Výsledky vyhľadávania - "Friend, Scott B."

Empirics before theory? Considerations for research sequencing within sales scholarship.

Autori: Rutherford, Brian N. Friend, Scott B.

Zdroj: Journal of Personal Selling & Sales Management; Sep2025, Vol. 45 Issue 3, p201-203, 3p

Predmety: RESEARCH methodology, EXPERIENTIAL learning, PILOT projects, PRINCIPLE (Philosophy), SCHOLARLY periodicals

Conceptualizing an integrative typology of sales enablement strategy.

Autori: Friend, Scott B. Mangus, Stephanie M. Pullins, Ellen Bolman a ďalší

Zdroj: Journal of Personal Selling & Sales Management; Mar2025, Vol. 45 Issue 1, p64-81, 18p

Predmety: SCHOLARLY method, INNOVATION adoption, ORGANIZATIONAL aims & objectives, CHANGE management, MANAGEMENT philosophy, ORGANIZATIONAL learning

Multilevel Value Co-Creation Within Key Accounts.

Autori: Ranjan, Kumar R. Friend, Scott B. Malshe, Avinash

Zdroj: Journal of Service Research; May2025, Vol. 28 Issue 2, p296-317, 22p

Predmety: CUSTOMER cocreation, CUSTOMER relations, VALUE orientations, SERVICE contracts, BUSINESS partnerships, CONTRACTING out

How frontline employees navigate the double-edged effects of customer knowledge.

Autori: Sharma, Ashish Johnson, Jeff S. Friend, Scott B. a ďalší

Zdroj: Journal of Personal Selling & Sales Management; Sep2025, Vol. 45 Issue 3, p204-223, 20p

Predmety: LOYALTY, CROSS selling, CUSTOMER relations, BUSINESS revenue, SALES management, CONSUMER expertise, SALES personnel

The curvilinear and contingent effect of ethical climate on salesperson performance.

Autori: Johnson, Jeff S. Friend, Scott B.

Zdroj: European Journal of Marketing; 2025, Vol. 59 Issue 2, p445-474, 30p

Predmety: STRUCTURAL equation modeling, ECONOMIES of scale, SALES personnel, MODERATION

Analyzing sales proposal rejections via machine learning.

Autori: Nguyen, Peter Friend, Scott B. Chase, Kevin S. a ďalší

Zdroj: Journal of Personal Selling & Sales Management; Mar2023, Vol. 43 Issue 1, p24-45, 22p, 2 Diagrams, 7 Charts, 2 Graphs

Predmety: MACHINE learning, CONSUMERS, BUSINESS-to-business transactions

Global Events Demand Global Data: COVID-19 Crisis Responses and the Future of Selling and Sales Management Around the Globe.

Autori: Rouziou, Maria Bolander, Willy Peesker, Karen a ďalší

Zdroj: Journal of International Marketing; Jun2025, Vol. 33 Issue 2, p61-82, 22p

Predmety: COVID-19 pandemic, INSTITUTIONAL logic, SALES management, INDUCTION (Logic), CONSUMERS

An integrative framework of sales ecosystem well-being.

Autori: Ranjan, Kumar Rakesh Friend, Scott B.

Zdroj: Journal of Personal Selling & Sales Management; Dec2020, Vol. 40 Issue 4, p234-250, 17p, 2 Diagrams, 5 Charts

Predmety: CUSTOMER cocreation, ECOSYSTEMS, SALES, WELL-being

Assessments of equivocal salesperson behavior and their influences on the quality of buyer-seller relationships.

Autori: Crosno, Jody Dahlstrom, Robert Friend, Scott B.

Zdroj: Journal of Personal Selling & Sales Management; Sep2020, Vol. 40 Issue 3, p161-179, 19p, 1 Diagram, 6 Charts, 2 Graphs

Predmety: RELATIONSHIP quality, SALES personnel, TRANSACTION cost theory of the firm, DECEPTION, BEHAVIOR

Levels of analysis and sources of data in sales research: a multilevel-multisource review.

Autori: Johnson, Jeff S. Friend, Scott B. Horn, Bradley J.

Zdroj: Journal of Personal Selling & Sales Management; Winter2014, Vol. 34 Issue 1, p70-86, 17p, 2 Diagrams, 5 Charts

Predmety: RESEARCH methodology evaluation, SALES management, SALES, MULTILEVEL models, DATA

Buyer-seller uncertainty: a systematic review and future research directions.

