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John L. Schlacter · Study

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John L. Schlacter

13 works· latest 2013· 1 institutionscluster: provisional

h-index11

i1012

Citations1,256

Works here13

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Most cited in this library

The Impact of Services versus Goods on Consumers' Assessment of Perceived Risk and Variability1990 · 811 citations
Motivating Employees to Act Ethically: An Expectancy Theory Approach1999 · 118 citations
Evaluation of Selling Performance: A Study of Current Practices2013 · 83 citations
Consumer decision making: A model of the effects of involvement, source credibility, and location on the size of the price difference required to induce consumers to change suppliers1992 · 42 citations
Selling and Sales Management in Action Examining the Bases Utilized for Evaluating Salespeoples' Performance1995 · 38 citations

Works

13 shown

Evaluation of Selling Performance: A Study of Current Practices

Journal of Personal Selling and Sales Management·2013·3 authors

83citations

The Role of Sales Managers and Salespeople in a Marketing Information System

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

33citations

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

Motivating Employees to Act Ethically: An Expectancy Theory Approach

Journal of Business Ethics·1999·2 authors

118citations

Training differences between services and goods firms: Impact on performance, satisfaction, and commitment

Services Marketing Quarterly·1996·3 authors

6citations

Selling and Sales Management in Action Examining the Bases Utilized for Evaluating Salespeoples' Performance

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

38

citations

A general systems approach to retail evolution: an existing institutional perspective

The International Review of Retail Distribution and Consumer Research·1993·3 authors

14citations

Consumer decision making: A model of the effects of involvement, source credibility, and location on the size of the price difference required to induce consumers to change suppliers

Psychology and Marketing·1992·3 authors

42citations

The Impact of Services versus Goods on Consumers' Assessment of Perceived Risk and Variability

Journal of the Academy of Marketing Science·1990·1 author

811citations

ELIMINATION AND CHOICE PHASES IN EVOKED SET FORMATION

Journal of Consumer Marketing·1987·3 authors

25citations

Explaining consumers' reactions to price changes in service industries: The effects of the location of the service provider, the credibility of the information source and the importance of the service to the consumer

Services Marketing Quarterly·1987·4 authors

11citations

Marketing: An Environmental Perspective

Journal of Marketing·1977·9 authors·other

16citations

Participative Management A Panacea?

Academy of Management Journal·1971·1 author

33citations