Search Results - "Schrock, Wyatt"

The Intellectual Structure of Sales Ethics Research: A Multi-method Bibliometric Analysis by Wang, Xiaoyan, Wang, Guocai, Zhao, Yanhui, Schrock, Wyatt A.

“…Using a combination of co-citation and co-word analysis, this paper reviewed the intellectual structure of the sales ethics research domain and its development…”
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Self-oriented competitiveness in salespeople: sales management implications by Schrock, Wyatt A., Hughes, Douglas E., Zhao, Yanhui, Voorhees, Clay, Hollenbeck, John R.

“…We explore the complexity of salesperson competitiveness and the concept of self-oriented competitiveness (SOC). Study 1 develops and validates a measure of…”
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Better together: Trait competitiveness and competitive psychological climate as antecedents of salesperson organizational commitment and sales performance by Schrock, Wyatt A., Hughes, Douglas E., Fu, Frank Q., Richards, Keith A., Jones, Eli

“…This study assesses the direct and interactive effects of trait competitiveness and competitive psychological climate on organizational commitment and sales…”
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Thirty Years of Service Failure and Recovery Research: Thematic Development and Future Research Opportunities From a Social Network Perspective by Liu, Dong, Zhao, Yanhui, Wang, Guocai, Schrock, Wyatt A., Voorhees, Clay M.

“…Service failure and recovery (SFR) is a well-established area of research that has made considerable progress over the past 30 years. In this study, we used a…”
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Effectual selling in service ecosystems by Wang, Hao, Schrock, Wyatt A., Kumar, Anand, Hughes, Douglas E.

“…This research draws on effectuation theory and service dominant logic to develop the concept of effectual selling. Effectual selling is focused on resource…”
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Sales–Supply Chain Management Collaboration: Performance Effects and Boundary Conditions for International Salespeople by Schrock, Wyatt A., Zhao, Yanhui, Adidam, Phani Tej, Sindhav, Birud, Hult, Tomas

“…While interfunctional collaboration remains well-studied within the marketing literature, this research is the first to empirically explore the effects of…”
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Brand relevance and the effects of product proliferation across product categories by Zhao, Yanhui, Zhang, Yufei, Wang, Joyce (Feng), Schrock, Wyatt A., Calantone, Roger J.

“…Product proliferation may not be an effective strategy for every brand in every product category. Rather, the success of product proliferation may be…”
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Salesperson motivation, compensation, training and deployment within the sales ecosystem by Lastner, Matthew M., Locander, David A., Pimentel, Michael, Pueschel, Andrew, Schrock, Wyatt A., Deitz, George D., Rapp, Adam

“…Purpose This study aims to examine the applicability of Hartmann et al.’s (2018) service ecosystem framework to the day-to-day management of the modern sales…”
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Managing ambiguity: salesperson bricolage behavior and its organizational determinants by Epler, Rhett T., Schrock, Wyatt A., Leach, Mark P., White, Kimberly D., Hochstein, Bryan

“…Bricolage - a term that implies resourcefulness - is a construct with a long history in anthropology, design, management, and entrepreneurship, among other…”
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JPSSM since the beginning: intellectual cornerstones, knowledge structure, and thematic developments by Schrock, Wyatt A., Zhao, Yanhui, Hughes, Douglas E., Richards, Keith A.

“…Bibliometric analyses are applied to 35,975 citations from 721 articles published in the Journal of Personal Selling & Sales Management, spanning the journal's…”
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On the nature of international sales and sales management research: a social network-analytic perspective by Schrock, Wyatt A., Zhao, Yanhui, Richards, Keith A., Hughes, Douglas E., Amin, Mohammad Sakif

“…This research uses a combination of text mining, co-word analysis, and social network analysis (SNA) to review 132 international sales and sales management…”
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Exploring the synergistic role of ethical leadership and sales control systems on salesperson social media use and sales performance by Kalra, Ashish, Briggs, Elten, Schrock, Wyatt

“…Research suggests that ethical leadership can motivate favorable employee behaviors. In the current study, we explore the influence of ethical leadership on…”
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A synthesis of research on the marketing-sales interface (1984–2020) by Chernetsky, Victor V., Hughes, Douglas E., Schrock, Wyatt A.

“…This paper summarizes nearly four decades of research focusing on the relationship between the marketing and sales (M&S) functional units within a firm. As the…”
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Synergies between salesperson orientations and sales force control: A person-organization fit perspective on adaptive selling behaviors and sales performance by Zheng, Yaqin, Liao, Hsin-Yi, Schrock, Wyatt A., Zheng, Yi, Zang, Zhimei

“…This research investigates why and when salesperson hunting and farming orientations benefit the organization. Data from 391 salespeople at 50 firms show that…”
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A competitive path to cohesion: multilevel effects of competitiveness in the sales force by Pappas, Alec, Schrock, Wyatt, Samaraweera, Manoshi, Bolander, Willy

“…Selling is often associated with competitiveness, which has led many scholars to examine trait competitiveness as a driver of salesperson performance. However,…”
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Managing the interfunctional war: Mitigating the negative effects of conflict between sales and marketing by Chernetsky, Victor V., Hughes, Douglas E., Walker, Doug, Nowlin, Edward L., Schrock, Wyatt A.

“…Despite their joint responsibility for creating, communicating, and delivering customer value, relationships between marketing and sales (M&S) functions are…”
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Understanding multilevel organizing: a focus of customer satisfaction on firm performance by Sharma, Udit, Hult, G. Tomas M., Morgeson, Forrest V., Sharma, Pratyush Nidhi, Schrock, Wyatt, Redd Sleep, Shana

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Self-oriented competitiveness: Implications for sales managers by Schrock, Wyatt A

“…The salesperson trait of competitiveness has, for motivational reasons and decades now, kept the interest of marketing managers and researchers alike. Yet,…”
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Self-oriented competitiveness: Implications for sales managers by Schrock, Wyatt A

“…The salesperson trait of competitiveness has, for motivational reasons and decades now, kept the interest of marketing managers and researchers alike. Yet,…”
Get full text