Autori: Mullins, Ryan Chase, Kevin S. Friend, Scott B.

Zdroj: Journal of Personal Selling & Sales Management; Mar2024, Vol. 44 Issue 1, p29-49, 21p

Predmety: EVIDENCE gaps, TRANSACTION cost theory of the firm

Mixed interpretations of sales proposal signals.

Autori: Johnson, Jeff S. Friend, Scott B. Malshe, Avinash

Zdroj: Journal of Personal Selling & Sales Management; Sep2016, Vol. 36 Issue 3, p264-280, 17p

Predmety: CUSTOMER relationship management, SALES personnel, CUSTOMER orientation, CUSTOMER satisfaction, PURCHASING agents, DECISION making

Effective Implementation of Predictive Sales Analytics.

Autori: Habel, Johannes Alavi, Sascha Heinitz, Nicolas

Zdroj: Journal of Marketing Research (JMR); Aug2024, Vol. 61 Issue 4, p718-741, 24p

Predmety: SALES forecasting, DATA analytics, SALES executives, CONSUMERS, SALES personnel

Sales manager cost control engagement: antecedents and performance implications.

Autori: Skiba, Jenifer Saini, Amit Friend, Scott B.

Zdroj: Journal of Personal Selling & Sales Management; Jun2019, Vol. 39 Issue 2, p123-137, 15p, 4 Charts, 1 Graph

Predmety: SALES management, COST control, SALES force management, BUSINESS-to-business transactions, SALES, SALES personnel, SALES executives, JOB skills

Contingent cross-selling and up-selling relationships with performance and job satisfaction: an MOA-theoretic examination.

Autori: Johnson, Jeff S. Friend, Scott B.

Zdroj: Journal of Personal Selling & Sales Management; Spring2015, Vol. 35 Issue 1, p51-71, 21p, 1 Diagram, 4 Charts, 1 Graph

Predmety: SALES personnel, JOB satisfaction, JOB performance, REVENUE management, BUSINESS to business electronic commerce, SELLING

An antecedent and contingent outcome model of fail fast strategy in sales force management

Autori: Friend, Scott B. Johnson, Jeff S. Ranjan, Kumar Rakesh

Zdroj: Industrial Marketing Management. 87:106-116

Predmety: Product complexity, Output control, 0502 economics and business, 05 social sciences, Sales force management, Extra-role behavior, Failing fast, Managerial orientation, 1406 Marketing

Prístupová URL adresa: https://espace.library.uq.edu.au/view/UQ:4877139
https://www.sciencedirect.com/science/article/pii/S0019850119304195

Familiarity breeds contempt: perceived service and sales complacency in business-to-business relationships.

Autori: Friend, Scott B. Johnson, Jeff S.

Zdroj: Journal of Personal Selling & Sales Management; Mar2017, Vol. 37 Issue 1, p42-60, 19p

Predmety: BUSINESS-to-business transactions, INDUSTRIAL advertising, SALES culture, SALES management, INDUSTRIAL marketing, INDUSTRIAL management

Implicit measures in sales research.

Autori: Friend, Scott B. Johnson, Jeff S.

Zdroj: Journal of Personal Selling & Sales Management; Spring2015, Vol. 35 Issue 1, p72-84, 13p, 2 Charts

Predmety: SALES, SALES management, MARKETING research, COGNITIVE psychology, JOB satisfaction, SOCIAL psychology

Sales–Supply Chain Management Collaboration: Performance Effects and Boundary Conditions for International Salespeople.

Autori: Schrock, Wyatt A. Zhao, Yanhui Adidam, Phani Tej a ďalší

Zdroj: Journal of International Marketing; Mar2024, Vol. 32 Issue 1, p112-124, 13p

Predmety: CUSTOMER retention, SUPPLY chain management, GEOGRAPHIC boundaries, SALES personnel, PERFORMANCE management, MARKETING literature, CONSUMERS

Customer demandingness and salesperson's performance: a meta-analytic examination.

Autori: Jaramillo, Fernando Hossain, Khondoker Itani, Omar S.

Zdroj: Journal of Personal Selling & Sales Management; Dec2025, Vol. 45 Issue 4, p383-397, 15p

Predmety: JOB performance, SALES personnel, AGGREGATION (Statistics), SUBJECTIVE stress, JOB involvement, CONSUMER research, CONSUMER behavior