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Roberta J. Schultz · Study

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Roberta J. Schultz

10 works· latest 2015· 3 institutionscluster: provisional

h-index8

i108

Citations370

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Most cited in this library

Influence of the ethical servant leader and ethical climate on customer value enhancing sales performance2015 · 105 citations
Impact of the consideration of future sales consequences and customer‐oriented selling on long‐term buyer‐seller relationships2000 · 79 citations
Strategic Collaborative Communication by Key Account Representatives2002 · 66 citations
The impact of trust in manager on unethical intention and customer‐oriented selling2013 · 36 citations
Salesperson and Sales Manager Perceptions of Salesperson Job Characteristics and Job Outcomes: A Perceptual Congruence Approach2002 · 26 citations

Works

10 shown

Influence of the ethical servant leader and ethical climate on customer value enhancing sales performance

Journal of Personal Selling and Sales Management·2015·2 authors

105citations

The impact of trust in manager on unethical intention and customer‐oriented selling

Journal of Business and Industrial Marketing·2013·2 authors

36citations

Generational research in the sales arena

DOAJ (DOAJ: Directory of Open Access Journals)·2012·3 authors·Open access

4citations

Boomers vs. Millennials: Critical Conflict Regarding Sales Culture, Salesforce Recognition, and Supervisor Expectations

International Journal of Business·2012·3 authors

23citations

Understanding the Effect of Internet Convenience on Intention toPurchase via the Internet

Journal of Marketing Development and Competitiveness·2011·2 authors

12citations

Conscientious marketing: making a difference in people's lives

DOAJ (DOAJ: Directory of Open Access Journals)·2010·4 authors·Open access

2citations

Salesperson and Sales Manager Perceptions of Salesperson Job Characteristics and Job Outcomes: A Perceptual Congruence Approach

The Journal of Marketing Theory and Practice·2002·6 authors

26citations

Strategic Collaborative Communication by Key Account Representatives

Journal of Personal Selling and Sales Management·2002·2 authors·Open access

66citations

Impact of the consideration of future sales consequences and customer‐oriented selling on long‐term buyer‐seller relationships

Journal of Business and Industrial Marketing·2000·2 authors

79citations

Technological teaming as a marketing strategy

Industrial Marketing Management·1997·2 authors

17citations