| In pursuit of short-term goals: anticipating the unintended consequences of using special incentives to motivate the sales force WH Murphy Journal of Business Research 57 (11), 1265-1275, 2004 | 93 | 2004 |
| Sales contest effectiveness: an examination of sales contest design preferences of field sales forces WH Murphy, PA Dacin, NM Ford Journal of the Academy of Marketing Science 32 (2), 127-143, 2004 | 84 | 2004 |
| Transformational leadership effects on salespeople’s attitudes, striving, and performance WH Murphy, RE Anderson Journal of Business Research 110, 237-245, 2020 | 68 | 2020 |
| How to improve product management effectiveness WH Murphy, L Gorchels Industrial Marketing Management 25 (1), 47-58, 1996 | 57 | 1996 |
| Hofstede's national culture as a guide for sales practices across countries: The case of a MNC's sales practices in Australia and New Zealand WH Murphy Australian Journal of Management 24 (1), 37-58, 1999 | 50 | 1999 |
| Power-based behaviors in supply chains and their effects on relational satisfaction: A fresh perspective and directions for research I Gölgeci, WH Murphy, DA Johnston European Management Journal 36 (2), 278-287, 2018 | 49 | 2018 |
| Sales contests: A research agenda WH Murphy, PA Dacin Journal of Personal Selling & Sales Management 18 (1), 1-16, 1998 | 46 | 1998 |
| A three-country study of unethical sales behaviors N Li, WH Murphy Journal of Business Ethics 111 (2), 219-235, 2012 | 41 | 2012 |
| Salespersons’ perceptions about sales contests: Towards a greater understanding WH Murphy, RS Sohi European Journal of Marketing 29 (13), 42-66, 1995 | 39 | 1995 |
| Religious Affiliation, Religiosity, and Academic Performance of University Students: Campus Life Implications for US Universities N Li, WH Murphy Religion & Education 45 (1), 1-22, 2018 | 31 | 2018 |
| Small and mid-sized enterprises (SMEs) quality management (QM) research (1990–2014): a revealing look at QM's vital role in making SMEs stronger WH Murphy Journal of Small Business & Entrepreneurship 28 (5), 345-360, 2016 | 31 | 2016 |
| Prior consumer satisfaction and alliance encounter satisfaction attributions N Li, WH Murphy Journal of Consumer Marketing 30 (4), 371-381, 2013 | 25 | 2013 |
| Quality management (QM) leads to healthier small businesses WH Murphy, D Leonard Journal of Small Business and Enterprise Development 23 (4), 1104-1119, 2016 | 24 | 2016 |
| A multi-nation study of sales manager effectiveness with global implications WH Murphy, N Li Industrial Marketing Management 41 (7), 1152-1163, 2012 | 23 | 2012 |
| Key account management in China: Insights from a Chinese supplier WH Murphy, N Li Journal of Business Research 68 (6), 1234-1241, 2015 | 18 | 2015 |
| Government, company, and dyadic factors affecting key account management performance in China: Propositions to provoke research WH Murphy, N Li Industrial Marketing Management 51, 115-121, 2015 | 16 | 2015 |
| Consumers' alliance encounter satisfaction, attributions, and behavioral intentions N Li, WH Murphy Journal of Consumer Marketing, 2013 | 11 | 2013 |
| Dynamic capabilities and stakeholder theory explanation of superior performance among award-winning hospitals WH Murphy, GA Wilson International Journal of Healthcare Management, 1-9, 2021 | 7 | 2021 |
| Influence of category attitudes on the relationship between SERVQUAL and satisfaction in Islamic banks; the role of disruptive societal-level events DAR Farrag, WH Murphy, M Hassan Journal of Islamic Marketing, 2020 | 7 | 2020 |
| Continuous Likability Measurement: Use this potent technique for developing effective TV ads WH Murphy, SSL Tang Marketing Research 10, 29-35, 1998 | 7 | 1998 |
Ning LiProfessor, Johns Hopkins UniversityVerified email at jhu.edu
