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Harish Sujan · Study

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Harish Sujan

18 works· latest 2015· 3 institutionscluster: provisional

h-index17

i1017

Citations4,812

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Most cited in this library

Knowledge, Motivation, and Adaptive Behavior: A Framework for Improving Selling Effectiveness1986 · 1,227 citations
Learning Orientation, Working Smart, and Effective Selling1994 · 1,172 citations
The influence of mood on categorization: A cognitive flexibility interpretation.1990 · 362 citations
Smarter versus Harder: An Exploratory Attributional Analysis of Salespeople's Motivation1986 · 313 citations
Managing Consumer Uncertainty in the Adoption of New Products: Temporal Distance and Mental Simulation2008 · 290 citations

Works

18 shown

The Importance of Starting Right: The Influence of Accurate Intuition on Performance in Salesperson–Customer Interactions

Journal of Marketing·2015·3 authors

107citations

Increasing Sales Productivity by Getting Salespeople To Work Smarter

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

113citations

Salespeople's Influence on Consumers' and Business Buyers' Goals and Wellbeing

Oxford University Press eBooks·2011·1 author·book

2citations

The embedded sales force: Connecting buying and selling organizations

Marketing Letters·2010·10 authors

94citations

Managing Consumer Uncertainty in the Adoption of New Products: Temporal Distance and Mental Simulation

Journal of Marketing Research·2008·4 authors

290citations

Salesperson Selection, Training, and Development: Trends, Implications, and Research Opportunities

Journal of Personal Selling and Sales Management·2005·5 authors·Open access

131citations

Volunteer Behavior: A Hierarchical Model Approach for Investigating Its Trait and Functional Motive Antecedents

Journal of Consumer Psychology·2005·2 authors

195citations

Customer Choice: A Preemptive Strategy to Buffer the Effects of Service Failure and Improve Customer Loyalty

Journal of Hospitality & Tourism Research·2004·2 authors

42citations

Tacit Knowledge in Sales

Psychology Press eBooks·1999·4 authors·chapter

57citations

Optimism and Street-Smarts: Identifying and Improving Salesperson Intelligence

Journal of Personal Selling and Sales Management·1999·1 author

47citations

Sources of Consumers Stress and Their Coping Strategies

Research portal (Tilburg University)·1999·4 authors·chapter·Open access

37citations

Learning Orientation, Working Smart, and Effective Selling

Journal of Marketing·1994·3 authors·Open access

1,172citations

Product Quality: An Investigation into the Concept and How It Is Perceived by Consumers

Journal of Marketing·1991·2 authors

173citations

The influence of mood on categorization: A cognitive flexibility interpretation.

Journal of Personality and Social Psychology·1990·4 authors

362citations

Knowledge Structure Differences between More Effective and Less Effective Salespeople

Journal of Marketing Research·1988·3 authors

255citations

Effects of Consumer Expectations on Information Processing in Selling Encounters

Journal of Marketing Research·1986·3 authors

195citations

Knowledge, Motivation, and Adaptive Behavior: A Framework for Improving Selling Effectiveness

Journal of Marketing·1986·3 authors

1,227citations

Smarter versus Harder: An Exploratory Attributional Analysis of Salespeople's Motivation

Journal of Marketing Research·1986·1 author

313citations