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Influence of formalization on the organizational commitment and work alienation of salespeople and industrial buyers

Michaels, Ronald E.; Cron, William L.; Dubinsky, Alan J.; … - In: Journal of marketing research : JMR 25 (1988) 4, pp. 376-383

Persistent link: https://www.econbiz.de/10001059785

Determinants of telemarketer misselling in life insurance services

Taek Yi, Ho; Dubinsky, Alan J.; Un Lim, Chae - In: Journal of Services Marketing 26 (2012) 6, pp. 403-418

Purpose – The purpose of the article is to present and test a model regarding important factors that may help reduce unethical behavior (i.e. misselling) of salespeople in the financial services industry. Design/methodology/approach – To test the hypotheses, telemarketers from the life...

Persistent link: https://www.econbiz.de/10014905400

Role stress among industrial buyers : an integrative model

Michaels, Ronald E. - In: Journal of marketing 51 (1987) 2, pp. 28-45

Persistent link: https://www.econbiz.de/10001052904

Imparting negative news to salespeople

Dubinsky, Alan J.; Kim, Juyoung; Lee, Sanghyun - In: Psychology & marketing 28 (2011) 8, pp. 803-824

Persistent link: https://www.econbiz.de/10009267751

The impact of guanxi on ethical perceptions : the case of Taiwanese salespeople

Huang, Wen-yeh; Huang, Ching-yun; Dubinsky, Alan J. - In: Journal of business-to-business marketing 21 (2014) 1, pp. 1-17

Persistent link: https://www.econbiz.de/10010343533

Provenance, evolution, and transition of personal selling and sales management to strategic marketing channel management

Anderson, Rolph E.; Cohen, Alex H.; Christ, Paul F.; … - In: Journal of marketing channels : distribution systems, … 26 (2020) 1, pp. 28-42

Persistent link: https://www.econbiz.de/10012258185

Selling in an asymmetric retail world : perspectives from India, Russia, and the US on buyer-seller information differential, perceived adaptive selling, and purchase intention

Rippé, Cindy B.; Weisfeld-Spolter, Suri; Dubinsky, Alan J. - In: The journal of personal selling & sales management : JPSSM 36 (2016) 4, pp. 344-362

Persistent link: https://www.econbiz.de/10011629742

Trust me, I’m a physician using sales skills : enhancing physician-patient communication through the personal selling process

Rippé, Cindy B.; Dubinsky, Alan J. - In: Health marketing quarterly 35 (2018) 4, pp. 245-265

Persistent link: https://www.econbiz.de/10011979388