Do salesforce management systems actually drive salesperson intentions?
Epler, Rhett T., Schmitt, Laurianne, Mathis, David, Leach, Mark, Hochstein, Bryan
Published in Industrial marketing management (01.08.2023)
Published in Industrial marketing management (01.08.2023)
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Journal Article
Addressing concerns with salesperson competitive psychological climate, sales performance, and turnover intention: The role of threat and learning orientation
Zahn, William J., Peng, Yi, Mathis, David, Hochstein, Bryan, Plouffe, Christopher R.
Published in Industrial marketing management (01.11.2023)
Published in Industrial marketing management (01.11.2023)
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Journal Article
Incorporating a Counterproductive Work Behavior Perspective into the Salesperson Deviance Literature: Intentionally Harmful Acts and Motivations for Sales Deviance
Hochstein, Bryan W., Lilly, Bryan, Stanley, Sarah M.
Published in Journal of marketing theory and practice (02.01.2017)
Published in Journal of marketing theory and practice (02.01.2017)
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Journal Article
A theoretical framework to guide AI ethical decision making
Ferrell, O. C., Harrison, Dana E., Ferrell, Linda K., Ajjan, Haya, Hochstein, Bryan W.
Published in AMS review (01.06.2024)
Published in AMS review (01.06.2024)
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Journal Article
Positive and Negative Social Reactions to Salesperson Deviance
Hochstein, Bryan W., Bonney, Leff, Clark, Melissa
Published in Journal of marketing theory and practice (01.01.2015)
Published in Journal of marketing theory and practice (01.01.2015)
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Journal Article
Does the Customer Matter Most? Exploring Strategic Frontline Employees' Influence of Customers, the Internal Business Team, and External Business Partners
Plouffe, Christopher R., Bolander, Willy, Cote, Joseph A., Hochstein, Bryan
Published in Journal of marketing (01.01.2016)
Published in Journal of marketing (01.01.2016)
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Journal Article
An Industry/Academic Perspective on Customer Success Management
Hochstein, Bryan, Rangarajan, Deva, Mehta, Nick, Kocher, David
Published in Journal of service research : JSR (01.02.2020)
Published in Journal of service research : JSR (01.02.2020)
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Journal Article
Sales complexity and value appropriation: a taxonomy of sales situations
Rangarajan, Deva, Hochstein, Bryan, Nagel, Duane, Lyngdoh, Teidorlang
Published in The Journal of business & industrial marketing (15.11.2022)
Published in The Journal of business & industrial marketing (15.11.2022)
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Journal Article
The early-tenure salesperson: sales effort and sales growth during the ramp-up period
Peasley, Michael C., Hochstein, Bryan
Published in The Journal of personal selling & sales management (02.07.2024)
Published in The Journal of personal selling & sales management (02.07.2024)
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Journal Article