| Social networks within sales organizations: Their development and importance for salesperson performance W Bolander, CB Satornino, DE Hughes, GR Ferris Journal of Marketing 79 (6), 1-16, 2015 | 276 | 2015 |
| Managing the drivers of organizational commitment and salesperson effort: An application of Meyer and Allen's three-component model FQ Fu, W Bolander, E Jones Journal of Marketing Theory and Practice 17 (4), 335-350, 2009 | 220 | 2009 |
| Why are some salespeople better at adapting to organizational change? M Ahearne, SK Lam, JE Mathieu, W Bolander Journal of Marketing 74 (3), 65-79, 2010 | 181 | 2010 |
| 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 | 173 | 2016 |
| Learned helplessness among newly hired salespeople and the influence of leadership JP Boichuk, W Bolander, ZR Hall, M Ahearne, WJ Zahn, M Nieves Journal of Marketing 78 (1), 95-111, 2014 | 89 | 2014 |
| Product innovativeness, customer newness, and new product performance: a time-lagged examination of the impact of salesperson selling intentions on new product performance FQ Fu, E Jones, W Bolander Journal of Personal Selling & Sales Management 28 (4), 351-364, 2008 | 81 | 2008 |
| Sales education efficacy: Examining the relationship between sales education and sales success W Bolander, L Bonney, C Satornino Journal of Marketing Education 36 (2), 169-181, 2014 | 73 | 2014 |
| Time, change, and longitudinally emergent conditions: understanding and applying longitudinal growth modeling in sales research W Bolander, R Dugan, E Jones Journal of Personal Selling & Sales Management 37 (2), 153-159, 2017 | 72 | 2017 |
| 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 | 72 | 2014 |
| 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 | 71 | 2019 |
| Toward an Optimal Donation Solicitation: Evidence from the Field of the Differential Influence of Donor-Related and Organization-Related Information on Donation Choice and Amount TM Fajardo, C Townsend, W Bolander Journal of Marketing 82 (2), 142-152, 2018 | 69 | 2018 |
| Curbing the undesirable effects of emotional exhaustion on ethical behaviors and performance: A salesperson–manager dyadic approach B Lussier, NN Hartmann, W Bolander Journal of Business Ethics 169 (4), 747-766, 2021 | 46 | 2021 |
| “Let's make a deal:” Price outcomes and the interaction of customer persuasion knowledge and salesperson negotiation strategies YM Holmes, LS Beitelspacher, B Hochstein, W Bolander Journal of Business Research 78, 81-92, 2017 | 40 | 2017 |
| Managing new salespeople’s ethical behaviors during repetitive failures: when trying to help actually hurts W Bolander, WJ Zahn, TW Loe, M Clark Journal of Business Ethics 144 (3), 519-532, 2017 | 33 | 2017 |
| Operationalizing salesperson performance with secondary data: aligning practice, scholarship, and theory (vol 49, pg 462, 2021) W Bolander, NN Chaker, A Pappas, DR Bradbury JOURNAL OF THE ACADEMY OF MARKETING SCIENCE 49 (6), 1267-1268, 2021 | 30* | 2021 |
| Whom to hire and how to coach them: a longitudinal analysis of newly hired salesperson performance W Bolander, CB Satornino, AM Allen, B Hochstein, R Dugan Journal of Personal Selling & Sales Management 40 (2), 78-94, 2020 | 26 | 2020 |
| Exploring the unintended negative impact of an ethical climate in competitive environments BW Hochstein, WJ Zahn, W Bolander Marketing Letters 28 (4), 621-635, 2017 | 23 | 2017 |
| Selling your network: how political skill builds social capital and enhances salesperson performance TP Munyon, RE Frieder, CB Satornino, AM Carnes, W Bolander, ... Journal of Personal Selling & Sales Management 41 (3), 233-249, 2021 | 20 | 2021 |
| Why study intraorganizational issues in selling and sales management? W Bolander, KA Richards Journal of Personal Selling & Sales Management 38 (2), 169-171, 2018 | 14 | 2018 |
| An Investigation of Consumer Subjective Knowledge in Frontline Interactions B Hochstein, W Bolander, B Christenson, AB Pratt, K Reynolds Journal of Retailing 97 (3), 336-346, 2021 | 12 | 2021 |
Bryan HochsteinUniversity of Alabama, Associate Professor of MarketingVerified email at cba.ua.edu
