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1

Impact of salesperson macro-adaptive selling strategy on job performance and satisfaction

Kwak, Hyokjin, Anderson, Rolph E., Leigh, Thomas W., Bonifield, Scott D.

Journal:

Journal of Business Research

Year:

2019

Language:

english

File:

PDF, 640 KB

english, 2019

2

Customer loyalty in e-commerce: an exploration of its antecedents and consequences

Srini S. Srinivasan, Rolph Anderson, Kishore Ponnavolu

Journal:

Journal of Retailing

Year:

2002

Language:

english

File:

PDF, 74 KB

english, 2002

3

Personal Selling and Sales Management in the New Millennium

Rolph E. Anderson

Journal:

Journal of Personal Selling and Sales Management

Year:

1996

Language:

english

File:

PDF, 2.66 MB

english, 1996

4

An Empirical Investigation of Sales Management Training Programs for Sales Managers

Rolph Anderson, Rajiv Mehta and James Strong

Journal:

Journal of Personal Selling and Sales Management

Year:

1997

Language:

english

File:

PDF, 1.96 MB

english, 1997

5

E-satisfaction and e-loyalty: A contingency framework

Rolph E. Anderson, Srini S. Srinivasan

Journal:

Psychology and Marketing

Year:

2003

Language:

english

File:

PDF, 151 KB

english, 2003

6

Concepts and strategy guidelines for designing value enhancing sales promotions

Srinivasan, Srini S., Anderson, Rolph E.

Journal:

Journal of Product & Brand Management

Year:

1998

Language:

english

File:

PDF, 83 KB

english, 1998

7

Consumer Dissatisfaction: The Effect of Disconfirmed Expectancy on Perceived Product Performance

Rolph E. Anderson

Journal:

Journal of Marketing Research

Year:

1973

Language:

english

File:

PDF, 1.32 MB

english, 1973

8

Customer Relationship Management: Strategy, Process, and Technology || Customer Relationship Management: Its Dimensions and Effect on Customer Outcomes

Frederick Hong-Kit Yim, Rolph E. Anderson and Srinivasan Swaminathan

Journal:

Journal of Personal Selling and Sales Management

Year:

2004

Language:

english

File:

PDF, 1.93 MB

english, 2004

9

Technical Wording in Advertising: Implications for Market Segmentation

Rolph E. Anderson and Marvin A. Jolson

Journal:

Journal of Marketing

Year:

1980

Language:

english

File:

PDF, 1.83 MB

english, 1980

10

Customer Satisfaction and Loyalty in E-Markets: A PLS Path Modeling Approach

Anderson, Rolph E., Swaminathan, Srinivasan

Journal:

The Journal of Marketing Theory and Practice

Year:

2011

Language:

english

File:

PDF, 595 KB

english, 2011

11

Managing Channel Partner Relationships: A Cross-National Study

Mehta, Rajiv, Anderson, Rolph E., Dubinsky, Alan J., Mazur, Jolanta, Polsa, Pia

Journal:

Journal of Global Marketing

Year:

2011

Language:

english

File:

PDF, 180 KB

english, 2011

12

Transformational leadership effects on salespeopleâs attitudes, striving, and performance

Gao, Ronnie (Chuang Rang), Murphy, William H., Anderson, Rolph E.

Journal:

Journal of Business Research

Year:

2020

File:

PDF, 752 KB

2020

13

Emerging Trends in Sales Thought and Practiceby Gerald J. Bauer; Mark S. Baunchalk; Thomas N. Ingram; Raymond W. LaForge

Review by: Rolph Anderson

Journal:

Journal of Personal Selling and Sales Management

Year:

1999

Language:

english

File:

PDF, 501 KB

english, 1999

14

Provenance, evolution, and transition of personal selling and sales management to strategic marketing channel management

Anderson, Rolph E., Cohen, Alex H., Christ, Paul F., Mehta, Rajiv, Dubinsky, Alan J.

Journal:

Journal of Marketing Channels

Year:

2019

Language:

english

File:

PDF, 1.64 MB

english, 2019

15

Marketing channel management and the sales manager

Rajiv Mehta, Alan J Dubinsky, Rolph E Anderson

Journal:

Industrial Marketing Management

Year:

2002

Language:

english

File:

PDF, 118 KB

english, 2002

16

Importance of Alternative Rewards: Impact Of Managerial Level

Alan J. Dubinsky, Rolph E. Anderson, Rajiv Mehta

Journal:

Industrial Marketing Management

Year:

2000

Language:

english

File:

PDF, 76 KB

english, 2000

17

Will the real channel manager please stand up?

