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1

The Future of Sales Training: Challenges and Related Research Questions

Lassk, Felicia G., Ingram, Thomas N., Kraus, Florian, Di Mascio, Rita

Journal:

Journal of Personal Selling and Sales Management

Year:

2012

Language:

english

File:

PDF, 260 KB

english, 2012

2

Evaluating Multiple Sales Channel Strategies

Cravens, David W, Ingram, Thomas N, LaForge, Raymond W

Journal:

Journal of Business & Industrial Marketing

Year:

1991

Language:

english

File:

PDF, 512 KB

english, 1991

3

Well-founded social fictions: a defence of the concepts of institutional and familial habitus

Burke, Ciaran Thomas, Emmerich, Nathan, Ingram, Nicola

Journal:

British Journal of Sociology of Education

Year:

2013

Language:

english

File:

PDF, 153 KB

english, 2013

4

Sales Force Ethics — Strategic Implications and Leadership Challenges || Salesperson Ethical Decision Making: The Impact of Sales Leadership and Sales Management Control Strategy

Thomas N. Ingram, Raymond W. LaForge and Charles H. Schwepker, Jr.

Journal:

Journal of Personal Selling and Sales Management

Year:

2007

Language:

english

File:

PDF, 2.18 MB

english, 2007

5

Behavior-Based and Outcome-Based Salesforce Control Systems

David W. Cravens, Thomas N. Ingram, Raymond W. LaForge and Clifford E. Young

Journal:

Journal of Marketing

Year:

1993

Language:

english

File:

PDF, 645 KB

english, 1993

6

French Policy and Developments in Indochina

Priestley, Herbert Ingram, Ennis, Thomas E.

Journal:

The American Historical Review

Year:

1937

Language:

english

File:

PDF, 292 KB

english, 1937

7

Salesforce Socialization

Alan J. Dubinsky, Roy D. Howell, Thomas N. Ingram and Danny N. Bellenger

Journal:

Journal of Marketing

Year:

1986

Language:

english

File:

PDF, 630 KB

english, 1986

8

Preparing Youth for the Transition into Adulthood: A Process Description

Ringle, Jay L., Ingram, Stephanie, Newman, Veronica, Thompson, Ronald W., Waite, Thomas

Journal:

Residential Treatment for Children & Youth

Year:

2008

Language:

english

File:

PDF, 79 KB

english, 2008

9

Twenty-Fifth Anniversary of the "Journal of Personal Selling & Sales Management" || New Directions in Sales Leadership Research

Thomas N. Ingram, Raymond W. LaForge, William B. Locander, Scott B. MacKenzie and Philip M. Podsakoff

Journal:

Journal of Personal Selling and Sales Management

Year:

2005

Language:

english

File:

PDF, 2.34 MB

english, 2005

10

Assessing Africa-Wide Pangolin Exploitation by Scaling Local Data

Ingram, Daniel J., Coad, Lauren, Abernethy, Katharine A., Maisels, Fiona, Stokes, Emma J., Bobo, Kadiri S., Breuer, Thomas, Gandiwa, Edson, Ghiurghi, Andrea, Greengrass, Elizabeth, Holmern, Tomas, Kam

Journal:

Conservation Letters

Year:

2017

Language:

english

File:

PDF, 453 KB

english, 2017

11

Transgender Policy in Sport, A Review of Current Policy and Commentary of the Challenges of Policy Creation

Ingram, Benjamin James, Thomas, Connie Lynn

Journal:

Current Sports Medicine Reports

Year:

2019

File:

PDF, 477 KB

2019

12

Shortcomings of sales training programs

Earl D. Honeycutt Jr., Vince Howe, Thomas N. Ingram

Journal:

Industrial Marketing Management

Year:

1993

Language:

english

File:

PDF, 758 KB

english, 1993

13

The Difference between Earnings and Operating Cash Flow as an Indicator of Financial Reporting Fraud

THOMAS A. LEE, ROBERT W. INGRAM, THOMAS P. HOWARD

Journal:

Contemporary Accounting Research

Year:

1999

Language:

english

File:

PDF, 11.29 MB

english, 1999

14

Book reviews

Binney, Judith, Morris, Jan, Morrison, Kenneth M., Bassett, D. K., Ray, Aniruddha, Sturgis, James, Nightingale, Pamela, Graham, Gerald S., Ingram, Edward, McLean, D., Goldring, Philip, Metcalf, Thomas

Journal:

The Journal of Imperial & Commonwealth History

Year:

1981

Language:

english

File:

PDF, 2.11 MB

english, 1981

15

Strategic alignment for sales organization transformation

LaForge, Raymond W., Ingram, Thomas N., Cravens, David W.

Journal:

Journal of Strategic Marketing

Year:

2009

Language:

english

File:

PDF, 209 KB

english, 2009

16

Personal and Organizational Variables: Their Relative Effect on Reward Valences of Industrial Salespeople

Thomas N. Ingram and Danny N. Bellenger

Journal:

Journal of Marketing Research

Year:

1983

Language:

english

File:

PDF, 1.32 MB

english, 1983

17

FROM SELLING TO SALES MANAGEMENT: A DEVELOPMENTAL MODEL

Dubinsky, Alan J., Ingram, Thomas N.

