Výsledky vyhľadávania - "Rutherford, Brian N."

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

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

Personal selling and sales management abstracts.

Autori: MangusStephanie M., Stephanie M.Mangus

Zdroj: Journal of Personal Selling & Sales Management; Dec2024, Vol. 44 Issue 4, p343-354, 12p

Predmety: BUSINESSPEOPLE, GENERATIVE artificial intelligence, FIVE-factor model of personality, CONSUMER behavior, SALES personnel, SUPERVISORS, ACTIVE learning, OCCUPATIONAL training

International sales interactions in a post-disruptive environment.

Autori: Rutherford, Brian N. Matthews, Ryan L. Matthews, Lucy M. a ďalší

Zdroj: Journal of Personal Selling & Sales Management; Dec2024, Vol. 44 Issue 4, p432-440, 9p

Predmety: EXPORT sales contracts, TEAMS, SUCCESS

Personal selling and sales management abstracts.

Autori: Mangus, Stephanie M.

Zdroj: Journal of Personal Selling & Sales Management; Jun2024, Vol. 44 Issue 2, p196-208, 13p

Predmety: BUSINESS negotiation, BUSINESS ethics, LEADERSHIP training, SUPERVISORS, BUSINESSPEOPLE, CONSUMER behavior, CONSUMER attitudes, MEDIATORS (Persons)

One does not fit all: what is in a salesperson sample?

Autori: Rutherford, Brian N. Troncoza, Martha Ambrose, Scott C. a ďalší

Zdroj: Journal of Personal Selling & Sales Management; Dec2023, Vol. 43 Issue 4, p354-367, 14p

Predmety: SALES personnel, SALES management, DIARY (Literary form), BEST practices, ACQUISITION of data

Burned out on the road: Burnout's impact on job satisfaction among road warriors.

Autori: Rutherford, Brian N. Ambrose, Scott C. Waguespack, Blaise P.

Zdroj: Journal of Personal Selling & Sales Management; Jun2023, Vol. 43 Issue 2, p105-116, 12p, 1 Diagram, 5 Charts

Predmety: MENTAL fatigue, PSYCHOLOGICAL burnout, TEACHER burnout, SATISFACTION, ROAD maintenance, JOB satisfaction, CONSUMERS, DEPERSONALIZATION

Editorial: Relational disruptions in sales and sales management.

Autori: Rutherford, Brian N. Hartmann, Nathaniel Anaza, Nwamaka a ďalší

Zdroj: Journal of Business & Industrial Marketing; 2024, Vol. 39 Issue 4, p669-672, 4p

Predmety: CONSUMER behavior, SALES personnel, SELF, COVID-19 pandemic, SALES management

Overcoming the death of a salesman: the role of customer type and sales technology deployment in managing the impacts of relationship marketing investments following a relational disruption.

Autori: Rigopoulos, Konstantinos Robben, Henry Kaminakis, Kostas a ďalší

Zdroj: Journal of Personal Selling & Sales Management; Sep2025, Vol. 45 Issue 3, p259-276, 18p

Predmety: RELATIONSHIP marketing, CUSTOMER relationship management, CUSTOMER satisfaction, LABOR turnover, BUSINESS-to-business transactions, SALES management

Can micromanagement be beneficial for adaptive selling? Role of salesperson creativity and managerial micromanagement during disruption.

Autori: Kumar, Binay Gupta, Aditya Agarwal, Ravi

Zdroj: Journal of Personal Selling & Sales Management; Sep2025, Vol. 45 Issue 3, p277-293, 17p

Predmety: CHAOS theory, SALES personnel, ORGANIZATIONAL behavior, SUPERVISION, INDUSTRIAL marketing, CUSTOMER relations

Examining antecedents of retail employees' propensity to leave.

