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Making Sales: Influence as Interpersonal Accomplishment
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Making Sales: Influence as Interpersonal Accomplishment (1989)Making Sales: Influence as Interpersonal …Qualitative Sociology Review (2021)Qualitative Sociology ReviewMacrocognition: A commentary on “Combining the strengths of naturalistic and laboratory decision making research to seek the optimal level of fuzz” by Art Markman. (2018)Macrocognition: A commentary …Contemplation for Economists. Towards a Social Economy Based on Empathy and Compassion (2017)Contemplation for Economists.…Timing is money: managing the floor in sales interaction at street-market stalls (2014)Timing is money: managing the…Performing Sales: Material Scripts and the Social Organization of Obligation (2013)Performing Sales: Material Sc…Human Memory, Social Process, and the Pragmatist Metamorphosis (2007)Human Memory, Social Process,…Socializing behaviors in business-to-business selling: an exploratory study from the Republic of Ireland (2004)Socializing behaviors in busi…Naturalistic Decision Making: Establishing a Naturalistic Perspective in Judgment and Decision-Making Research (2002)Naturalistic Decision Making:…Customer Identities: Customers as Commercial Friends, Customer Coworkers or Business Acquaintances (2001)Customer Identities: Customer…Toward an Organizational Perspective on Identifying and Managing Formal Gatekeepers (1999)Toward an Organizational Pers…The Use of Communication to Motivate College Sales Teams (1998)The Use of Communication to M…Marketing Deviance: The Selling of Cockfighting (1996)Marketing Deviance: The Selli…Retail Salesperson Attributes and the Role of Dependability in the Selection of Durable Goods (1993)Retail Salesperson Attributes…Ethnographic Writing about American Culture (1992)Ethnographic Writing about Am…An Exploratory Study of Reciprocal Trust Between Sales Managers and Salespersons (1991)An Exploratory Study of Recip…An Applied Analysis of Buyer Equity Perceptions and Satisfaction with Automobile Salespeople (1991)An Applied Analysis of Buyer …The Social Psychology of Groups (1959)Developing Buyer-Seller Relationships (1987)Relationship Quality in Services Selling: An Interpersonal Influence Perspective (1990)Salesperson Evaluation Using Relative Performance Efficiency: The Application of Data Envelopment Analysis (1995)Shall we gather in the garden: The effect of ingratiatory behaviors on buyer trust in salespeopl (1996)It Isn’t Always Mutual (2014)Towards an understanding of inequity. 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  • 2021Qualitative Sociology Review80 cited
  • 2013Performing Sales: Material Scripts and the Social Organization of Obligation67 cited
  • 1991An Exploratory Study of Reciprocal Trust Between Sales Managers and Salespersons64 cited
  • 1992Ethnographic Writing about American Culture55 cited
  • 1991An Applied Analysis of Buyer Equity Perceptions and Satisfaction with Automobile Salespeople55 cited
  • 1999Toward an Organizational Perspective on Identifying and Managing Formal Gatekeepers45 cited
  • 1998The Use of Communication to Motivate College Sales Teams42 cited
  • 2007Human Memory, Social Process, and the Pragmatist Metamorphosis38 cited
  • 1993Retail Salesperson Attributes and the Role of Dependability in the Selection of Durable Goods38 cited
  • 2004Socializing behaviors in business-to-business selling: an exploratory study from the Republic of Ireland33 cited
  • 2001Customer Identities: Customers as Commercial Friends, Customer Coworkers or Business Acquaintances29 cited
  • 2014Timing is money: managing the floor in sales interaction at street-market stalls22 cited
  • 1996Marketing Deviance: The Selling of Cockfighting13 cited
  • 2017Contemplation for Economists. Towards a Social Economy Based on Empathy and Compassion

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6 cited
  • 2002Naturalistic Decision Making: Establishing a Naturalistic Perspective in Judgment and Decision-Making Research3 cited
  • 2018Macrocognition: A commentary on “Combining the strengths of naturalistic and laboratory decision making research to seek the optimal level of fuzz” by Art Markman.2 cited