Journal:

Journal of Consumer Marketing

Year:

1984

Language:

english

File:

PDF, 765 KB

english, 1984

18

Prediction of CO 2 and H 2 S solubility and enthalpy of absorption in reacting N-methyldiethanolamine /water systems with ePC-SAFT

Wangler, Anton, Sieder, Georg, Ingram, Thomas, Heilig, Manfred, Held, Christoph

Journal:

Fluid Phase Equilibria

Year:

2017

Language:

english

File:

PDF, 1.27 MB

english, 2017

19

Motivational Segments in the Sales Force

Thomas N. Ingram and Danny N. Bellenger

Journal:

California Management Review

Year:

1982

Language:

english

File:

PDF, 1.17 MB

english, 1982

20

Behavior-Based and Outcome-Based Salesforce Control Systems

Cravens, David W., Ingram, Thomas N., LaForge, Raymond W., Young, Clifford E.

Journal:

Journal of Marketing

Year:

1993

Language:

english

File:

PDF, 1.51 MB

english, 1993

21

Nonstore versus store retailing. A situationally based market structure assessment

Kenneth C. Gehrt, Thomas N. Ingram, Vince Howe

Journal:

Journal of Direct Marketing

Year:

1991

Language:

english

File:

PDF, 831 KB

english, 1991

22

A portfolio approach to account profitability

Alan J. Dubinsky, Thomas N. Ingram

Journal:

Industrial Marketing Management

Year:

1984

Language:

english

File:

PDF, 958 KB

english, 1984

23

Improving sales training cycle times for new trainees: An exploratory study

R.Edward Bashaw, Thomas N Ingram, Bruce D Keillor

Journal:

Industrial Marketing Management

Year:

2002

Language:

english

File:

PDF, 129 KB

english, 2002

24

Information Provided by Accrual and Cash-Flow Measures of Operating Activities

Robert W. Ingram, Thomas A. Lee

Journal:

Year:

1997

Language:

english

File:

PDF, 143 KB

english, 1997

25

Investigating the relationships among sales, management control, sales territory design, salesperson performance, and sales organization effectiveness

Emin Babakus, David W. Cravens, Ken Grant, Thomas N. Ingram, Raymond W. LaForge

Journal:

International Journal of Research in Marketing

Year:

1996

Language:

english

File:

PDF, 1.33 MB

english, 1996

26

Managing culturally diverse buyer-seller relationships: The role of intercultural disposition and adaptive selling in developing intercultural communication competence

Victoria D. Bush, Gregory M. Rose, Faye Gilbert, Thomas N. Ingram

Journal:

Journal of the Academy of Marketing Science

Year:

2001

Language:

english

File:

PDF, 1.44 MB

english, 2001

27

Prophylaxis versus Episodic Treatment to Prevent Joint Disease in Boys with Severe Hemophilia

Manco-Johnson, Marilyn J., Abshire, Thomas C., Shapiro, Amy D., Riske, Brenda, Hacker, Michele R., Kilcoyne, Ray, Ingram, J. David, Manco-Johnson, Michael L., Funk, Sharon, Jacobson, Linda, Valentino,

Journal:

Boston Medical and Surgical Journal

Year:

2007

Language:

english

File:

PDF, 277 KB

english, 2007

28

Sales Organization Recovery Management and Relationship Selling: A Conceptual Model and Empirical Test

Gonzalez, Gabriel R., Hoffman, K. Douglas, Ingram, Thomas N., LaForge, Raymond W.

Journal:

Journal of Personal Selling and Sales Management

Year:

2010

Language:

english

File:

PDF, 216 KB

english, 2010

29

Mechanisms of Disease: nicotine—a review of its actions in the context of gastrointestinal disease

Thomas, Gareth AO, Rhodes, John, Ingram, John R

Journal:

Nature Clinical Practice Gastroenterology & Hepatology

Year:

2005

Language:

english

File:

PDF, 164 KB

english, 2005

30

Salesperson Ethical Decision Making: the Impact of Sales Leadership and Sales Management Control Strategy

Ingram, Thomas, LaForge, Raymond, Schwepker, Charles

Journal:

Journal of Personal Selling and Sales Management

Year:

2007

Language:

english

File:

PDF, 218 KB

english, 2007

31

Development and Characterization of an Acellular Porcine Medial Meniscus for Use in Tissue Engineering

Stapleton, Thomas W., Ingram, Joanne, Katta, Jaynath, Knight, Richard, Korossis, Sotirios, Fisher, John, Ingham, Eileen

Journal:

Tissue Engineering Part A

Year:

2008

Language:

english

File:

PDF, 20.89 MB

english, 2008

32

In Search of Excellent Sales Organizations

Cravens, David W., Grant, Ken, Ingram, Thomas N., LaForge, Raymond W., Young, Clifford

Journal:

European Journal of Marketing

Year:

1992

Language:

english

File:

PDF, 461 KB

english, 1992

33

Service Provider Job Satisfaction and Customer

Hoffman, K. Douglas, Ingram, Thomas N.

