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James M. Pappas · Study

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James M. Pappas

11 works· latest 2013· 2 institutionscluster: provisional

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Citations668

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Most cited in this library

The Role of Trust in Salesperson—Sales Manager Relationships2000 · 187 citations
Middle Managers' Divergent Strategic Activity: An Investigation of Multiple Measures of Network Centrality2007 · 172 citations
The moderating role of individual‐difference variables in compensation research2006 · 48 citations
Tapping into Hospital Champions-Strategic Middle Managers2004 · 46 citations
The effect of trust on customer contact personnel strategic behavior and sales performance in a service environment2007 · 44 citations

Works

11 shown

The influence of an optimal control system on salesperson performance and championing

Industrial Marketing Management·2013·3 authors

17citations

Control mechanisms, idea transfer, and performance in sales organizations

Industrial Marketing Management·2011·2 authors

24citations

Expanding the sales professional's role: A strategic re-orientation?

Industrial Marketing Management·2008·2 authors

25citations

The effect of trust on customer contact personnel strategic behavior and sales performance in a service environment

Journal of Business Research·2007·2 authors

44citations

Middle Managers' Divergent Strategic Activity: An Investigation of Multiple Measures of Network Centrality

Journal of Management Studies·2007·2 authors

172citations

The moderating role of individual‐difference variables in compensation research

Journal of Managerial Psychology·2006·2 authors

48citations

Tapping into Hospital Champions-Strategic Middle Managers

Health Care Management Review·2004·3 authors

46citations

Using Career Stage Theory to Predict Turnover Intentions among Salespeople

The Journal of Marketing Theory and Practice·2002·2 authors

41citations

The Influence of Career Stage on Job Attitudes: Toward a Contingency Perspective

Journal of Personal Selling and Sales Management·2002·2 authors

42citations

The Role of Trust in Salesperson—Sales Manager Relationships

Journal of Personal Selling and Sales Management·2000·2 authors·Open access

187citations

IMPLICIT PERSONALITY THEORY IN EVALUATION OF BRAND EXTENSIONS

Psychological Reports·2000·2 authors

22citations