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Alan J. Dubinsky · Study
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Author
Alan J. Dubinsky
93 works
· latest 2019
· 12 institutions
cluster: provisional
ORCID 0009-0001-7740-5458
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89
Citations
8,547
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Most cited in this library
A conceptual model of perceived customer value in e‐commerce: A preliminary investigation
2003 · 1,073 citations
Analyzing ethical decision making in marketing
1989 · 443 citations
TRANSFORMATIONAL LEADERSHIP THEORY: USING LEVELS OF ANALYSIS TO DETERMINE BOUNDARY CONDITIONS
1994 · 304 citations
Salesforce Socialization
1986 · 298 citations
Transformational Leadership: An Initial Investigation in Sales Management
1995 · 286 citations
Works
60 shown
Provenance, evolution, and transition of personal selling and sales management to strategic marketing channel management
Journal of Marketing Channels
·
2019
·
2 authors
16
citations
Lonely consumers and their friend the retail salesperson
Journal of Business Research
·
2018
·
3 authors
68
citations
India’s lonely and isolated consumers shopping for an in-store social experience
Marketing Intelligence & Planning
·
2018
·
3 authors
32
citations
Allocation of Salespeople's resources for generating new sales opportunities across four types of customers
Industrial Marketing Management
·
2017
·
2 authors
35
citations
Under the sway of a mobile device during an in‐store shopping experience
Psychology and Marketing
·
2017
·
5 authors
65
citations
Selling in an asymmetric retail world: perspectives from India, Russia, and the US on buyer–seller information differential, perceived adaptive selling, and purchase intention
Journal of Personal Selling and Sales Management
·
2016
·
5 authors
21
citations
Defining and identifying disruptive innovations
Industrial Marketing Management
·
2016
·
3 authors
260
citations
Mediation effect of business process and supply chain management capabilities on the impact of IT on firm performance: Evidence from Chinese firms
International Journal of Information Management
·
2015
·
4 authors
140
citations
Market Mind Games, by Denise Schull. McGraw-Hill, 2012.
Psychology and Marketing
·
2015
·
1 author
·
other
0
citations
Knowledge Sharing, Social Relationships, and Contextual Performance
Journal of Organizational and End User Computing
·
2015
·
4 authors
26
citations
Influence of religiosity on retail salespeople's ethical perceptions: the case in Iran
Journal of Islamic marketing
·
2014
·
3 authors
35
citations
Factors Influencing the Impact of Sales Training: Test of a Model
International Journal of Marketing Studies
·
2014
·
4 authors
·
Open access
9
citations
The Impact ofGuanxion Ethical Perceptions: The Case of Taiwanese Salespeople
Journal of Business-to-Business Marketing
·
2014
·
3 authors
16
citations
Evaluating Sales Personnel: An Attribution Theory Perspective
Journal of Personal Selling and Sales Management
·
2013
·
3 authors
59
citations
Sales Training: Salespeople's Preparedness and Managerial Implications
Journal of Personal Selling and Sales Management
·
2013
·
2 authors
16
citations
Sales Training and Education: Some Assumptions about the Effectiveness of Sales Training
Journal of Personal Selling and Sales Management
·
2013
·
2 authors
11
citations
Determinants of telemarketer misselling in life insurance services
Journal of Services Marketing
·
2012
·
3 authors
43
citations
Frequency of CRM implementation activities: a customer‐centric view
Journal of Services Marketing
·
2012
·
4 authors
73
citations
The Role of Emotion in the Relationship between Customers and Automobile Salespeople
Journal of managerial issues
·
2011
·
2 authors
36
citations
Impact of retailer image on private brand attitude: Halo effect and summary construct
Australian Journal of Psychology
·
2011
·
3 authors
·
Open access
30
citations
Managing International Distribution Channel Partners: A Cross-Cultural Approach
Journal of Marketing Channels
·
2010
·
4 authors
20
citations
How does sales force automation influence relationship quality and performance? The mediating roles of learning and selling behaviors
Industrial Marketing Management
·
2009
·
4 authors
77
citations
Strategic alliances in international distribution channels
Journal of Business Research
·
2006
·
3 authors
56
citations
Personal Selling: Building Customer Relationships and Partnerships
·
2006
·
2 authors
·
book
17
citations
Consumers' moral philosophies: identifying the idealist and the relativist
Journal of Business Research
·
2005
·
3 authors
53
citations
Impact of Fear Appeals in a Cross-Cultural Context
Journal of Euromarketing
·
2005
·
2 authors
30
citations
Organizational Justice in the Sales Force: A Literature Review with Propositions
Journal of Business-to-Business Marketing
·
2005
·
2 authors
39
citations
The theory of planned behavior in e-commerce: Making a case for interdependencies between salient beliefs
