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Scott B. Friend · Study
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Author
Scott B. Friend
23 works
· latest 2024
· 3 institutions
cluster: provisional
ORCID 0000-0002-7522-1647
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Citations
1,174
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Most cited in this library
Big Data Facilitation, Utilization, and Monetization: Exploring the 3Vs in a New Product Development Process
2017 · 282 citations
Positive Psychology In Sales: Integrating Psychological Capital
2016 · 81 citations
Contingent cross-selling and up-selling relationships with performance and job satisfaction: an MOA-theoretic examination
2014 · 70 citations
Sales enablement: conceptualizing and developing a dynamic capability
2020 · 64 citations
The Role of Emotions on Frontline Employee Turnover Intentions
2016 · 58 citations
Works
23 shown
Conceptualizing an integrative typology of sales enablement strategy
Journal of Personal Selling and Sales Management
·
2024
·
5 authors
14
citations
Multilevel Value Co-Creation Within Key Accounts
Journal of Service Research
·
2024
·
3 authors
20
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
Sales enablement: conceptualizing and developing a dynamic capability
Journal of the Academy of Marketing Science
·
2020
·
4 authors
64
citations
An integrative framework of sales ecosystem well-being
Journal of Personal Selling and Sales Management
·
2020
·
2 authors
31
citations
Ethical Climate at the Frontline: A Meta-Analytic Evaluation
Journal of Service Research
·
2020
·
3 authors
55
citations
What drives customer Re-engagement? The foundational role of the sales-service interplay in episodic value co-creation
Industrial Marketing Management
·
2019
·
3 authors
41
citations
Crowdsourcing Service Innovation Creativity: Environmental Influences and Contingencies
The Journal of Marketing Theory and Practice
·
2019
·
3 authors
18
citations
Initiating value co-creation: Dealing with non-receptive customers
Journal of the Academy of Marketing Science
·
2018
·
2 authors
51
citations
Propensity to trust salespeople: A contingent multilevel-multisource examination
Journal of Business Research
·
2017
·
3 authors
36
citations
Interfacing and customer-facing: Sales and marketing selling centers
Industrial Marketing Management
·
2017
·
3 authors
36
citations
Strategic and operational alignment of sales-marketing interfaces: Dual paths within an SME configuration
Industrial Marketing Management
·
2017
·
5 authors
37
citations
Big Data Facilitation, Utilization, and Monetization: Exploring the 3Vs in a New Product Development Process
Journal of Product Innovation Management
·
2017
·
3 authors
282
citations
The role of delight in driving repurchase intentions
Journal of Personal Selling and Sales Management
·
2017
·
3 authors
38
citations
The Role of Emotions on Frontline Employee Turnover Intentions
The Journal of Marketing Theory and Practice
·
2016
·
5 authors
58
citations
Positive Psychology In Sales: Integrating Psychological Capital
The Journal of Marketing Theory and Practice
·
2016
·
4 authors
81
citations
The effect of managerial cost prioritization on sales force turnover
Journal of Business Research
·
2016
·
3 authors
25
citations
Key Skills for Crafting Customer Solutions Within an Ecosystem
Journal of Service Research
·
2015
·
2 authors
47
citations
Contingent cross-selling and up-selling relationships with performance and job satisfaction: an MOA-theoretic examination
Journal of Personal Selling and Sales Management
·
2014
·
2 authors
70
citations
Why are you really losing sales opportunities? A buyers' perspective on the determinants of key account sales failures
Industrial Marketing Management
·
2014
·
4 authors
35
citations
Levels of analysis and sources of data in sales research: a multilevel-multisource review
Journal of Personal Selling and Sales Management
·
2014
·
3 authors
26
citations
Key account relationships: An exploratory inquiry of customer-based evaluations
Industrial Marketing Management
·
2013
·
2 authors
43
citations
Indsales Model: A Facet-Level Job Satisfaction Model among Salespeople
Journal of Personal Selling and Sales Management
·
2013
·
4 authors
30
citations