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• 2009The coordination strategies of high-performing salespeople: internal working relationships that drive success105 cited
• 1997Adoption of new products by the sales force: The construct, research propositions, and managerial implications*193 cited
• 1997Adoption of New Products by the Sales Force: The Construct, Research Propositions, and Managerial Implications89 cited
• 2000Impact of the consideration of future sales consequences and customer‐oriented selling on long‐term buyer‐seller relationships79 cited
• 2004Sales Contest Effectiveness: An Examination of Sales Contest Design Preferences of Field Sales Forces77 cited
• 1999Risk Behavior in Response to Quotas and Contests72 cited
• 1995The effects of gender on the development of relationships between clients and financial advisers66 cited
• 2000Trade in Thailand: A three-way cultural comparison61 cited
• 2009An empirical investigation into the impact of relationship selling and LMX on salespeople's behaviours and sales effectiveness60 cited
• 1984A portfolio approach to account profitability54 cited
• 2017Customer and selling orientations of retail salespeople and the sales manager's ability-to-perceive-emotions: A multi-level approach53 cited
• 2000The Importance of Internal Relationship Marketing for External Relationship Success53 cited
• 2013Women in Professional Selling: A Human Resource Management Perspective