Search Results - "Johlke, Mark C."

Customer orientation as a psychological construct: evidence from Indian B-B salespeople by Johlke, Mark C, Iyer, Rajesh

“…Purpose The purpose of this paper is to extend Zablah et al.’s (2012) findings regarding the proper way to treat customer orientation (CO) to the study of CO…”
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The Impact of Perceived Organizational Support on the Relationship Between Boundary Spanner Role Stress and Work Outcomes by Stamper, Christina L., Johlke, Mark C.

“…This study examines the impact of perceived organizational support (POS) on the relationship between boundary spanner role stressors (i.e., role conflict and…”
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Antecedents and Outcomes of Salesperson Internal Customer Mind-Set by Johlke, Mark C., Iyer, Rajesh

“…Managers are increasingly cognizant of the role of salesperson internal relations as a means to improve both employee and firm outcomes. This study proposes a…”
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The role of external customer mind-set among service employees by Iyer, Rajesh, Johlke, Mark C

“…Purpose – The purpose of this study is to develop and test a model of the antecedents and outcomes of one aspect of customer mind-set (CMS) – external CMS…”
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A model of retail job characteristics, employee role ambiguity, external customer mind-set, and sales performance by Johlke, Mark C., Iyer, Rajesh

“…Based upon findings from the sales, retailing, marketing, management, and organizational behavior literatures, the authors develop and test a model of retail…”
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Sales presentation skills and salesperson job performance by Johlke, Mark C.

“…Purpose - The purpose of this article is to examine the relations between important sales presentation skills and salesperson job performance.Design…”
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Supervisor Communication Practices and Service Employee Job Outcomes by Johlke, Mark C., Duhan, Dale F.

“…On the basis of findings from the communications, marketing, and management literatures, the relations between four supervisor communication practices and…”
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Antecedents to boundary-spanner perceived organizational support by Johlke, Mark C, Stamper, Christina L, Shoemaker, Mary E

“…Owing to their growing numbers and importance, both managers and researchers are increasingly concerned with the work experiences of boundary-spanning…”
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An Integrated Model of Sales Managers' Communication Practices by Johlke, Mark C, Duhan, Dale F, Howell, Roy D, Wilkes, Robert W

“…Drawing from several diverse streams of research, the authors develop the rationale and empirical background for considering the role of sales manager…”
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Testing Competing Models of Sales Force Communication by Johlke, Mark C., Duhan, Dale F.

“…Based upon findings from the organizational communication, management, and marketing literatures, this study evaluates three competing models describing sales…”
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The Impact of Perceived Organizational Support on the Relationship Between Boundary Spanner Role Stress and Work Outcomes by Stamper, Christina L., Johlke, Mark C.

“…This study examines the impact of perceived organizational support (POS) on the relationship between boundary spanner role stressors (i.e., role conflict and…”
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An Examination Of The Antecedents Of A Crucial Selling Skill: Asking Questions by Shoemaker, Mary E., Johlke, Mark C.

“…Using questions to uncover customer needs and problems is widely recognized as a valuable skill for salespeople in order to complete sales and build long-term…”
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Supervisor Communication Practices And Boundary Spanner Role Ambiguity by Johlke, Mark C., Duhan, Dale F.

“…This research utilizes multiple dimensions of both communication and role ambiguity to explore the relations between supervisor communication practices and…”
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Special Abstract Section: 2006 National Conference in Sales Management by Johlke, Mark C.

“…Each year, Pi Sigma Epsilon sponsors the National Conference in Sales Management (NCSM) in conjunction with its annual convention. JPSSM is pleased to present…”
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Antecedents to boundaryspanner perceived organizational support by Johlke, Mark C., Stamper, Christina L., Shoemaker, Mary E.

“…Owing to their growing numbers and importance, both managers and researchers are increasingly concerned with the work experiences of boundaryspanning…”
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Testing competing models of sales force communication by Johike, M.C., Duhari, D.F.

“…This publication contains reprint articles for which IEEE does not hold copyright. Full text is not available on IEEE Xplore for these articles…”
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Selling With Silk Gloves, Not Brass Knuckles by Johlke, Mark C

“…Selling with Silk Gloves, Not Brass Knuckles, by Norman Levine, is reviewed…”
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Reviews of books by Crittenden, Victoria L, Brown, James R, Johlke, Mark C, Joyce, Mary, Babin, Barry J

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