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Zachary R. Hall · Study
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Author
Zachary R. Hall
9 works
· latest 2022
· 2 institutions
cluster: provisional
Works
9 shown
Onboarding Salespeople: Socialization Approaches
Journal of Marketing
·
2022
·
4 authors
35
citations
Open Negotiation: The Back-End Benefits of Salespeople’s Transparency in the Front End
Journal of Marketing Research
·
2020
·
5 authors
37
citations
The Ambidextrous Sales Force: Aligning Salesperson Polychronicity and Selling Contexts for Sales-Service Behaviors and Customer Value
Journal of Service Research
·
2019
·
3 authors
80
citations
The Impact of Mergers and Acquisitions on the Sales Force
Journal of Marketing Research
·
2017
·
5 authors
28
citations
Cooperation in B2B relationships: Factors that influence customers' perceptions of salesperson cooperation
Industrial Marketing Management
·
2017
·
2 authors
80
citations
The Importance of Starting Right: The Influence of Accurate Intuition on Performance in Salesperson–Customer Interactions
Journal of Marketing
·
2015
·
3 authors
107
citations
Know Your Customer: How Salesperson Perceptions of Customer Relationship Quality Form and Influence Account Profitability
Journal of Marketing
·
2014
·
5 authors
192
citations
Learned Helplessness among Newly Hired Salespeople and the Influence of Leadership
Journal of Marketing
·
2013
·
6 authors
99
citations
The dark side of retailing: towards a scale of corporate social irresponsibility
International Journal of Retail & Distribution Management
·
2008
·
3 authors
·
Open access
140
citations