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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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The dilemma of outsourced customer service and care : research propositions from a transaction cost perspective
Le Bon, Joël; Hughes, Douglas E. - In: Industrial marketing management : the international … 38 (2009) 4, pp. 404-410
Persistent link: https://www.econbiz.de/10003865353
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The marketing-sales interface at the interface : creating market-based capabilities through organizational synergy
Hughes, Douglas E.; Le Bon, Joël; Malshe, Avinash - In: The journal of personal selling & sales management : JPSSM 32 (2012) 1, pp. 57-72
Persistent link: https://www.econbiz.de/10009505535
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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
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Managing sales force product perceptions and control systems in the success of new product introductions
Ahearne, Michael; Rapp, Adam; Hughes, Douglas E.; … - In: Journal of marketing research : JMR 47 (2010) 4, pp. 764-776
Persistent link: https://www.econbiz.de/10009235354
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Motivating salespeople to sell new products : the relative influence of attitudes, subjective norms, and self-efficacy
Fu, Frank Q.; Richards, Keith A.; Hughes, Douglas E.; … - In: Journal of marketing 74 (2010) 6, pp. 61-76
Persistent link: https://www.econbiz.de/10008702743
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Why sales reps should welcome information technology : measuring the impact of CRM-based IT on sales effictiveness
Ahearne, Michael; Hughes, Douglas E.; Schillewaert, Niels - In: International journal of research in marketing : IJRM ; … 24 (2007) 4, pp. 336-349
Persistent link: https://www.econbiz.de/10003593796
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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/10010162034