Search Results - "Boles, James"

Bringing meaning to the sales job: The effect of ethical climate and customer demandingness by Jaramillo, Fernando, Mulki, Jay Prakash, Boles, James S.

“…Top performing salespeople are attracted to organizations that provide opportunities to make full use of their abilities. Responses from 1450 sales directors…”
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Effects of Salinity on Oil Recovery (the “Dilution Effect”): Experimental and Theoretical Studies of Crude Oil/Brine/Carbonate Surface Restructuring and Associated Physicochemical Interactions by Chen, Szu-Ying, Kaufman, Yair, Kristiansen, Kai, Seo, Dongjin, Schrader, Alex M, Alotaibi, Mohammed B, Dobbs, Howard A, Cadirov, Nicholas A, Boles, James R, Ayirala, Subhash C, Israelachvili, Jacob N, Yousef, Ali A

“…The primary aim of this study was to investigate the “dilution effect”, where dilution of the ionic concentration of the fluid injected into oil wells has been…”
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Workplace Stressors, Job Attitude, and Job Behaviors: Is Interpersonal Conflict the Missing Link? by Jaramillo, Fernando, Mulki, Jay Prakash, Boles, James S.

“…This research examines a model focused on two acute workplace stressors-interpersonal conflict and work overload-and their interrelationships with role stress,…”
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The mediating role of cooperative norms in the formation of buyer commitment in the buyer–seller relationship by Vieira, Valter Afonso, Mayberry, Robert, Boles, James, Johnson-Busbin, Julie, Pereira, Rita Cassia

“…Purpose Drawing on Foa and Foa’s elaboration of social exchange theory, the authors propose that buyers reciprocate perceived commitment on the part of the…”
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Pressure solution – The importance of the electrochemical surface potentials by Kristiansen, Kai, Valtiner, Markus, Greene, George W., Boles, James R., Israelachvili, Jacob N.

“…“Pressure solution”, frequently found in clay-rich sandstone, is characterized by enhanced quartz dissolution at inter-grain contacts. The origin of pressure…”
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An escalation of commitment perspective on allocation-of-effort decisions in professional selling by Mayberry, Robert, Boles, James Sanders, Donthu, Naveen

“…Salesforce compensation theory assumes that given proper design of the incentive structure, salespeople will rationally allocate effort to maximize returns to…”
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Time-Dependent Physicochemical Changes of Carbonate Surfaces from SmartWater (Diluted Seawater) Flooding Processes for Improved Oil Recovery by Chen, Szu-Ying, Kristiansen, Kai, Seo, Dongjin, Cadirov, Nicholas A, Dobbs, Howard A, Kaufman, Yair, Schrader, Alex M, Andresen Eguiluz, Roberto C, Alotaibi, Mohammed B, Ayirala, Subhash C, Boles, James R, Yousef, Ali A, Israelachvili, Jacob N

“…Over the past few decades, field- and laboratory-scale studies have shown enhancements in oil recovery when reservoirs, which contain high-salinity formation…”
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Negative emotions, value and relationships: Differences between women and men by Babin, Barry J., Griffin, Mitch, Borges, Adilson, Boles, James S.

“…Service experiences are characterized by emotions that help shape the value in use received by the customer. Negative emotion plays an important role in all of…”
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Publishing Research in Marketing Journals Using Structural Equation Modeling by Babin, Barry J., Hair, Joseph F., Boles, James S.

“…This paper takes an objective look at how papers using structural equation models are received in the review process of academic marketing research journals…”
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Reconceptualizing the measurement of multidimensional salesperson job satisfaction by Rutherford, Brian N., Boles, James S., Ambrose, Scott C.

“…Job satisfaction is a key construct in many models examining salesperson attitudes, intentions, and behaviors. Job satisfaction has often been conceptualized…”
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Why are you really losing sales opportunities? A buyers' perspective on the determinants of key account sales failures by Friend, Scott B., Curasi, Carolyn F., Boles, James S., Bellenger, Danny N.

“…Key account sales are important for business organizations. Understanding why some of these sales proposals fail from the buyer's perspective has…”
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A Cross-National Model of Job-Related Outcomes of Work Role and Family Role Variables: A Retail Sales Context by Netemeyer, Richard G., Brashear-Alejandro, Thomas, Boles, James S.

“…This article proposes a model of job-related outcomes of four role variables in a retail sales context: work-family conflict (WFC), family-work conflict (FWC),…”
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The outcome of company and account manager relationship quality on loyalty, relationship value and performance by Alejandro, Thomas Brashear, Souza, Daniela Vilaca, Boles, James S., Ribeiro, Áurea Helena Puga, Monteiro, Plinio Rafael Reis

“…This study explores the effects of perceived relationship quality of the company and account managers with customers. It examines the effects of both types of…”
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The role of the seven dimensions of job satisfaction in salesperson's attitudes and behaviors by Rutherford, Brian, Boles, James, Hamwi, G. Alexander, Madupalli, Ramana, Rutherford, Leann

“…To date, the majority of studies on job satisfaction use either a global measure or the JDI measure. To extend current research, this study uses the seven…”
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Consumer Drivers of Muscadine Wine Purchase Decisions by Canziani, Bonnie, Byrd, Erick, Boles, James

“…Muscadine wine, fresh muscadine grapes, and other derivatives have enjoyed a heritage niche for decades in the Southeast. Muscadine growers in North Carolina…”
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Role of electrochemical reactions in pressure solution by Greene, George W., Kristiansen, Kai, Meyer, Emily E., Boles, James R., Israelachvili, Jacob N.

“…Using a Surface Forces Apparatus we have measured changes in the electrical potential difference between quartz and mica surfaces that correlate with the…”
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On the R&D/marketing interface in knowledge intensive entrepreneurial firms by Boles, James, Link, Albert N.

“…In this paper we focus on the performance impact associated with whether R&D or marketing takes the lead in product innovations and/or product development. We…”
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Mentoring characteristics and functions: mentoring’s influence on salespeople by Brashear-Alejandro, Tom, Barksdale, Hiram, Bellenger, Danny Norton, Boles, James S, James, Channelle

“…Purpose This paper aims to examine a longitudinal study of mentoring functions and their effect on salesperson attitudes and intentions…”
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Development and Validation of Work-Family Conflict and Family-Work Conflict Scales by Netemeyer, Richard G, Boles, James S, McMurrian, Robert

“…Researchers report on a 3-sample study that developed and validated short, self-report scales of work-family conflict (WFC) and family-work conflict (FWC)…”
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Sales Force Turnover and Retention: A Research Agenda by Boles, James S., Dudley, George W., Onyemah, Vincent, Rouziès, Dominique, Weeks, William A.

“…Identifying, acquiring, and retaining top sales talent remains a priority in many sales organizations because salesperson turnover remains such an intractable…”
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