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Cited by

• 1986Knowledge, Motivation, and Adaptive Behavior: A Framework for Improving Selling Effectiveness1,227 cited
• 1981Effectiveness in Sales Interactions: A Contingency Framework736 cited
• 1992Industrial buyer behavior at trade shows94 cited
• 1978Women Contrasted to Men in the Industrial Salesforce: Job Satisfaction, Values, Role Clarity, Performance, and Propensity to Leave67 cited
• 2010Determinants of B2B salespersons' performance and effectiveness: a review and synthesis of literature62 cited
• 1995An Exploratory Investigation of Voice Characteristics and Selling Effectiveness57 cited
• 1999Salesperson Failure44 cited
• 2002Effects of job perceptions on job behaviors41 cited
• 1980A framework for personal selling to organizations30 cited
• 2012What makes sales presentations effective – a buyer‐seller perspective30 cited
• 2013Making Sense of the Customer’s Role in the Personal Selling Process: A Theory of Organizing and Sensemaking Perspective27 cited
• 2001Selling strategies: The effects of suggesting a decision structure to novice and expert buyers25 cited
• 2001Modality and Offering Effects in Sales Presentations for a Good versus a Service25 cited
• 2005The Influence of the Compensation System and Personal Variables on a Salesperson's Effective Listening Behaviour