Autori: Park, Jungkun Ahn, Jiseon Hyun, Hyowon a ďalší

Zdroj: International Journal of Retail & Distribution Management; 2021, Vol. 49 Issue 6, p795-812, 18p

Predmety: EMOTIONAL labor, PSYCHOLOGICAL burnout, STRUCTURAL equation modeling, ORGANIZATIONAL commitment, SOCIAL exchange

The impact of skill discretion and work demands on salesperson job satisfaction: the mediating influence of the burnout facets.

Autori: Matthews, Lucy M. Rutherford, Brian N.

Zdroj: Journal of Personal Selling & Sales Management; Mar2021, Vol. 41 Issue 1, p17-27, 11p, 2 Diagrams, 6 Charts

Predmety: JOB satisfaction, PSYCHOLOGICAL burnout, JOB skills, SALES personnel, ABILITY

Prioritizing wellness amidst the hustle and grind: a framework for supporting the mental health of B2B sales professionals.

Autori: Kemp, Elyria Anaza, Nwamaka A. Porter III, McDowell a ďalší

Zdroj: Journal of Personal Selling & Sales Management; Jun2025, Vol. 45 Issue 2, p154-173, 20p

Predmety: MENTAL health, WELL-being, SALES personnel, PERFECTIONISM (Personality trait)

The retail environment design (RED) scale: conceptualization and measurement.

Autori: Steen, Julie Rutherford, Brian N. Babin, Barry J. a ďalší

Zdroj: European Journal of Marketing; 2024, Vol. 58 Issue 4, p900-927, 28p

Predmety: SCALING (Social sciences), RATE of return, RESEARCH personnel, CONSUMERS, RETAIL industry

Inflection points during a disruptive event: planning within the sales force.

Autori: Matthews, Ryan L. Rutherford, Brian N. Matthews, Lucy M. a ďalší

Zdroj: Journal of Business & Industrial Marketing; 2024, Vol. 39 Issue 4, p721-734, 14p

Predmety: INFLECTION (Grammar), BUSINESS to business electronic commerce, COVID-19 vaccines, COVID-19 pandemic, ACQUISITION of data, SALES executives

Reconceptualizing the measurement of multidimensional salesperson job satisfaction.

Autori: Rutherford, Brian N. Boles, James S. Ambrose, Scott C.

Zdroj: Journal of Personal Selling & Sales Management; Sep2019, Vol. 39 Issue 3, p287-298, 12p, 5 Charts

Predmety: JOB satisfaction, SALES personnel

Author Index.

Zdroj: AMA Summer Academic Conference Proceedings; 2014, Vol. 25, pAI-1-AI-4, 4p

Predmety: AUTHORS, MARKETING strategy

Korporácia: AMERICAN Marketing Association

Introducing a new, machine learning process, and online tools for conducting sales literature reviews: An application to the forty years of JPSSM.

Autori: Kitanaka, Hideaki Kwiatek, Piotr Panagopoulos, Nikolaos G.

Zdroj: Journal of Personal Selling & Sales Management; Dec2021, Vol. 41 Issue 4, p351-368, 18p, 3 Diagrams, 4 Charts

Predmety: MACHINE learning, SCHOLARLY periodicals, ARTIFICIAL intelligence, SCHOLARLY publishing

Incentivizing of inside sales units — the interplay of incentive types and unit structures.

Autori: Homburg, Christian Morguet, Theresa R. Hohenberg, Sebastian

Zdroj: Journal of Personal Selling & Sales Management; Sep2021, Vol. 41 Issue 3, p181-199, 19p, 1 Diagram, 8 Charts

Predmety: INCENTIVE (Psychology), MONETARY incentives

INDUSTRIAL BUYER-SELLER EXCHANGES: THE IMPACT OF A DISRUPTIVE EVENT.

Autori: Rutherford, Brian N. Matthews, Ryan Edmondson, Diane a ďalší

Zdroj: Marketing Management Journal; Spring2024, Vol. 34 Issue 1, p1-15, 15p

Predmety: SEMI-structured interviews, EVENT marketing, EXECUTIVES, PURCHASING