Ellen Pullins
Ellen Pullins
Verified email at utoledo.edu
Title
Cited by
Cited by
Year
Designing loyalty-building programs for packaged goods brands
ML Roehm, EB Pullins, HA Roehm Jr
Journal of Marketing Research 39 (2), 202-213, 2002
3392002
Technostress: negative effect on performance and possible mitigations
M Tarafdar, EB Pullins, TS Ragu‐Nathan
Information Systems Journal 25 (2), 103-132, 2015
2822015
Methods in Sales Research: Perceived Trust in Business-to-Business Sales: A New Measure
JM Comer, RE Plank, DA Reid, EB Pullins
Journal of Personal Selling & Sales Management 19 (3), 61-71, 1999
2211999
Sales force technology usage—reasons, barriers, and support: An exploratory investigation
RE Buehrer, S Senecal, EB Pullins
Industrial Marketing Management 34 (4), 389-398, 2005
1832005
A re‐examination of B2B sales performance
R Zallocco, EB Pullins, ML Mallin
Journal of Business & Industrial Marketing, 2009
1002009
An exploratory investigation of the relationship of sales force compensation and intrinsic motivation
EB Pullins
Industrial marketing management 30 (5), 403-413, 2001
942001
The moderating effect of control systems on the relationship between commission and salesperson intrinsic motivation in a customer oriented environment
ML Mallin, EB Pullins
Industrial Marketing Management 38 (7), 769-777, 2009
902009
How the performance of mentoring activities affects the mentor's job outcomes
EB Pullins, LM Fine
Journal of Personal Selling & Sales Management 22 (4), 259-271, 2002
742002
The impact of purchase situation on salesperson communication behaviors in business markets
DA Reid, EB Pullins, RE Plank
Industrial Marketing Management 31 (3), 205-213, 2002
712002
Identifying peer mentors in the sales force: An exploratory investigation of willingness and ability
EB Pullins, LM Fine, WL Warren
Journal of the Academy of Marketing Science 24 (2), 125-136, 1996
681996
Peer mentoring in the industrial sales force: An exploratory investigation of men and women in developmental relationships
LM Fine, EB Pullins
Journal of Personal Selling & Sales Management 18 (4), 89-103, 1998
671998
Measuring buyers’ perceptions of conflict in business‐to‐business sales interactions
DA Reid, EB Pullins, RE Plank, RE Buehrer
Journal of Business & Industrial Marketing, 2004
642004
Internationalizing sales research: Current status, opportunities, and challenges
NG Panagopoulos, N Lee, EB Pullins, GJ Avlonitis, P Brassier, P Guenzi, ...
Journal of Personal Selling & Sales Management 31 (3), 219-242, 2011
632011
Individual differences in intrinsic motivation and the use of cooperative negotiation tactics
EB Pullins, CP Haugtvedt, PR Dickson, LM Fine, RJ Lewicki
Journal of Business & Industrial Marketing, 2000
582000
The top ten sales articles of the 20th century
TW Leigh, EB Pullins, LB Comer
Journal of Personal Selling & Sales Management 21 (3), 217-227, 2001
502001
Rapport building in authentic B2B sales interaction
T Kaski, J Niemi, E Pullins
Industrial Marketing Management 69, 235-252, 2018
382018
Gender issues in buyer‐seller relationships: Does gender matter in purchasing?
EB Pullins, DA Reid, RE Plank
Journal of Supply Chain Management 40 (2), 40-48, 2004
382004
The extent of technology usage and salespeople: an exploratory investigation
S Senecal, EB Pullins, RE Buehrer
Journal of Business & Industrial Marketing, 2007
332007
Buyer versus salesperson expectations for an initial B2B sales meeting
TA Kaski, P Hautamaki, EB Pullins, H Kock
Journal of business & industrial marketing, 2017
302017
Developing a stakeholder approach for recruiting top-level sales students
R Agnihotri, L Bonney, AL Dixon, R Erffmeyer, EB Pullins, JZ Sojka, ...
Journal of Marketing Education 36 (1), 75-86, 2014
282014
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