Christopher R. Plouffe
Christopher R. Plouffe
Gary W. Rollins College of Business, University of Tennessee -- Chattanooga (UTC)
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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
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
Assessing the evolution of sales knowledge: A 20-year content analysis
BC Williams, CR Plouffe
Industrial Marketing Management 36 (4), 408-419, 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
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
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 (4), 422, 2009
Salesperson navigation: The intraorganizational dimension of the sales role
CR Plouffe, DW Barclay
Industrial Marketing Management 36 (4), 528-539, 2007
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
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
Examining “peer‐to‐peer”(P2P) systems as consumer‐to‐consumer (C2C) exchange
CR Plouffe
European Journal of Marketing, 2008
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
Anti-commercial consumer rebellion: Conceptualisation and measurement
CG Austin, CR Plouffe, C Peters
Journal of Targeting, Measurement and Analysis for Marketing 14 (1), 62-78, 2005
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
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, 2000
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 (1), 118-137, 2019
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
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
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
“I think I can… I think I can”: The impact of perceived selling efficacy and deal disclosure on salesperson escalation of commitment
L Bonney, CR Plouffe, J Wolter
Industrial Marketing Management 43 (5), 826-839, 2014
Investigations of sales representatives’ valuation of options
L Bonney, CR Plouffe, M Brady
Journal of the Academy of Marketing Science 44 (2), 135-150, 2016
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