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Douglas E. Hughes · Study
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Author
Douglas E. Hughes
23 works
· latest 2022
· 3 institutions
cluster: provisional
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23
Citations
2,951
Works here
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Most cited in this library
Understanding social media effects across seller, retailer, and consumer interactions
2013 · 624 citations
Social Networks within Sales Organizations: Their Development and Importance for Salesperson Performance
2015 · 282 citations
Energizing the Reseller's Sales Force: The Power of Brand Identification
2010 · 247 citations
Motivating Salespeople to Sell New Products: The Relative Influence of Attitudes, Subjective Norms, and Self-Efficacy
2010 · 205 citations
Gaining and leveraging customer-based competitive intelligence: the pivotal role of social capital and salesperson adaptive selling skills
2012 · 192 citations
Works
23 shown
A synthesis of research on the marketing-sales interface (1984–2020)
Industrial Marketing Management
·
2022
·
3 authors
27
citations
A self-determination theory-based meta-analysis on the differential effects of intrinsic and extrinsic motivation on salesperson performance
Journal of the Academy of Marketing Science
·
2022
·
3 authors
140
citations
Marketing strategy implementation impediments and remedies: A multi-level theoretical framework within the sales-marketing interface
International Journal of Research in Marketing
·
2021
·
4 authors
·
Open access
36
citations
More than money: establishing the importance of a sense of purpose for salespeople
Journal of the Academy of Marketing Science
·
2021
·
2 authors
76
citations
Self-oriented competitiveness in salespeople: sales management implications
Journal of the Academy of Marketing Science
·
2021
·
5 authors
30
citations
Understanding and motivating salesperson resilience
Marketing Letters
·
2020
·
3 authors
35
citations
Effectual selling in service ecosystems
Journal of Personal Selling and Sales Management
·
2020
·
3 authors
22
citations
When Sales Becomes Service: The Evolution of the Professional Selling Role and an Organic Model of Frontline Ambidexterity
Journal of Service Research
·
2019
·
2 authors
·
Open access
64
citations
Driving In-Role and Extra-Role Brand Performance among Retail Frontline Salespeople: Antecedents and the Moderating Role of Customer Orientation
Journal of Retailing
·
2019
·
4 authors
73
citations
On the nature of international sales and sales management research: a social network–analytic perspective
Journal of Personal Selling and Sales Management
·
2018
·
4 authors
36
citations
The Role of the Sales-Service Interface and Ambidexterity in the Evolving Organization
Journal of Service Research
·
2016
·
6 authors
105
citations
JPSSMsince the beginning: intellectual cornerstones, knowledge structure, and thematic developments
Journal of Personal Selling and Sales Management
·
2016
·
3 authors
51
citations
Social Networks within Sales Organizations: Their Development and Importance for Salesperson Performance
Journal of Marketing
·
2015
·
4 authors
282
citations
Better together: Trait competitiveness and competitive psychological climate as antecedents of salesperson organizational commitment and sales performance
Marketing Letters
·
2014
·
4 authors
110
citations
Understanding social media effects across seller, retailer, and consumer interactions
Journal of the Academy of Marketing Science
·
2013
·
4 authors
624
citations
Gaining and leveraging customer-based competitive intelligence: the pivotal role of social capital and salesperson adaptive selling skills
Journal of the Academy of Marketing Science
·
2012
·
3 authors
192
citations
The Marketing–Sales Interface at the Interface: Creating Market-Based Capabilities through Organizational Synergy
Journal of Personal Selling and Sales Management
·
2012
·
3 authors
93
citations
This ad’s for you: the indirect effect of advertising perceptions on salesperson effort and performance
Journal of the Academy of Marketing Science
·
2011
·
1 author
99
citations
Motivating Salespeople to Sell New Products: The Relative Influence of Attitudes, Subjective Norms, and Self-Efficacy
Journal of Marketing
·
2010
·
3 authors
205
citations
Managing Sales Force Product Perceptions and Control Systemsinthe Success of New Product Introductions
Journal of Marketing Research
·
2010
·
4 authors
187
citations
Energizing the Reseller's Sales Force: The Power of Brand Identification
Journal of Marketing
·
2010
·
2 authors
247
citations
The dilemma of outsourced customer service and care: Research propositions from a transaction cost perspective
Industrial Marketing Management
·
2009
·
2 authors
31
citations
Why sales reps should welcome information technology: Measuring the impact of CRM-based IT on sales effectiveness
International Journal of Research in Marketing
·
2007
·
3 authors
186
citations