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SOCO's impact on individual sales performance : the integration of selling skills as a missing link
Wachner, Trent; Plouffe, Christopher R.; Grégoire, Yany - In: Industrial marketing management : the international … 38 (2009) 1, pp. 32-44
Persistent link: https://www.econbiz.de/10003810414
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Assessing the evolution of sales knowledge: a 20-year content analysis
Williams, Brian C.; Plouffe, Christopher R. - In: Industrial marketing management : the international … 36 (2007) 4, pp. 408-419
Persistent link: https://www.econbiz.de/10003469129
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Salesperson navigation: the intraorganizational dimension of the sales role
Plouffe, Christopher R.; Barclay, Donald W. - In: Industrial marketing management : the international … 36 (2007) 4, pp. 528-539
Persistent link: https://www.econbiz.de/10003469176
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Exploratory navigation and salesperson performance : investigating selected antecedents and boundary conditions in high-technology and financial services contexts
Plouffe, Christopher R.; Sridharan, Srinivas; Barclay, … - In: Industrial marketing management : the international … 39 (2010) 4, pp. 538-550
Persistent link: https://www.econbiz.de/10003983982
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Testing an enhanced, process-based view of the sales process
Plouffe, Christopher R.; Nelson, Yvette Holmes; Beuk, … - In: The journal of personal selling & sales management : JPSSM 33 (2013) 2, pp. 141-164
Persistent link: https://www.econbiz.de/10009745303
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Which influence tactics lead to sales performance? : it is a matter of style
Plouffe, Christopher R.; Bolander, Willy; Cote, Joseph A. - In: The journal of personal selling & sales management : JPSSM 34 (2014) 2, pp. 141-159
Persistent link: https://www.econbiz.de/10010346522
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Investigations of sales representatives' valuation of options
Bonney, Leff; Plouffe, Christopher R.; Brady, Michael - In: Journal of the Academy of Marketing Science 44 (2016) 2, pp. 135-150
Persistent link: https://www.econbiz.de/10011453159
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Does the customer matter most? : exploring strategic frontline employees’ influence of customers, the internal business team, and external business partners
Plouffe, Christopher R.; Bolander, Willy; Cote, Joseph A.; … - In: Journal of marketing 80 (2016) 1, pp. 106-123
Persistent link: https://www.econbiz.de/10011507463
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"I think I can... I think I can" : the impact of perceived selling efficacy and deal disclosure on salesperson escalation of commitment
Bonney, Leff; Plouffe, Christopher R.; Wolter, Jeremy - In: Industrial marketing management : the international … 43 (2014) 5, pp. 826-839
Persistent link: https://www.econbiz.de/10010404069
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Navigating difficult waters: publishing trends and scholarship in sales research
Plouffe, Christopher R.; Williams, Brian C.; Wachner, Trent - In: The journal of personal selling & sales management : JPSSM 28 (2008) 1, pp. 79-92
Persistent link: https://www.econbiz.de/10003735643