Rolph E. Anderson, Rajiv Mehta, Alan J. Dubinsky

Journal:

Business Horizons

Year:

2003

Language:

english

File:

PDF, 93 KB

english, 2003

18

Managing International Distribution Channel Partners: A Cross-Cultural Approach

Mehta, Rajiv, Anderson, Rolph E., Dubinsky, Alan J., Polsa, Pia, Mazur, Jolanta

Journal:

Journal of Marketing Channels

Year:

2010

Language:

english

File:

PDF, 204 KB

english, 2010

19

Leadership style, motivation and performance in international marketing channels

Mehta, Rajiv, Dubinsky, Alan J., Anderson, Rolph E.

Journal:

European Journal of Marketing

Year:

2003

Language:

english

File:

PDF, 415 KB

english, 2003

20

The World Class Sales Manager:

Anderson, Rolph, Rosenbloom, Bert

Journal:

Journal of Global Marketing

Year:

1992

Language:

english

File:

PDF, 845 KB

english, 1992

21

Role of the Sales Manager in Channel Management: Impact of Organizational Variables

Rajiv Mehta, Bert Rosenbloom and Rolph Anderson

Journal:

Journal of Personal Selling and Sales Management

Year:

2000

Language:

english

File:

PDF, 1.22 MB

english, 2000

22

Leaders in Selling and Sales Management in Memoriam: Marvin A. Jolson — Nonpareil Ambassador of Selling and Sales Management

Alan J. Dubinsky, Rolph E. Anderson and Lucette B. Comer

Journal:

Journal of Personal Selling and Sales Management

Year:

2001

Language:

english

File:

PDF, 396 KB

english, 2001

23

Technical Wording in Advertising: Implications for Market Segmentation

Anderson, Rolph E., Jolson, Marvin A.

Journal:

Journal of Marketing

Year:

1980

Language:

english

File:

PDF, 1.39 MB

english, 1980

24

Our working women: An underutilized resource

Rolph E. Anderson, Richard J. Tersine

Journal:

Business Horizons

Year:

1973

Language:

english

File:

PDF, 657 KB

english, 1973

25

The sales manager: Tomorrow's super marketer

Bet Rosenbloom, Rolph E. Anderson

Journal:

Business Horizons

Year:

1984

Language:

english

File:

PDF, 576 KB

english, 1984

26

The impact of technology on evolving roles of salespeople

Christ, Paul, Anderson, Rolph

Journal:

Journal of Historical Research in Marketing

Year:

2011

Language:

english

File:

PDF, 257 KB

english, 2011

27

Satisfaction with sales manager training ‐ Design and implementation issues

Dubinsky, Alan J., Mehta, Rajiv, Anderson, Rolph E.

Journal:

European Journal of Marketing

Year:

2001

Language:

english

File:

PDF, 289 KB

english, 2001

28

Society and Marketingby Norman Kangun

Review by: Rolph E. Anderson

Journal:

Journal of Marketing

Year:

1973

Language:

english

File:

PDF, 510 KB

english, 1973

29

Global Sales Manager Leadership Styles

Larsen, Trina, Rosenbloom, Bert, Anderson, Rolph, Mehta, Rajiv

Journal:

Journal of Global Marketing

Year:

2000

Language:

english

File:

PDF, 1.36 MB

english, 2000

30

Correlates and Determinants of Sales Force Tenure: An Exploratory Study

Marvin A. Jolson, Alan J. Dubinsky and Rolph E. Anderson

Journal:

Journal of Personal Selling and Sales Management

Year:

1987

Language:

english

File:

PDF, 2.93 MB

english, 1987

31

Cognitive Consistency Theory and Student Evaluation of Teacher Effectiveness

Rolph E. Anderson, Kwang S. Choi and Joseph F. Hair Jr.

Journal:

The Journal of Experimental Education

Year:

1975

Language:

english

File:

PDF, 1.37 MB

english, 1975

32

Building loyalty in e-commerce: Impact of business and customer characteristics

Swaminathan, Srinivasan, Anderson, Rolph, Song, Lei

Journal:

Journal of Marketing Channels

Year:

2019

Language:

english

File:

PDF, 1.59 MB

english, 2019

33

Book Review: Society and Marketing

Anderson, Rolph E.

Journal:

Journal of Marketing

Year:

1973

File:

PDF, 509 KB

1973

34

What retailers need to understand about website inaccessibility and disabled consumers: Challenges and opportunities

Cohen, Alex H., Fresneda, Jorge E., Anderson, Rolph E.

