| Richness versus parsimony in modeling technology adoption decisions—understanding merchant adoption of a smart card-based payment system CR Plouffe, JS Hulland, M Vandenbosch Information systems research 12 (2), 208-222, 2001 | 1132 | 2001 |
| Intermediating technologies and multi‐group adoption: a comparison of consumer and merchant adoption intentions toward a new electronic payment system CR Plouffe, M Vandenbosch, J Hulland Journal of Product Innovation Management: An International Publication of …, 2001 | 283 | 2001 |
| Assessing the evolution of sales knowledge: A 20-year content analysis BC Williams, CR Plouffe Industrial Marketing Management 36 (4), 408-419, 2007 | 268 | 2007 |
| SOCO's impact on individual sales performance: The integration of selling skills as a missing link T Wachner, CR Plouffe, Y Grégoire Industrial marketing management 38 (1), 32-44, 2009 | 242 | 2009 |
| Does the customer matter most? Exploring strategic frontline employees’ influence of customers, the internal business team, and external business partners CR Plouffe, W Bolander, JA Cote, B Hochstein Journal of Marketing 80 (1), 106-123, 2016 | 207 | 2016 |
| Customer-directed selling behaviors and performance: a comparison of existing perspectives CR Plouffe, J Hulland, T Wachner Journal of the Academy of Marketing Science 37, 422-439, 2009 | 172 | 2009 |
| Salesperson navigation: The intraorganizational dimension of the sales role CR Plouffe, DW Barclay Industrial Marketing Management 36 (4), 528-539, 2007 | 155 | 2007 |
| Adapting influence approaches to informed consumers in high-involvement purchases: are salespeople really doomed? B Hochstein, W Bolander, R Goldsmith, CR Plouffe Journal of the academy of marketing science 47, 118-137, 2019 | 112 | 2019 |
| Exploratory navigation and salesperson performance: Investigating selected antecedents and boundary conditions in high-technology and financial services contexts CR Plouffe, S Sridharan, DW Barclay Industrial Marketing Management 39 (4), 538-550, 2010 | 108 | 2010 |
| Navigating difficult waters: Publishing trends and scholarship in sales research CR Plouffe, BC Williams, T Wachner Journal of Personal Selling & Sales Management 28 (1), 79-92, 2008 | 102 | 2008 |
| Examining “peer‐to‐peer”(P2P) systems as consumer‐to‐consumer (C2C) exchange CR Plouffe European Journal of marketing 42 (11/12), 1179-1202, 2008 | 92 | 2008 |
| Which influence tactics lead to sales performance? It is a matter of style CR Plouffe, W Bolander, JA Cote Journal of Personal Selling & Sales Management 34 (2), 141-159, 2014 | 87 | 2014 |
| Anti-commercial consumer rebellion: Conceptualisation and measurement C Graham Austin, CR Plouffe, C Peters Journal of Targeting, Measurement and Analysis for Marketing 14, 62-78, 2005 | 70 | 2005 |
| Who’s on first? Stakeholder differences in customer relationship management and the elusive notion of “shared understanding” CR Plouffe, BC Williams, TW Leigh Journal of Personal Selling & Sales Management 24 (4), 323-338, 2004 | 64 | 2004 |
| Why smart cards have failed: looking to consumer and merchant reactions to a new payment technology CR Plouffe, M Vandenbosch, J Hulland International Journal of Bank Marketing 18 (3), 112-123, 2000 | 63 | 2000 |
| Testing an enhanced, process-based view of the sales process CR Plouffe, YH Nelson, F Beuk Journal of Personal Selling & Sales Management 33 (2), 141-163, 2013 | 55 | 2013 |
| Is it navigation, networking, coordination… or what? A multidisciplinary review of influences on the intraorganizational dimension of the sales role and performance CR Plouffe Journal of Personal Selling & Sales Management 38 (2), 241-264, 2018 | 54 | 2018 |
| Salesperson influence tactics and the buying agent purchase decision: Mediating role of buying agent trust of the salesperson and moderating role of buying agent regulatory … N Hartmann, CR Plouffe, P Kohsuwan, JA Cote Industrial Marketing Management 87, 31-46, 2020 | 51 | 2020 |
| Intraorganizational employee navigation and socially derived outcomes: Conceptualization, validation, and effects on overall performance CR Plouffe, Y Grégoire Personnel Psychology 64 (3), 693-738, 2011 | 40 | 2011 |
| Investigations of sales representatives’ valuation of options L Bonney, CR Plouffe, M Brady Journal of the Academy of Marketing Science 44, 135-150, 2016 | 31 | 2016 |
John HullandProfessor of Marketing, University of GeorgiaVerified email at uga.edu
