Suivre
Wyatt Schrock
Titre
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Année
Better together: Trait competitiveness and competitive psychological climate as antecedents of salesperson organizational commitment and sales performance
WA Schrock, DE Hughes, FQ Fu, KA Richards, E Jones
Marketing Letters 27 (2), 351-360, 2016
1442016
JPSSM since the beginning: intellectual cornerstones, knowledge structure, and thematic developments
WA Schrock, Y Zhao, DE Hughes, KA Richards
Journal of Personal Selling & Sales Management 36 (4), 321-343, 2016
502016
On the nature of international sales and sales management research: a social network–analytic perspective
WA Schrock, Y Zhao, KA Richards, DE Hughes, MS Amin
Journal of Personal Selling & Sales Management 38 (1), 56-77, 2018
432018
Exploring the synergistic role of ethical leadership and sales control systems on salesperson social media use and sales performance
A Kalra, E Briggs, W Schrock
Journal of Business Research 154, 113344, 2023
372023
Self-oriented competitiveness in salespeople: sales management implications
WA Schrock, DE Hughes, Y Zhao, C Voorhees, JR Hollenbeck
Journal of the Academy of Marketing Science 49 (6), 1201-1221, 2021
252021
Effectual selling in service ecosystems
H Wang, WA Schrock, A Kumar, DE Hughes
Journal of Personal Selling & Sales Management 40 (4), 251-266, 2020
252020
Synergies between salesperson orientations and sales force control: A person-organization fit perspective on adaptive selling behaviors and sales performance
Y Zheng, HY Liao, WA Schrock, Y Zheng, Z Zang
Journal of Business Research 155, 113451, 2023
232023
A synthesis of research on the marketing-sales interface (1984–2020)
VV Chernetsky, DE Hughes, WA Schrock
Industrial Marketing Management 105, 159-181, 2022
222022
Brand relevance and the effects of product proliferation across product categories
Y Zhao, Y Zhang, J Wang, WA Schrock, RJ Calantone
Journal of the Academy of Marketing Science 48, 1192-1210, 2020
192020
A competitive path to cohesion: multilevel effects of competitiveness in the sales force
A Pappas, W Schrock, M Samaraweera, W Bolander
Journal of Personal Selling & Sales Management 43 (3), 222-240, 2023
132023
Thirty years of service failure and recovery research: Thematic development and future research opportunities from a social network perspective
D Liu, Y Zhao, G Wang, WA Schrock, CM Voorhees
Journal of Service Research 27 (2), 268-282, 2024
92024
Sales–Supply Chain Management Collaboration: Performance Effects and Boundary Conditions for International Salespeople
WA Schrock, Y Zhao, PT Adidam, B Sindhav, T Hult
Journal of International Marketing 32 (1), 112-124, 2024
82024
Managing ambiguity: salesperson bricolage behavior and its organizational determinants
RT Epler, WA Schrock, MP Leach, KD White, B Hochstein
Journal of Personal Selling & Sales Management 44 (2), 142-161, 2024
72024
The intellectual structure of sales ethics research: A multi-method bibliometric analysis
X Wang, G Wang, Y Zhao, WA Schrock
Journal of Business Ethics 193 (1), 133-157, 2024
62024
Salesperson motivation, compensation, training and deployment within the sales ecosystem
MM Lastner, DA Locander, M Pimentel, A Pueschel, WA Schrock, ...
European Journal of Marketing 58 (3), 812-841, 2024
22024
Fair trade awareness: Exploring its relationship to public policy and sustainable outcomes
DH Pearcy, WA Schrock
Research in Business and Economics Journal 9, 1, 2014
22014
Managing the interfunctional war: Mitigating the negative effects of conflict between sales and marketing
VV Chernetsky, DE Hughes, D Walker, EL Nowlin, WA Schrock
Industrial Marketing Management 122, 106-118, 2024
12024
Professional Selling
D Deeter-Schmelz, G Hunter, T Loe, R Mullins, G Rich, L Beeler, ...
SAGE Publications, 2023
12023
Understanding multilevel organizing: a focus of customer satisfaction on firm performance
U Sharma, GTM Hult, FV Morgeson III, PN Sharma, W Schrock, ...
Journal of Marketing Theory and Practice, 1-16, 2024
2024
The Effects of Person-Team Fit on Learning Goal Orientation and Salesperson Performance: An Abstract
Y Liu, W Schrock, Y Zhao
Marketing Opportunities and Challenges in a Changing Global Marketplace …, 2020
2020
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