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Marvin A. Jolson

26 works· latest 2013· 2 institutionscluster: provisional

h-index21

i1026

Citations1,759

Works here26

Most cited in this library

Transformational Leadership: An Initial Investigation in Sales Management1995 · 286 citations
WOMEN AND TRANSFORMATIONAL AND CONTINGENT REWARD LEADERSHIP: A MULTIPLE-LEVELS-OF-ANALYSIS PERSPECTIVE.1997 · 186 citations
The Delphi Process in Marketing Decision Making1971 · 134 citations
Broadening the Scope of Relationship Selling1997 · 134 citations
Technical Wording in Advertising: Implications for Market Segmentation1980 · 125 citations

Works

26 shown

Sex-Labeling of Selling Jobs and their Applicants

Journal of Personal Selling and Sales Management·2013·2 authors

15citations

WOMEN AND TRANSFORMATIONAL AND CONTINGENT REWARD LEADERSHIP: A MULTIPLE-LEVELS-OF-ANALYSIS PERSPECTIVE.

Academy of Management Journal·1997·4 authors

186citations

Broadening the Scope of Relationship Selling

Journal of Personal Selling and Sales Management·1997·1 author·Open access

134citations

An examination of linkages between personal characteristics and dimensions of transformational leadership

Journal of Business and Psychology·1995·3 authors

122citations

Transformational Leadership: An Initial Investigation in Sales Management

Journal of Personal Selling and Sales Management·1995·4 authors·Open access

286citations

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

A model for optimizing the refund value in rebate promotions

Journal of Business Research·1994·3 authors

33citations

Closeness of supervision and salesperson work outcomes: An alternate perspective

Journal of Business Research·1994·3 authors

22citations

Perceptions of Motivational Components: Salesmen and Saleswomen Revisited

Journal of Personal Selling and Sales Management·1993·5 authors·Open access

42citations

Predicting the effectiveness of industrial saleswomen

Industrial Marketing Management·1992·2 authors

21citations

Ethical Perceptions of Field Sales Personnel: An Empirical Assessment

Journal of Personal Selling and Sales Management·1992·5 authors·Open access

123citations

Selling and Sales Management in Action: Prospecting: A New Look at this Old Challenge

Journal of Personal Selling and Sales Management·1992·2 authors·Open access

22citations

A Cross-National Investigation of Industrial Salespeople's Ethical Perceptions

Journal of International Business Studies·1991·4 authors

121citations

Perceptions of Gender Stereotypic Behavior: An Exploratory Study of Women in Selling

Journal of Personal Selling and Sales Management·1991·2 authors

37citations

Qualifying sales leads: The tight and loose approaches

Industrial Marketing Management·1988·1 author

27citations

Correlates of Rebate Proneness

Journal of Advertising Research·1987·3 authors

17citations

Correlates and Determinants of Sales Force Tenure: An Exploratory Study

Journal of Personal Selling and Sales Management·1987·3 authors

28citations

The marketing of funeral services: Past, present, and future

Business Horizons·1986·3 authors

25citations

Technical Wording in Advertising: Implications for Market Segmentation

Journal of Marketing·1980·2 authors

125citations

Sales Management: A Tactical Approach

Journal of Marketing·1977·2 authors

15citations

The Underestimated Potential of the Canned Sales Presentation

Journal of Marketing·1975·1 author

40citations

The Salesman's Career Cycle

Journal of Marketing·1974·1 author

52citations

Statement Polarity in Attitude Studies

Journal of Marketing Research·1974·2 authors

31citations

Consumers as offenders

Journal of Business Research·1974·1 author

42citations

Direct selling: Consumer vs. salesman

Business Horizons·1972·1 author

17citations

The Delphi Process in Marketing Decision Making

Journal of Marketing Research·1971·2 authors

134citations