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Proactive value co-creation via structural ambidexterity : customer success management and the modularization of frontline roles

Hochstein, Bryan; Chaker, Nawar N.; Rangarajan, Deva; … - In: Journal of service research 24 (2021) 4, pp. 601-621

Persistent link: https://www.econbiz.de/10012662587

Lone wolf tendency and ethical behaviors in sales : examining the roles of perceived supervisor support and salesperson self-efficacy

Lussier, Bruno; Chaker, Nawar N.; Hartmann, Nathaniel N.; … - In: Industrial marketing management : the international … 104 (2022), pp. 304-316

Persistent link: https://www.econbiz.de/10013326927

Alleviating the negative effects of salesperson depression on performance during a crisis : examining the role of job resources

Lussier, Bruno; Beeler, Lisa; Bolander, Willy; … - In: Industrial marketing management : the international … 111 (2023), pp. 173-188

Persistent link: https://www.econbiz.de/10014369260

Quiet sellers : when introversion drives salesperson performance

Chaker, Nawar N.; Habel, Johannes; Hartmann, Nathaniel N.; … - In: Journal of retailing 100 (2024) 3, pp. 456-474

Persistent link: https://www.econbiz.de/10015065360

A theory of sales system shocks

Hartmann, Nathaniel N.; Chaker, Nawar N.; Lussier, Bruno; … - In: Journal of the Academy of Marketing Science 52 (2024) 2, pp. 261-283

Persistent link: https://www.econbiz.de/10015047760

Research on sales and ethics : mapping the past and charting the future

Hartmann, Nathaniel N.; Wieland, Heiko; Gustafson, Brandon - In: Journal of the Academy of Marketing Science 52 (2024) 3, pp. 653-671

Persistent link: https://www.econbiz.de/10015047926

Neuroticism and the sales profession

Habel, Johannes; Kadić-Maglajlić, Selma; Hartmann, … - In: Organizational behavior and human decision processes 184 (2024), pp. 1-19

Persistent link: https://www.econbiz.de/10015063173

Multi-faceted organizational buyer burnout

Anaza, Nwamaka A.; Harrison, Dana E.; Rutherford, Brian N. - In: Journal of Business & Industrial Marketing 35 (2020) 6, pp. 1113-1124

Purpose: This study aims to advance the organizational buying literature, by examining buyer burnout and its consequences. Specifically, the sequencing of multi-faceted organizational buyer burnout is established and the impact of each dimension on job satisfaction, job performance, affective...

Persistent link: https://www.econbiz.de/10012277203

Examining antecedents of retail employees' propensity to leave

Park, Jungkun; Ahn, Jiseon; Hyun, Hyowon; Rutherford, … - In: International Journal of Retail & Distribution Management 49 (2021) 6, pp. 795-812

Purpose: In this study, the authors examine the impacts of two facets of retail employees' cognitive support and affective commitment on emotional labor-related outcomes. Design/methodology/approach: To test the study hypotheses, 521 retail service employees participated in the survey. By using...

Persistent link: https://www.econbiz.de/10012540313

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