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Better together : trait competitiveness and competitive psychological climate as antecedents of salesperson organizational commitment and sales performance
Schrock, Wyatt A.; Hughes, Douglas E.; Fu, Frank Q.; … - In: Marketing letters : a journal of research in marketing 27 (2016) 2, pp. 351-360
Persistent link: https://www.econbiz.de/10011486562
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On the nature of international sales and sales management research : a social network-analytic perspective
Schrock, Wyatt A.; Zhao, Yanhui; Richards, Keith A.; … - In: The journal of personal selling & sales management : JPSSM 38 (2018) 1, pp. 56-77
Persistent link: https://www.econbiz.de/10011936237
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Self-oriented competitiveness in salespeople : sales management implications
Schrock, Wyatt A.; Hughes, Douglas E.; Zhao, Yanhui; … - In: Journal of the Academy of Marketing Science 49 (2021) 6, pp. 1201-1221
Persistent link: https://www.econbiz.de/10012659718
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JPSSM since the beginning : intellectual cornerstones, knowledge structure, and thematic developments
Schrock, Wyatt A.; Zhao, Yanhui; Hughes, Douglas E.; … - In: The journal of personal selling & sales management : JPSSM 36 (2016) 4, pp. 321-343
Persistent link: https://www.econbiz.de/10011629747
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This ad's for you : the indirect effect of advertising perceptions on salesperson effort and performance
Hughes, Douglas E. - In: Journal of the Academy of Marketing Science 41 (2013) 1, pp. 1-18
Persistent link: https://www.econbiz.de/10009719773
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Social networks within sales organizations : their development and importance for salesperson performance
Bolander, Willy; Satornino, Cinthia B.; Hughes, Douglas E. - In: Journal of marketing 79 (2015) 6, pp. 1-16
Persistent link: https://www.econbiz.de/10011410739
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Driving in-role and extra-role brand performance among retail frontline salespeople : antecedents and the moderating role of customer orientation
Hughes, Douglas E.; Richards, Keith A.; Calantone, Roger J. - In: Journal of retailing 95 (2019) 2, pp. 130-143
Persistent link: https://www.econbiz.de/10012102968
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Energizing the reseller's sales force : the power of brand identification
Hughes, Douglas E.; Ahearne, Michael - In: Journal of marketing 74 (2010) 4, pp. 81-96
Persistent link: https://www.econbiz.de/10008826529
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Understanding social media effects across seller, retailer, and consumer interactions
Rapp, Adam; Beitelspacher, Lauren Skinner; Grewal, Dhruv; … - In: Journal of the Academy of Marketing Science 41 (2013) 5, pp. 547-566
Persistent link: https://www.econbiz.de/10010126682
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Gaining and leveraging customer-based competitive intelligence : the pivotal role of social capital and salesperson adaptive selling skills
Hughes, Douglas E.; Le Bon, Joël; Rapp, Adam - In: Journal of the Academy of Marketing Science 41 (2013) 1, pp. 91-110
Persistent link: https://www.econbiz.de/10009719766