Journal:

Journal of Consumer Affairs

Year:

2020

File:

PDF, 4.12 MB

2020

35

Empowering salespeople: Personal, managerial, and organizational perspectives

Rolph E. Anderson, Wen-yeh (Rene) Huang

Journal:

Psychology and Marketing

Year:

2006

Language:

english

File:

PDF, 222 KB

english, 2006

36

Channel management and sales management: Some key interfaces

Bert Rosenbloom, Rolph Anderson

Journal:

Journal of the Academy of Marketing Science

Year:

1985

Language:

english

File:

PDF, 516 KB

english, 1985

37

Consumer expectations and the communications gap: Causes of consumer dissatisfaction

Rolph E. Anderson, Marvin A. Jolson

Journal:

Business Horizons

Year:

1973

Language:

english

File:

PDF, 399 KB

english, 1973

38

Selection, Training, and Performance Evaluation of Sales Managers: An Empirical Investigation

Dubinsky, Alan J., Anderson, Rolph E., Mehta, Rajiv

Journal:

Journal of Business-to-Business Marketing

Year:

1999

Language:

english

File:

PDF, 381 KB

english, 1999

39

Determinants and Consequences of Cooperation in International Strategic Distribution Channel Alliances

Mehta, Rajiv, Ito, Takao, Mazur, Jolanta, Anderson, Rolph E.

Journal:

Contemporary Management Research

Year:

2013

Language:

english

File:

PDF, 49 KB

english, 2013

40

Differences in Customers’ Online Service Satisfaction Across Cultures: The Role of Thinking Style

Song, Lei, Swaminathan, Srinivasan, Anderson, Rolph E.

Journal:

Journal of Marketing Channels

Year:

2015

Language:

english

File:

PDF, 179 KB

english, 2015

41

How Do Sales Managers Perceive Their Roles?

Rajiv Mehta, Rolph Anderson, Khalid Dubas, Alan J. Dubinsky and Sandra S. Liu

Journal:

Journal of Managerial Issues

Year:

1999

Language:

english

File:

PDF, 2.05 MB

english, 1999

42

Salesperson Failure: A Case of Sales Manager Risk and Responsibility

Alan J. Dubinsky, Marvin A. Jolson, Rolph E. Anderson and Rajiv Mehta

Journal:

Risk Management

Year:

2001

Language:

english

File:

PDF, 1.40 MB

english, 2001

43

Marketing Threat Appeals: A Conceptual Framework And Implications For Practitioners

James T. Strong, Rolph E. Anderson and Khalid M. Dubas

Journal:

Journal of Managerial Issues

Year:

1993

Language:

english

File:

PDF, 1.32 MB

english, 1993

44

The use of 9‐ending prices: contrasting the USA with Poland

Suri, Rajneesh, Anderson, Rolph E., Kotlov, Vassili

Journal:

European Journal of Marketing

Year:

2004

Language:

english

File:

PDF, 251 KB

english, 2004

45

Cognitive Consistency Theory and Student Evaluation of Teacher Effectiveness

Anderson, Rolph E., Choi, Kwang S., Hair, Joseph F.

Journal:

The Journal of Experimental Education

Year:

1975

Language:

english

File:

PDF, 1.20 MB

english, 1975

46

The perceived importance of sales managers’ rewards: a career stage perspective

Mehta, Rajiv, Anderson, Rolph E., Dubinsky, Alan J.

Journal:

Journal of Business & Industrial Marketing

Year:

2000

Language:

english

File:

PDF, 160 KB

english, 2000

47

The Scholarship of Teaching in Sales Education

Anderson, Rolph E., Dixon, Andrea L., Jones, Eli, Johnston, Mark W., LaForge, Raymond W., Marshall, Greg W., Tanner, John F.

Journal:

Marketing Education Review

Year:

2005

Language:

english

File:

PDF, 1.54 MB

english, 2005

48

The salesperson's role in CRM success: Exploring the value of salespersons' mapping of buying centre structure

Kothandaraman, Prabakar, Agnihotri, Raj, Anderson, Rolph E.

Journal:

The Marketing Review

Year:

2011

Language:

english

File:

PDF, 92 KB

english, 2011

49

The Effects of Expectation Disconfirmations on Customer Outcomes in E-Markets: Impact of National Culture

Song, Lei, Weisstein, Fei L., Anderson, Rolph E., Swaminathan, Srinivasan, Wu, Gavin Jiayun, Feng, Shan, Tan, Kang (Frank)

Journal:

Journal of Marketing Channels

Year:

2016

Language:

english

File:

PDF, 503 KB

english, 2016