Journal:

Journal of Services Marketing

Year:

1992

Language:

english

File:

PDF, 551 KB

english, 1992

34

An Empirical Assessment of Salesperson Motivation, Commitment, and Job Outcomes

Thomas N. Ingram, Keun S. Lee and Steven J. Skinner

Journal:

Journal of Personal Selling and Sales Management

Year:

1989

Language:

english

File:

PDF, 1.20 MB

english, 1989

35

Climate challenges, vulnerabilities, and food security

Nelson, Margaret C., Ingram, Scott E., Dugmore, Andrew J., Streeter, Richard, Peeples, Matthew A., McGovern, Thomas H., Hegmon, Michelle, Arneborg, Jette, Kintigh, Keith W., Brewington, Seth, Spielman

Journal:

Proceedings of the National Academy of Sciences

Year:

2015

Language:

english

File:

PDF, 704 KB

english, 2015

36

“ It is amazing how complete is the delusion that beauty is goodness ”: Expectancies associated with tween makeup ownership

Thyne, Maree, Robertson, Kirsten, Thomas, Tabitha, Ingram, Mikaela

Journal:

International Journal of Consumer Studies

Year:

2016

Language:

english

File:

PDF, 1.04 MB

english, 2016

37

Improving Relationship Selling through Failure Analysis and Recovery Efforts: A Framework and Call to Action

Gabriel R. Gonzalez, K. Douglas Hoffman and Thomas N. Ingram

Journal:

Journal of Personal Selling and Sales Management

Year:

2005

Language:

english

File:

PDF, 1.40 MB

english, 2005

38

PAX7 expression in sarcomas bearing the EWSR1-NFATC2 translocation

Charville, Gregory W., Wang, Wei-Lien, Ingram, Davis R., Roy, Angshumoy, Thomas, Dafydd, Patel, Rajiv M., Hornick, Jason L., van de Rijn, Matt, Lazar, Alexander J.

Journal:

Modern Pathology

Year:

2018

Language:

english

File:

PDF, 296 KB

english, 2018

39

Current trends and open problems in arithmetic dynamics

Benedetto, Robert, Ingram, Patrick, Jones, Rafe, Manes, Michelle, Silverman, Joseph H., Tucker, Thomas J.

Journal:

Bulletin of the American Mathematical Society

Year:

2019

Language:

english

File:

PDF, 878 KB

english, 2019

40

Preliminary observations of oral nicotine therapy for inflammatory bowel disease: An open-label phase I-II study of tolerance

John Robert Ingram, John Rhodes, Brian K Evans, Dr. Gareth A. O. Thomas

Journal:

Inflammatory Bowel Diseases

Year:

2005

Language:

english

File:

PDF, 200 KB

english, 2005

41

Impact of humor on survey responses

Steven J. Skinner, Alan J. Dubinsky, Thomas N. Ingram

Journal:

Industrial Marketing Management

Year:

1983

Language:

english

File:

PDF, 445 KB

english, 1983

42

Sales force commitment and turnover

Thomas N. Ingram, Keun S. Lee

Journal:

Industrial Marketing Management

Year:

1990

Language:

english

File:

PDF, 624 KB

english, 1990

43

Why salespeople fail

Thomas N. Ingram, Charles H. Schwepker, Don Hutson

Journal:

Industrial Marketing Management

Year:

1992

Language:

english

File:

PDF, 647 KB

english, 1992

44

Adapting to diverse customers: A training matrix for international marketers

Victoria Davies Bush, Thomas Ingram

Journal:

Industrial Marketing Management

Year:

1996

Language:

english

File:

PDF, 901 KB

english, 1996

45

Initiating Structure for Legal and Ethical Decisions in a Global Sales Organization

O.C Ferrell, Thomas N Ingram, Raymond W LaForge

Journal:

Industrial Marketing Management

Year:

2000

Language:

english

File:

PDF, 58 KB

english, 2000

46

Selling in the new millennium: A joint agenda

Thomas N Ingram, Raymond W LaForge, Thomas W Leigh

Journal:

Industrial Marketing Management

Year:

2002

Language:

english

File:

PDF, 169 KB

english, 2002

47

Building and Assessing Cultural Diversity Skills:: Implications for Sales Training

Victoria D Bush, Thomas N Ingram

Journal:

Industrial Marketing Management

Year:

2001

Language:

english

File:

PDF, 69 KB

english, 2001

48

Correlates of salespeople's ethical conflict: An exploratory investigation

Alan J. Dubinsky, Thomas N. Ingram

Journal:

Journal of Business Ethics

Year:

1984

Language:

english

File:

PDF, 987 KB

english, 1984

49

Improving sales performance through ethics: The relationship between salesperson moral judgment and job performance

Charles H. Schwepker, Thomas N. Ingram

Journal:

Journal of Business Ethics

Year:

1996

Language:

english

File:

PDF, 900 KB

english, 1996

50

The influence of ethical climate and ethical conflict on role stress in the sales force

Charles H. Schwepker, O. C. Ferrell, Thomas N. Ingram

Journal:

Journal of the Academy of Marketing Science

Year:

1997

Language:

english

File:

PDF, 1023 KB

english, 1997