Consumers’ responses to negative word-of-mouth communication: An attribution theory perspective RN Laczniak, TE DeCarlo, SN Ramaswami Journal of consumer Psychology 11 (1), 57-73, 2001 | 955 | 2001 |
The effects of sales message and suspicion of ulterior motives on salesperson evaluation TE DeCarlo Journal of Consumer Psychology 15 (3), 238-249, 2005 | 222 | 2005 |
Leadership behavior and organizational commitment: A comparative study of American and Indian salespersons S Agarwal, TE DeCarlo, SB Vyas Journal of International Business Studies 30, 727-743, 1999 | 201 | 1999 |
Influence of image and familiarity on consumer response to negative word-of-mouth communication about retail entities TE DeCarlo, RN Laczniak, CM Motley, S Ramaswami Journal of Marketing Theory and Practice 15 (1), 41-51, 2007 | 149 | 2007 |
Influence of managerial behaviors and job autonomy on job satisfaction of industrial salespersons: A cross-cultural study TE DeCarlo, S Agarwal Industrial Marketing Management 28 (1), 51-62, 1999 | 149 | 1999 |
Impact of salesperson attraction on sales managers’ attributions and feedback TE DeCarlo, TW Leigh Journal of Marketing 60 (2), 47-66, 1996 | 141 | 1996 |
An examination and extension of the zone-of-tolerance model: a comparison to performance-based models of perceived quality RK Teas, TE DeCarlo Journal of Service Research 6 (3), 272-286, 2004 | 121 | 2004 |
Identifying effective hunters and farmers in the salesforce: A dispositional–situational framework TE DeCarlo, SK Lam Journal of the Academy of Marketing Science 44, 415-439, 2016 | 104 | 2016 |
Dalrymple's sales management WL Cron, TE DeCarlo John Wiley & Sons, 2008 | 77 | 2008 |
Salesperson performance attribution processes and the formation of expectancy estimates TE DeCarlo, RK Teas, JC McElroy Journal of Personal Selling & Sales Management 17 (3), 1-17, 1997 | 77 | 1997 |
The business-to-business inside sales force: roles, configurations and research agenda S Sleep, AL Dixon, T DeCarlo, SK Lam European Journal of Marketing 54 (5), 1025-1060, 2020 | 70 | 2020 |
Salesperson knowledge distinctions and sales performance TW Leigh, TE DeCarlo, D Allbright, J Lollar Journal of Personal Selling & Sales Management 34 (2), 123-140, 2014 | 63 | 2014 |
A cross national example of supervisory management practices in the sales force TE DeCarlo, RC Rody, JE DeCarlo Journal of Personal Selling & Sales Management 19 (1), 1-14, 1999 | 59 | 1999 |
Salesperson ambidexterity in customer engagement: do customer base characteristics matter? SK Lam, TE DeCarlo, A Sharma Journal of the Academy of Marketing Science 47, 659-680, 2019 | 58 | 2019 |
Sales management: Concepts and cases WL Cron, TE DeCarlo, DJ Dalrymple Wiley, 2010 | 52 | 2010 |
The relationship of pre-entry variables to early employment organizational commitment J Werbel, J Landau, TE DeCarlo Journal of Personal Selling & Sales Management 16 (2), 25-36, 1996 | 50 | 1996 |
An assessment of needed sales management skills TL Powers, JAC Jennings, TE DeCarlo Journal of Personal Selling & Sales Management 34 (3), 206-222, 2014 | 49 | 2014 |
Compensation and control systems: A new application of vertical dyad linkage theory M Krafft, TE DeCarlo, FJ Poujol, JF Tanner Jr Journal of Personal Selling & Sales Management 32 (1), 107-115, 2012 | 48 | 2012 |
An update on the status of sales management training TL Powers, TE DeCarlo, G Gupte Journal of personal selling & sales management 30 (4), 319-326, 2010 | 46 | 2010 |
Physical attractiveness on cognitive evaluations of saleswomen’s performance JC McElroy, TE DeCarlo Journal of Marketing Theory and Practice 7 (1), 84-100, 1999 | 46 | 1999 |