| 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 | 134 | 2016 |
| 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 | 50 | 2016 |
| 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 | 38 | 2018 |
| Effectual selling in service ecosystems H Wang, WA Schrock, A Kumar, DE Hughes Journal of Personal Selling & Sales Management 40 (4), 251-266, 2020 | 21 | 2020 |
| 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 | 20 | 2023 |
| 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 | 20 | 2021 |
| A synthesis of research on the marketing-sales interface (1984–2020) VV Chernetsky, DE Hughes, WA Schrock Industrial Marketing Management 105, 159-181, 2022 | 17 | 2022 |
| 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 | 16 | 2020 |
| 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 | 14 | 2023 |
| 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 | 8 | 2023 |
| 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 | 4 | 2024 |
| The Intellectual Structure of Sales Ethics Research: A Multi-method Bibliometric Analysis X Wang, G Wang, Y Zhao, WA Schrock Journal of Business Ethics, 1-25, 2023 | 3 | 2023 |
| 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 | 2 | 2024 |
| 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, 1-20, 2023 | 2 | 2023 |
| 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 | 2 | 2014 |
| Professional Selling D Deeter-Schmelz, G Hunter, T Loe, R Mullins, G Rich, L Beeler, ... SAGE Publications, 2023 | 1 | 2023 |
| Salesperson motivation, compensation, training and deployment within the sales ecosystem MM Lastner, DA Locander, M Pimentel, A Pueschel, WA Schrock, ... European Journal of Marketing, 2023 | | 2023 |
| 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 |
| Connections that Sell: Assessing the Determinants of Salesperson’s Ambidextrous Behavior A Kalra, W Schrock, FV Vizcaino Back to the Future: Revisiting the Foundations of Marketing, 483, 2018 | | 2018 |
| Can Hostage Negotiation Skills Reduce Salesperson Deviant Behavior? JE Cicala, WA Schrock Back to the Future: Revisiting the Foundations of Marketing, 265, 2018 | | 2018 |
Douglas E. HughesProfessor of Marketing, University of South Floridaยืนยันอีเมลแล้วที่ usf.edu
