| Gritting their teeth to close the sale: the positive effect of salesperson grit on job satisfaction and performance R Dugan, B Hochstein, M Rouziou, B Britton Journal of Personal Selling & Sales Management 39 (1), 81-101, 2019 | 200 | 2019 |
| Time, change, and longitudinally emergent conditions: understanding and applying longitudinal growth modeling in sales research W Bolander, R Dugan, E Jones Journal of Personal Selling & Sales Management 37 (2), 153-159, 2017 | 92 | 2017 |
| To “free” or not to “free”: Trait predictors of mobile app purchasing tendencies JB Dinsmore, K Swani, RG Dugan Psychology & Marketing 34 (2), 227-244, 2017 | 87 | 2017 |
| People, process, and performance: Setting an agenda for sales enablement research D Rangarajan, R Dugan, M Rouziou, M Kunkle Journal of Personal Selling & Sales Management 40 (3), 213-220, 2020 | 78 | 2020 |
| Whom to hire and how to coach them: a longitudinal analysis of newly hired salesperson performance W Bolander, CB Satornino, AM Allen, B Hochstein, R Dugan Journal of Personal Selling & Sales Management 40 (2), 78-94, 2020 | 53 | 2020 |
| The malleable influence of social consensus on attitude certainty JJ Clarkson, ZL Tormala, DD Rucker, RG Dugan Journal of Experimental Social Psychology 49 (6), 1019-1022, 2013 | 50 | 2013 |
| Sales well-being: A salesperson-focused framework for individual, organizational, and societal well-being R Dugan, VO Ubal, ML Scott Journal of Personal Selling & Sales Management 43 (1), 65-83, 2023 | 41 | 2023 |
| Brand assets and pay fairness as two routes to enhancing social capital in sales organizations M Rouziou, R Dugan, D Rouziès, D Iacobucci Journal of Personal Selling & Sales Management 38 (2), 191-204, 2018 | 33 | 2018 |
| When cause‐marketing backfires: differential effects of one‐for‐one promotions on hedonic and utilitarian products RG Dugan, JJ Clarkson, JT Beck Journal of Consumer Psychology 31 (3), 532-550, 2021 | 29 | 2021 |
| Sales management, education, and scholarship across cultures: early findings from a global study and an agenda for future research R Dugan, D Rangarajan, L Davis, W Bolander, EB Pullins, ... Journal of personal selling & sales management 40 (3), 198-212, 2020 | 24 | 2020 |
| Helping students find their sweet spot: A teaching approach using the sales process to find jobs that fit CK Allen, RG Dugan, EM Popa, CO Tarasi Marketing Education Review 27 (3), 187-201, 2017 | 23 | 2017 |
| Group identification as a means of attitude restoration J Clarkson, E Smith, Z Tormala, R Dugan Journal of Experimental Social Psychology 68, 139-145, 2017 | 22 | 2017 |
| Monetary vs. nonmonetary prices: Differences in product evaluations due to pricing strategies within mobile applications JB Dinsmore, RG Dugan, SA Wright Journal of Strategic Marketing 24 (3-4), 227-240, 2016 | 22 | 2016 |
| It is better to be loved than feared: Machiavellianism and the dark side of internal networking R Dugan, M Rouziou, B Hochstein Marketing Letters 30 (3), 261-274, 2019 | 20 | 2019 |
| “A little competition goes a long way”: Substitutive effects of emotional intelligence and workplace competition on salesperson creative selling A Kalra, R Dugan, R Agnihotri Marketing Letters 33 (3), 399-413, 2022 | 17 | 2022 |
| The case for hiring neurotic salespeople: A longitudinal growth modeling analysis R Dugan, M Rouziou, W Bolander Journal of Business Research 116, 123-136, 2020 | 16 | 2020 |
| CRM systems with social networking capabilities: The value of incorporating a CRM 2.0 System in sales/marketing education X Wang, R Dugan, J Sojka Marketing Education Review 23 (3), 241-250, 2013 | 16 | 2013 |
| Preparing for, withstanding, and learning from sales crises: Implications and a future research agenda R Dugan, NN Chaker, E Nowlin, D Deeter-Schmelz, D Rangarajan, ... Journal of Personal selling & sales ManageMent 43 (2), 89-104, 2023 | 15 | 2023 |
| Exploring antecedents and outcomes of salesperson change agility: a social exchange theory perspective A Kalra, NY Lee, R Dugan Journal of Marketing Theory and Practice 32 (3), 290-310, 2024 | 13 | 2024 |
| Sales technology research: a review and future research agenda R Agnihotri, NN Chaker, R Dugan, JM Galvan, E Nowlin Journal of Personal Selling & Sales Management 43 (4), 307-335, 2023 | 12 | 2023 |
Maria RouziouAssistant Professor of Industrial Distribution, Texas A&M UniversityVerified email at tamu.edu
