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David W. Cravens · Study
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Author
David W. Cravens
59 works
· latest 2012
· 2 institutions
cluster: provisional
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42
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59
Citations
5,556
Works here
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Most cited in this library
Behavior-Based and Outcome-Based Salesforce Control Systems
1993 · 635 citations
The Role of Emotional Exhaustion in Sales Force Attitude and Behavior Relationships
1999 · 345 citations
Antecedents and consequences of salesperson burnout
2001 · 324 citations
Investigating the relationships among sales, management control, sales territory design, salesperson performance, and sales organization effectiveness
1996 · 231 citations
New Organizational Forms for Competing in Highly Dynamic Environments: the Network Paradigm
1996 · 229 citations
Works
59 shown
Sales Manager Behavior-Based Control and Salesperson Performance: The effects of Manager Control Competencies and Organizational Citizenship Behavior
The Journal of Marketing Theory and Practice
·
2012
·
3 authors
54
citations
The Oxford Handbook of Strategic Sales and Sales Management
Oxford University Press eBooks
·
2011
·
3 authors
·
book
·
Open access
33
citations
Thinking strategically about pricing decisions
Journal of Business Strategy
·
2010
·
3 authors
81
citations
Marketing out of the recession: recovery is coming, but things will never be the same again
The Marketing Review
·
2010
·
3 authors
67
citations
Management framework guiding strategic thinking in rapidly changing markets
Journal of Marketing Management
·
2009
·
3 authors
69
citations
Sales management control level and competencies: Antecedents and consequences
Industrial Marketing Management
·
2008
·
3 authors
69
citations
Strategic marketing’s global challenges and opportunities
Handbook of Business Strategy
·
2006
·
1 author
15
citations
Sales Management Control Research—Synthesis and an Agenda For Future Research
Journal of Personal Selling and Sales Management
·
2005
·
3 authors
·
Open access
130
citations
Consequences of Sales Management's Behavior- and Compensation-Based Control Strategies in Developing Countries
Journal of International Marketing
·
2004
·
3 authors
39
citations
Examining the effectiveness of sales management control practices in developing countries
Journal of World Business
·
2004
·
3 authors
58
citations
Sales Manager Behavior Control Strategy and its Consequences: The Impact of Manager Gender Differences
Journal of Personal Selling and Sales Management
·
2003
·
3 authors
·
Open access
99
citations
The effect of moderators on the salesperson behavior performance and salesperson outcome performance and sales organization effectiveness relationships
European Journal of Marketing
·
2002
·
2 authors
94
citations
Formal and informal management control combinations in sales organizations
Journal of Business Research
·
2002
·
5 authors
138
citations
Consequences of sales management control in field sales organizations: a cross-national perspective
International Business Review
·
2002
·
3 authors
56
citations
Examining the consequences of sales management control strategies in European field sales organizations
International Marketing Review
·
2001
·
3 authors
70
citations
Antecedents and consequences of salesperson burnout
European Journal of Marketing
·
2001
·
4 authors
324
citations
The Role of Satisfaction with Territory Design on the Motivation, Attitudes, and Work Outcomes of Salespeople
Journal of the Academy of Marketing Science
·
2001
·
4 authors
126
citations
Competitiveness and sales management: A marriage of strategies
Business Horizons
·
2001
·
3 authors
41
citations
Examining Business Strategy, Sales Management, and Salesperson Antecedents of Sales Organization Effectiveness
Journal of Personal Selling and Sales Management
·
2001
·
3 authors
93
citations
Sales Manager Behavior Control Strategy and Its Consequences: The Impact of Gender Differences
Journal of Personal Selling and Sales Management
·
2001
·
3 authors
65
citations
Competitive advantage in the global marketplace: a focus on marketing strategy
Journal of Business Research
·
2001
·
3 authors
28
citations
Strategic Marketing Management Cases
·
2001
·
3 authors
·
book
21
citations
Developing market‐driven product strategies
Journal of Product & Brand Management
·
2000
·
2 authors
51
citations
Assessing the performance of strategic alliances:
European Management Journal
·
2000
·
3 authors
83
citations
Examining Gender Differences in Field Sales Organizations
