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Greg W. Marshall · Study
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Author
Greg W. Marshall
48 works
· latest 2022
· 5 institutions
cluster: provisional
Works
48 shown
A call for impact! Launch of the new impact article
European Journal of Marketing
·
2022
·
2 authors
21
citations
Understanding salesperson intention to use AI feedback and its influence on business-to-business sales outcomes
Journal of Business and Industrial Marketing
·
2021
·
4 authors
50
citations
Sales Force Management
Routledge eBooks
·
2020
·
2 authors
·
book
48
citations
Marketing, planning and strategy
·
2019
·
4 authors
56
citations
A New Direction for Sales Ethics Research: The Sales Ethics Subculture
The Journal of Marketing Theory and Practice
·
2019
·
4 authors
30
citations
Virtual Team Leader Communication: Employee Perception and Organizational Reality
International Journal of Business Communication
·
2019
·
2 authors
·
Open access
98
citations
(Re) defining salesperson motivation: current status, main challenges, and research directions
Journal of Personal Selling and Sales Management
·
2018
·
5 authors
·
Open access
64
citations
A resource-advantage theory typology of strategic segmentation
European Journal of Marketing
·
2016
·
3 authors
24
citations
Increased Engagement or Reduced Exhaustion: Which Accounts for the Effect of Job Resources on Salesperson Job Outcomes?
The Journal of Marketing Theory and Practice
·
2016
·
4 authors
42
citations
Sales Force Management: Leadership, Innovation, Technology
·
2016
·
2 authors
52
citations
Understanding the History of Marketing Education to Improve Classroom Instruction
Marketing Education Review
·
2015
·
4 authors
35
citations
The moderating effects of gender and inside versus outside sales role in multifaceted job satisfaction
Journal of Business Research
·
2014
·
3 authors
44
citations
Sales Force Management
Routledge eBooks
·
2013
·
2 authors
·
book
109
citations
Linking Performance Outcomes to Salesperson Organizational Citizenship Behavior in an Industrial Sales Setting
Journal of Personal Selling and Sales Management
·
2012
·
4 authors
38
citations
Revolution in Sales: The Impact of Social Media and Related Technology on the Selling Environment
Journal of Personal Selling and Sales Management
·
2012
·
4 authors
241
citations
Tracking and Updating Academic Research in Selling and Sales Management: A Decade Later
Journal of Personal Selling and Sales Management
·
2010
·
2 authors
18
citations
Corporate Training Goes Virtual
Advances in higher education and professional development book series
·
2010
·
3 authors
·
chapter
2
citations
Workplace Isolation, Salesperson Commitment, and Job Performance
Journal of Personal Selling and Sales Management
·
2008
·
4 authors
114
citations
Churchill, Ford, Walker's Sales Force Management
·
2008
·
2 authors
·
book
84
citations
A meta‐analysis of the relationship between sales orientation‐customer orientation (SOCO) and salesperson job performance
Journal of Business and Industrial Marketing
·
2007
·
4 authors
165
citations
Lone Wolf Tendencies and Salesperson Performance
Journal of Personal Selling and Sales Management
·
2007
·
3 authors
64
citations
Workplace isolation: Exploring the construct and its measurement
Psychology and Marketing
·
2007
·
3 authors
212
citations
Ethical Ideologies and Older Consumer Perceptions of Unethical Sales Tactics
Journal of Business Ethics
·
2006
·
4 authors
97
citations
A Contemporary Taxonomy of Sales Positions
Journal of Personal Selling and Sales Management
·
2006
·
3 authors
122
citations
The Scholarship of Teaching in Sales Education
Marketing Education Review
·
2005
·
7 authors
34
citations
Salesperson Selection, Training, and Development: Trends, Implications, and Research Opportunities
Journal of Personal Selling and Sales Management
·
2005
·
5 authors
·
Open access
131
citations
An empirical investigation of technology acceptance in a field sales force setting
Industrial Marketing Management
·
2005
·
3 authors
84
citations
Sales force use of technology: antecedents to technology acceptance
Journal of Business Research
·
2005
·
3 authors
203
citations
The evolution of the seven steps of selling
Industrial Marketing Management
·
2004
·
2 authors
323
citations
A meta-analysis of the relationship between organizational commitment and salesperson job performance: 25 years of research
Journal of Business Research
·
2004
·
3 authors
·
review
509
citations
An organizational communication‐based model of individual customer orientation of nonmarketing members of a firm
Journal of Strategic Marketing
·
2004
·
3 authors
18
citations
Critical success factors in the personal selling process
International Journal of Bank Marketing
·
2004
·
2 authors
47
citations
Enhancing Purchasing's Strategic Reputation: Evidence and Recommendations for Future Research
Journal of Supply Chain Management
·
2003
·
3 authors
50
citations
Hiring for success at the buyer–seller interface
Journal of Business Research
·
2003
·
3 authors
93
citations
Formal and informal management control combinations in sales organizations
Journal of Business Research
·
2002
·
5 authors
138
citations
Perspectives on Selling and Sales Management Education
Marketing Education Review
·
2002
·
2 authors
29
citations
Personal Selling in Retail Settings: How Does the Internet and Related Technologies Enable and Limit Successful Selling?
Journal of Marketing Management
·
2002
·
2 authors
27
citations
Toward a Shortened Measure of Adaptive Selling
Journal of Personal Selling and Sales Management
·
2002
·
4 authors
·
Open access
125
citations
Teaching Selling and Sales Management in the Next Millennium: An Agenda from the AMA Faculty Consortium
Marketing Education Review
·
2001
·
2 authors
29
citations
Research Priorities in Sales Strategy and Performance
Journal of Personal Selling and Sales Management
·
2001
·
2 authors
·
Open access
127
citations
Research in Selling and Sales Management in the Next Millennium: An Agenda from the AMA Faculty Consortium
Journal of Personal Selling and Sales Management
·
2001
·
2 authors
·
Open access
31
citations
Selection Decision Making by Sales Managers and Human Resource Managers: Decision Impact, Decision Frame and Time of Valuation
Journal of Personal Selling and Sales Management
·
2001
·
3 authors
·
Open access
14
citations
The Current State of Sales Force Activities
Industrial Marketing Management
·
1999
·
3 authors
160
citations
Activity-Based Costing
Industrial Marketing Management
·
1998
·
3 authors
54
citations
Exploring internal customer service quality
Journal of Business and Industrial Marketing
·
1998
·
3 authors
112
citations
Total Quality Management and Internal Customers: Measuring Internal Service Quality
The Journal of Marketing Theory and Practice
·
1996
·
4 authors
72
citations
Risk taking in sales‐force selection decisions: The impact of decision frame and time
Psychology and Marketing
·
1995
·
3 authors
4
citations
An Experimental Investigation of the Outcome Bias In Salesperson Performance Evaluations
Journal of Personal Selling and Sales Management
·
1993
·
2 authors
41
citations