on the transaction cost economics model: An empirical test in a forward channel integration context
Shervani, Tasadduq A.; Frazier, Gary; Challagalla, Goutam - In: Strategic management journal 28 (2007) 6, pp. 635-652
Persistent link: https://www.econbiz.de/10007721575