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Douglas E. Hughes
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Understanding social media effects across seller, retailer, and consumer interactions
A Rapp, LS Beitelspacher, D Grewal, DE Hughes
Journal of the Academy of marketing Science 41, 547-566, 2013
9732013
Energizing the reseller's sales force: The power of brand identification
DE Hughes, M Ahearne
Journal of Marketing 74 (4), 81-96, 2010
3762010
Social Networks within Sales Organizations: Their Development and Importance for Salesperson Performance
GRF Bolander, Willy, Cinthia Santornino, Douglas E. Hughes
Journal of Marketing 79 (6), 1-16, 2015
3302015
Motivating salespeople to sell new products: The relative influence of attitudes, subjective norms, and self-efficacy
FQ Fu, KA Richards, DE Hughes, E Jones
Journal of Marketing 74 (6), 61-76, 2010
2732010
Why sales reps should welcome information technology: Measuring the impact of CRM-based IT on sales effectiveness
M Ahearne, DE Hughes, N Schillewaert
International Journal of Research in Marketing 24 (4), 336-349, 2007
2722007
Managing sales force product perceptions and control systemsinthe success of new product introductions
M Ahearne, A Rapp, DE Hughes, R Jindal
Journal of Marketing Research 47 (4), 764-776, 2010
2612010
Gaining and leveraging customer-based competitive intelligence: the pivotal role of social capital and salesperson adaptive selling skills
DE Hughes, J Le Bon, A Rapp
Journal of the Academy of marketing Science 41, 91-110, 2013
2432013
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, 351-360, 2016
1352016
The marketing–sales interface at the interface: Creating market-based capabilities through organizational synergy
DE Hughes, J Le Bon, A Malshe
Journal of Personal Selling & Sales Management 32 (1), 57-72, 2012
1192012
This ad’s for you: the indirect effect of advertising perceptions on salesperson effort and performance
DE Hughes
Journal of the Academy of Marketing Science 41, 1-18, 2013
1182013
The role of the sales-service interface and ambidexterity in the evolving organization: A multilevel research agenda
AA Rapp, DG Bachrach, KE Flaherty, DE Hughes, A Sharma, ...
Journal of Service Research 20 (1), 59-75, 2017
1172017
A self-determination theory-based meta-analysis on the differential effects of intrinsic and extrinsic motivation on salesperson performance
V Good, DE Hughes, AH Kirca, S McGrath
Journal of the Academy of Marketing Science 50 (3), 586-614, 2022
1012022
Driving in-role and extra-role brand performance among retail frontline salespeople: Antecedents and the moderating role of customer orientation
DE Hughes, KA Richards, R Calantone, B Baldus, RA Spreng
Journal of Retailing 95 (2), 130-143, 2019
692019
Services Marketing
Y Lin, J Agarwal, AT Lechner, DA Farrag, M Hassan, A Ruvio, ...
2018 AMA Summer Academic Conference, 2018
662018
When sales becomes service: The evolution of the professional selling role and an organic model of frontline ambidexterity
DE Hughes, JL Ogilvie
Journal of Service Research 23 (1), 22-32, 2020
562020
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
502016
The dilemma of outsourced customer service and care: Research propositions from a transaction cost perspective
J Le Bon, DE Hughes
Industrial Marketing Management 38 (4), 404-410, 2009
492009
More than money: establishing the importance of a sense of purpose for salespeople
V Good, DE Hughes, H Wang
Journal of the Academy of Marketing Science 50 (2), 272-295, 2022
462022
When time is sales: the impact of sales manager time allocation decisions on sales team performance
AA Rapp, JA Petersen, DE Hughes, JL Ogilvie
Journal of Personal Selling & Sales Management 40 (2), 132-148, 2020
402020
On the Nature of International Sales and Sales Management Research: A Social Network Analytic Perspective
DEH W Schrock, Y Zhao, K Richards
Journal of Personal Selling & Sales Management 38 (1), 56-77, 2018
402018
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