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Stephen B. Castleberry

21 works· latest 2014· 3 institutionscluster: provisionalORCID 0000-0003-1830-7855

h-index18

i1021

Citations1,193

Works here21

Most cited in this library

Selling: Building Partnerships1992 · 194 citations
Salesperson Empathy and Listening: Impact on Relationship Outcomes2005 · 187 citations
Effective Interpersonal Listening and Personal Selling1993 · 125 citations
Vertical Exchange Quality and Performance: Studying the Role of the Sales Manager1990 · 76 citations
Job Analysis and Hiring Practices for National Account Marketing Positions1993 · 71 citations

Works

21 shown

Salesperson Ethics

Journal of Marketing Education·2014·1 author

14citations

Managerial and Public Attitudes Toward Ethics in Marketing Research

Journal of Business Ethics·2011·3 authors

12citations

Consumers Quality Evaluation Process

Journal of Applied Business Research (JABR)·2011·2 authors·Open access

29citations

An Exploratory Salesforce Study Of The Relationship Between Leader-Member Exchange And Motivation, Role Stress, And Manager Evaluation

Journal of Applied Business Research (JABR)·2011·3 authors·Open access

56citations

A Cross-Generational Comparison of Motivational Factors in a Sales Career Among Gen-X and Gen-Y College Students

Journal of Personal Selling and Sales Management·2011·4 authors

61citations

Prison Field Trips: Can White-Collar Criminals Positively Affect the Ethical and Legal Behavior of Marketing and MBA Students?

Journal of Marketing Education·2007·1 author

Salesperson Empathy and Listening: Impact on Relationship Outcomes

The Journal of Marketing Theory and Practice·2005·4 authors

187citations

Using Secondary Data in Marketing Research: A Project That Melds Web and Off-Web Sources

Journal of Marketing Education·2001·1 author

29citations

Linking effective listening with salesperson performance: an exploratory investigation

Journal of Business and Industrial Marketing·1997·3 authors

39citations

The Participation Model:

Journal of Business-to-Business Marketing·1993·2 authors

19citations

Effective Interpersonal Listening and Personal Selling

Journal of Personal Selling and Sales Management·1993·2 authors·Open access

125citations

Job Analysis and Hiring Practices for National Account Marketing Positions

Journal of Personal Selling and Sales Management·1993·2 authors·Open access

71citations

Selling: Building Partnerships

·1992·3 authors·book

194citations

Vertical Exchange Quality and Performance: Studying the Role of the Sales Manager

Journal of Personal Selling and Sales Management·1990·2 authors·Open access

76citations

Videotaped Role Playing in the Personal Selling Classroom: A Practical Guide

Journal of Marketing Education·1989·1 author

35citations

Communicating Quality to Consumers

Journal of Consumer Marketing·1989·2 authors

18citations

The Manager-Salesperson Relationship: an Exploratory Examination of the Vertical-Dyad Linkage Model

Journal of Personal Selling and Sales Management·1986·2 authors·Open access

49citations

A Longitudinal Field Test of Stockout Effects on Multi-Brand Inventories

Journal of the Academy of Marketing Science·1985·2 authors

29citations