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Riley G. Dugan · Study

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Riley G. Dugan

14 works· latest 2023· 2 institutionscluster: provisionalORCID 0000-0003-4463-8308

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Citations591

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Most cited in this library

Gritting their teeth to close the sale: the positive effect of salesperson grit on job satisfaction and performance2018 · 154 citations
People, Process, and Performance: Setting an agenda for sales enablement research2020 · 69 citations
Sales technology research: a review and future research agenda2023 · 61 citations
To “Free” or Not to “Free”: Trait Predictors of Mobile App Purchasing Tendencies2017 · 61 citations
Sales well-being: a salesperson-focused framework for individual, organizational, and societal well-being2022 · 56 citations

Works

14 shown

Sales technology research: a review and future research agenda

Journal of Personal Selling and Sales Management·2023·5 authors

61citations

Exploring antecedents and outcomes of salesperson change agility: a social exchange theory perspective

The Journal of Marketing Theory and Practice·2023·2 authors

26citations

Sales well-being: a salesperson-focused framework for individual, organizational, and societal well-being

Journal of Personal Selling and Sales Management·2022·3 authors

56citations

When Cause‐Marketing Backfires: Differential Effects of One‐for‐One Promotions on Hedonic and Utilitarian Products

Journal of Consumer Psychology·2021·3 authors

32citations

Sales management, education, and scholarship across cultures: early findings from a global study and an agenda for future research

Journal of Personal Selling and Sales Management·2020·8 authors

18citations

People, Process, and Performance: Setting an agenda for sales enablement research

Journal of Personal Selling and Sales Management·2020·4 authors

69citations

Whom to hire and how to coach them: a longitudinal analysis of newly hired salesperson performance

Journal of Personal Selling and Sales Management·2019·5 authors

51citations

Gritting their teeth to close the sale: the positive effect of salesperson grit on job satisfaction and performance

Journal of Personal Selling and Sales Management·2018·4 authors

154citations

Brand assets and pay fairness as two routes to enhancing social capital in sales organizations

Journal of Personal Selling and Sales Management·2018·4 authors

25citations

Helping Students Find Their Sweet Spot: A Teaching Approach Using the Sales Process to Find Jobs that Fit

Marketing Education Review·2017·4 authors

15citations

To “Free” or Not to “Free”: Trait Predictors of Mobile App Purchasing Tendencies

Psychology and Marketing·2017·3 authors·Open access

61citations

Monetary vs. nonmonetary prices: differences in product evaluations due to pricing strategies within mobile applications

Journal of Strategic Marketing·2015·3 authors

16citations

Need for Closure and the Preference for Paid Versions of Products Over Free Versions

PsycEXTRA Dataset·2015·2 authors·dataset

0citations

CRM Systems with Social Networking Capabilities: The Value of Incorporating a CRM 2.0 System in Sales/Marketing Education

Marketing Education Review·2013·3 authors

7citations