Now showing items 10-15 of 15

    • Retail knockoffs: Consumer acceptance and rejection of inauthentic retailers 

      Rosenbaum, Mark S.; Cheng, Mingming; Wong, IpKin Anthony (Journal of Business Research, 2016-07)
      This study extends the counterfeit product paradigm by examining an unexplored area in services – namely, the existence of inauthentic retail establishments, or so-called retail knockoffs. These fake establishments mimic ...
    • Social Media's Influence on Business-To-Business Sales Performance 

      Rodriguez, Michael; Peterson, Robert M.; Krishnan, Vijaykumar (Journal of Personal Selling & Sales Management, 2012-07)
      The implementation of social media technology in a firm’s marketing strategy has been adopted by some forward-thinking sales forces. Sharing content and building a network of contacts are the principles behind social ...
    • The training of sales managers: current practices 

      Gordon, Geoffrey L.; Shepherd, C. David; Lambert, Brian; Ridnour, Rick E.; Weilbaker, Dan C. (Journal of Business & Industrial Marketing, 2012)
      Purpose – The purpose of this paper is to examine sales manager training approaches, methods, and instructors (as well as their perceived effectiveness, frequency, and assessment). Design/methodology/approach – Utilizing ...
    • Transformative service research: An agenda for the future 

      Anderson, Laurel; Ostrom, Amy L.; Corus, Canan; Fisk, Raymond P.; Gallan, Andrew S.; Giraldo, Mario; Mende, Martin; Mulder, Mark; Rayburn, Steven W.; Rosenbaum, Mark S.; Shirahada, Kunio; Williams, Jerome D. (Journal of Business Research, 2013-08)
    • When sales and marketing align: impact on performance 

      Peterson, Robert M.; Gordon, Geoffrey; Palghat, Vijaykumar Krishnan (Northern Illinois University College of Business, 2015)
      Without sales and marketing working to produce revenue, the firm ceases to exist. Yet, given the magnitude of what’s at stake, these two functions are often at odds with one another to the detriment of performance. This ...
    • When Sales and Marketing Align: Impact on Performance 

      Peterson, Robert M.; Gordon, Geoffrey L.; Krishnan, Vijaykumar (Journal of Selling, 2015)
      Without sales and marketing working to produce revenue, the firm ceases to exist. Yet, given the magnitude of what’s at stake, these two functions are often at odds with one another to the detriment of performance. This ...