Journal of Business Research
·
2000
·
4 authors
81
citations
Examining determinants of export performance in small open economies
Journal of World Business
·
2000
·
3 authors
198
citations
Technology and the changing marketing world
Marketing Intelligence & Planning
·
1999
·
2 authors
25
citations
Examining the antecedents of sales organization effectiveness: an Australian study
European Journal of Marketing
·
1999
·
2 authors
39
citations
Relationships between Sales Management Control, Territory Design, Salesforce Performance and Sales Organization Effectiveness
British Journal of Management
·
1999
·
3 authors
96
citations
The Role of Emotional Exhaustion in Sales Force Attitude and Behavior Relationships
Journal of the Academy of Marketing Science
·
1999
·
4 authors
345
citations
Improving the Effectiveness of Field Sales Organizations
Industrial Marketing Management
·
1999
·
2 authors
55
citations
Implementation Strategies in the Market-Driven Strategy Era
Journal of the Academy of Marketing Science
·
1998
·
1 author
71
citations
Salesforce performance and behaviour‐based management processes in business‐to‐business sales organizations
European Journal of Marketing
·
1998
·
3 authors
105
citations
Examining the impact of market-based strategy paradigms on marketing strategy
Journal of Strategic Marketing
·
1998
·
1 author
38
citations
Integrating contemporary strategic management perspectives
Long Range Planning
·
1997
·
4 authors
71
citations
Examining the role of buyer-seller relationships in export performance
Journal of World Business
·
1997
·
3 authors
89
citations
Sources of effectiveness in the business‐to‐business sales organization
Journal of Marketing Practice Applied Marketing Science
·
1997
·
3 authors
53
citations
Investigating the relationships among sales, management control, sales territory design, salesperson performance, and sales organization effectiveness
International Journal of Research in Marketing
·
1996
·
5 authors
231
citations
New Organizational Forms for Competing in Highly Dynamic Environments: the Network Paradigm
British Journal of Management
·
1996
·
3 authors
229
citations
Examining sales force performance in organizations that use behavior-based sales management processes
Industrial Marketing Management
·
1996
·
2 authors
53
citations
Examining the Role of Organizational Variables in the Salesperson Job Satisfaction Model
Journal of Personal Selling and Sales Management
·
1996
·
4 authors
·
Open access
198
citations
The network paradigm and the marketing organization
European Journal of Marketing
·
1995
·
2 authors
155
citations
Relationship Marketing and Collaborative Networks in Service Organizations
International Journal of Service Industry Management
·
1994
·
2 authors
129
citations
Reforming the traditional organization: The mandate for developing networks
Business Horizons
·
1994
·
3 authors
59
citations
Behavior-Based and Outcome-Based Salesforce Control Systems
Journal of Marketing
·
1993
·
4 authors
635
citations
Analysis of co-operative interorganizational relationships, strategic alliance formation, and strategic alliance effectiveness
Journal of Strategic Marketing
·
1993
·
3 authors
111
citations
Incorporating a Quality Improvement Perspective into Measures of Salesperson Performance
Journal of Personal Selling and Sales Management
·
1993
·
4 authors
21
citations
In Search of Excellent Sales Organizations
European Journal of Marketing
·
1992
·
5 authors
34
citations
Market-driven strategies for competitive advantage
Business Horizons
·
1991
·
2 authors
27
citations
Challenges for Graduate Marketing Education in the Twenty-First Century
Marketing Education Review
·
1990
·
2 authors
11
citations
Marketing's role in product and service quality
Industrial Marketing Management
·
1988
·
3 authors
158
citations
Gaining strategic marketing advantage
Business Horizons
·
1988
·
1 author
15
citations
Sales Program Management: Formulation and Implementation
Journal of Marketing
·
1977
·
2 authors
20
citations
A Multistage Decision Model for Salesforce Management
Journal of Marketing Research
·
1977
·
2 authors
82
citations
Marketing Decision Making: Concepts and Strategy
Journal of Marketing
·
1977
·
4 authors
·
other
28
citations
Marketing management in an era of shortages
Business Horizons
·
1974
·
1 author
19
citations
Fractional Factorial Experimental Designs in Marketing Research
Journal of Marketing Research
·
1973
·
2 authors
50
citations
An approach for determining criteria of sales performance.
Journal of Applied Psychology
·
1973
·
2 authors
52
citations
An Analytical Approach for Evaluating Sales Territory Performance
Journal of Marketing
·
1972
·
3 authors
69
citations