Psychology and Marketing
·
2005
·
2 authors
152
citations
Consumers' perceptions of e‐shopping characteristics: an expectancy‐value approach
Journal of Services Marketing
·
2004
·
2 authors
235
citations
The Influence of Moral Philosophy on Retail Salespeople's Ethical Perceptions
Journal of Consumer Affairs
·
2004
·
3 authors
61
citations
Effect of brand name on consumers' risk perceptions of online shopping
Journal of Consumer Behaviour
·
2004
·
3 authors
216
citations
Framing Effects of Coupon Face Value on Coupon Redemption: A Literature Review with Propositions
Journal of Marketing Management
·
2004
·
2 authors
35
citations
A conceptual model of perceived customer value in e‐commerce: A preliminary investigation
Psychology and Marketing
·
2003
·
2 authors
1,073
citations
Leadership style, motivation and performance in international marketing channels
European Journal of Marketing
·
2003
·
2 authors
87
citations
Organizational and individual learning in the sales force: an agenda for sales research
Journal of Business Research
·
2003
·
3 authors
74
citations
Influence of salesperson characteristics and customer emotion on retail dyadic relationships
The International Review of Retail Distribution and Consumer Research
·
2003
·
2 authors
100
citations
Going the extra mile
Industrial Marketing Management
·
2002
·
2 authors
83
citations
Marketing channel management and the sales manager
Industrial Marketing Management
·
2002
·
2 authors
73
citations
The Role of Environmental Turbulence, Readiness for Change, and Salesperson Learning in the Success of Sales Force Change
Journal of Personal Selling and Sales Management
·
2002
·
3 authors
·
Open access
108
citations
Satisfaction with sales manager training ‐ Design and implementation issues
European Journal of Marketing
·
2001
·
2 authors
22
citations
Gender Differences in Attitudes Toward Women as Sales Managers in the People's Republic of China
Journal of Personal Selling and Sales Management
·
2001
·
3 authors
·
Open access
25
citations
The perceived importance of sales managers’ rewards: a career stage perspective
Journal of Business and Industrial Marketing
·
2000
·
2 authors
57
citations
Institutional entrepreneurship ‐ A panacea for universities‐in‐transition?
European Journal of Marketing
·
2000
·
2 authors
39
citations
Salesperson Failure
Industrial Marketing Management
·
1999
·
1 author
44
citations
Sales managers: Marketing's best example of the peter principle?
Business Horizons
·
1999
·
1 author
40
citations
Transformational and contingent reward leadership: Individual, dyad, and group levels of analysis
The Leadership Quarterly
·
1998
·
3 authors
148
citations
The impact of values on salespeople's job responses: A cross-national investigation
Journal of Business Research
·
1997
·
4 authors
47
citations
WOMEN AND TRANSFORMATIONAL AND CONTINGENT REWARD LEADERSHIP: A MULTIPLE-LEVELS-OF-ANALYSIS PERSPECTIVE.
Academy of Management Journal
·
1997
·
4 authors
186
citations
The effects of organizational formalization on organizational commitment and work alienation in US, Japanese and Korean industrial salesforces
European Journal of Marketing
·
1996
·
4 authors
36
citations
Sales Training and Education : Some Assumptions about the Effectiveness of Sales Training
Journal of Personal Selling and Sales Management
·
1996
·
2 authors
3
citations
Factors related to information acquisition in exporting organizations
Journal of Business Research
·
1995
·
2 authors
66
citations
An examination of linkages between personal characteristics and dimensions of transformational leadership
Journal of Business and Psychology
·
1995
·
3 authors
122
citations
Transformational Leadership: An Initial Investigation in Sales Management
Journal of Personal Selling and Sales Management
·
1995
·
4 authors
·
Open access
286
citations
When the Sales Manager is a Woman: An Exploration into the Relationship Between Salespeople's Gender and their Responses to Leadership Styles
Journal of Personal Selling and Sales Management
·
1995
·
4 authors
·
Open access
42
citations
TRANSFORMATIONAL LEADERSHIP THEORY: USING LEVELS OF ANALYSIS TO DETERMINE BOUNDARY CONDITIONS
Personnel Psychology
·
1994
·
2 authors
304
citations
Differences in motivational perceptions among U.S., Japanese, and Korean sales personnel
Journal of Business Research
·
1994
·
4 authors
32
citations
What Marketers Can Learn from the Tin Man
Journal of Services Marketing
·
1994
·
1 author
31
citations
Perceptions of Motivational Components: Salesmen and Saleswomen Revisited
Journal of Personal Selling and Sales Management
·
1993
·
5 authors
·
Open access
42
citations
Superior-Subordinate Relationships: A Multiple Levels of Analysis Approach
Human Relations
·
1992
·
2 authors
97
citations
Influence of Role Stress on Industrial Salespeople's Work Outcomes in the United States, Japan and Korea
Journal of International Business Studies
·
1992
·
5 authors
101
citations