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Sales Program Management: Formulation and Implementation
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Sales Program Management: Formulation and Implementation (1977)Sales Program Management: Formulation and…Organizational Climate, Inequities, and Attractiveness of Salesperson Rewards (2013)Organizational Climate, Inequ…On the nature of customer‐employee relationships (2002)On the nature of customer‐emp…The Implementation of Business Strategies: Implications for the Sales Function (1992)The Implementation of Busines…Managing the Relationships with Corporate Customers (1986)Managing the Relationships wi…Pitfalls of consultative selling (1981)Pitfalls of consultative sell…Developing Buyer-Seller Relationships (1987)The Service Encounter: Diagnosing Favorable and Unfavorable Incidents (1990)The Commitment-Trust Theory of Relationship Marketing (1994)The effect of frontline employees’ personal self-disclosure on consumers’ encounter experience (2016)Dimensionality of frontline employee friendliness in service encounters (2020)Reenergizing Through Angel Customers: Cross-Cultural Validation of Customer-Driven Employee Citizenship Behavior (2020)The marketing of professional services (1972)Marketing Professional Services (1977)Creating superior value through network offerings (2008)Generative mechanisms in project marketing – an agenda for inquiry (2013)After the Sale is Over... (1983)Research on service quality evaluation: evolution and methodological issues (1996)Marketing derivatives: a question of trust (1997)Managing customer relationships: Account manager turnover and effective account management (2005)Organizational Strategy, Structure, and Process (1978)Organizational Strategy, Structure, and Process (1978)The Concept of Corporate Strategy (1987)The Role and Importance of the Salesperson in Creating a Competitive Advantage (1994)Computer technology and the marketing organization (1995)Understanding the salespeople's “feedback‐satisfaction” linkage: what role does job perceptions play? (2008)Work and motivation (1964)A Path Goal Theory of Leader Effectiveness (1971)Employee reactions to job characteristics. (1971)
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  • 1986Managing the Relationships with Corporate Customers39 cited
  • 1992The Implementation of Business Strategies: Implications for the Sales Function36 cited
  • 2002On the nature of customer‐employee relationships29 cited
  • 1981Pitfalls of consultative selling21 cited
  • 2013Organizational Climate, Inequities, and Attractiveness of Salesperson Rewards15 cited

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