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1

Revolution in Sales: The Impact of Social Media and Related Technology on the Selling Environment

Marshall, Greg W., Moncrief, William C., Rudd, John M., Lee, Nick

Journal:

Journal of Personal Selling and Sales Management

Year:

2012

Language:

english

File:

PDF, 290 KB

english, 2012

2

The evolution of the seven steps of selling

William C. Moncrief, Greg W. Marshall

Journal:

Industrial Marketing Management

Year:

2005

Language:

english

File:

PDF, 225 KB

english, 2005

3

Strategic Account Management: Conceptualizing, Integrating, and Extending the Domain from Fluid to Dedicated Accounts

Bradford, Kevin D., Challagalla, Goutam N., Hunter, Gary K., Moncrief, William C.

Journal:

Journal of Personal Selling and Sales Management

Year:

2012

Language:

english

File:

PDF, 641 KB

english, 2012

4

Hiring for success at the buyer–seller interface

Greg W. Marshall, Daniel J. Goebel, William C. Moncrief

Journal:

Journal of Business Research

Year:

2003

Language:

english

File:

PDF, 125 KB

english, 2003

5

The Complexities of Sales and Sales Management Research: A Historical Analysis from 1990 to 2005

Carter, Robert E., Dixon, Andrea L., Moncrief, William C.

Journal:

Journal of Personal Selling and Sales Management

Year:

2008

Language:

english

File:

PDF, 336 KB

english, 2008

6

Selling Activity and Sales Position Taxonomies for Industrial Salesforces

William C. Moncrief III

Journal:

Journal of Marketing Research

Year:

1986

Language:

english

File:

PDF, 494 KB

english, 1986

7

Toward a Shortened Measure of Adaptive Selling

Leroy Robinson, Jr., Greg W. Marshall, William C. Moncrief and Felicia G. Lassk

Journal:

Journal of Personal Selling and Sales Management

Year:

2002

Language:

english

File:

PDF, 1.19 MB

english, 2002

8

Sales scholarship: honoring the past and defining the future (Key takeaways from the 2018 American Marketing Association Faculty Consortium: New Horizons in Selling and Sales Management)

Flaherty, Karen E., Lassk, Felicia, Lee, Nick, Marshall, Greg W., Moncrief, William C., Mulki, Jay P., Pullins, Ellen Bolman

Journal:

Journal of Personal Selling and Sales Management

Year:

2018

Language:

english

File:

PDF, 480 KB

english, 2018

9

Five types of industrial sales jobs

William C. Moncrief

Journal:

Industrial Marketing Management

Year:

1988

Language:

english

File:

PDF, 675 KB

english, 1988

10

The Current State of Sales Force Activities

Greg W Marshall, William C Moncrief, Felicia G Lassk

Journal:

Industrial Marketing Management

Year:

1999

Language:

english

File:

PDF, 64 KB

english, 1999

11

The role of emotional exhaustion in sales force attitude and behavior relationships

Emin Babakus, David W. Cravens, Mark Johnston, William C. Moncrief

Journal:

Journal of the Academy of Marketing Science

Year:

1999

Language:

english

File:

PDF, 1.24 MB

english, 1999

12

Linking Performance Outcomes to Salesperson Organizational Citizenship Behavior in an Industrial Sales Setting

Marshall, Greg W., Moncrief, William C., Lassk, Felicia G., Shepherd, C. David

Journal:

Journal of Personal Selling and Sales Management

Year:

2012

Language:

english

File:

PDF, 470 KB

english, 2012

13

A CONTEMPORARY TAXONOMY OF SALES POSITIONS

Moncrief, William C., Marshall, Greg W., Lassk, Felicia G.

Journal:

Journal of Personal Selling and Sales Management

Year:

2006

Language:

english

File:

PDF, 104 KB

english, 2006

14

Antecedents and consequences of salesperson burnout

Low, George S., Cravens, David W., Grant, Ken, Moncrief, William C.

Journal:

European Journal of Marketing

Year:

2001

Language:

english

File:

PDF, 384 KB

english, 2001

15

A Comparison of Sales Activities in an International Setting

Moncrief, William C

Journal:

Journal of International Consumer Marketing

Year:

1988

Language:

english

File:

PDF, 2.06 MB

english, 1988

16

Twenty-Fifth Anniversary of the "Journal of Personal Selling & Sales Management" || CRM in Sales-Intensive Organizations: A Review and Future Directions

John E. Tanner Jr., Michael Ahearne, Thomas W. Leigh, Charlotte H. Mason and William C. Moncrief

Journal:

Journal of Personal Selling and Sales Management

Year:

2005

Language:

english

File:

PDF, 1.79 MB

english, 2005

17

Tracking Academic Research in Selling and Sales Management: Authors, Authorships, Academic Institutions, and Journals

William C. Moncrief, Greg W. Marshall and Courtney Watkins

Journal:

Journal of Personal Selling and Sales Management

Year:

2000

Language:

english

File:

PDF, 1.34 MB

english, 2000

18

Print Advertising Strategies of International Firms

Moncrief, William C., Landry, Robert M.

Journal:

International Journal of Advertising

Year:

1985

Language:

english

File:

PDF, 851 KB

english, 1985

19

Selling Activity and Sales Position Taxonomies for Industrial Salesforces

Moncrief, William C.

Journal:

Journal of Marketing Research

Year:

1986

Language:

english

File:

PDF, 1.07 MB

english, 1986

20

Salesforce entertainment activities

David W. Finn, William C. Moncrief

Journal:

Industrial Marketing Management

Year:

1985

Language:

english

File:

PDF, 706 KB

english, 1985

21

Ten key activities of industrial salespeople

William C. Moncrief

Journal:

Industrial Marketing Management

Year:

1986

Language:

english

File:

PDF, 784 KB

english, 1986

22

Laptop computers in industrial sales

William C. Moncrief III., Charles W. Lamb Jr., Jane M. Mackay

Journal:

Industrial Marketing Management

Year:

1991

Language:

english

File:

PDF, 697 KB

english, 1991

23

Reexamining gender issues in salesperson propensity to leave

Daniel M Ladik, Greg W Marshall, Felicia G Lassk, William C Moncrief

Journal:

Industrial Marketing Management

Year:

2002

Language:

english

File:

PDF, 123 KB

english, 2002

24

Marketing's role in product and service quality

David W. Cravens, Charles W. Holland, Charles W. Lamb Jr., William C. Moncrief III

Journal:

Industrial Marketing Management

Year:

1988

Language:

english

File:

PDF, 1.85 MB

english, 1988

25

Formal and informal management control combinations in sales organizations: The impact on salesperson consequences

David W Cravens, Felicia G Lassk, George S Low, Greg W Marshall, William C Moncrief

Journal:

Journal of Business Research

Year:

2004

Language:

english

File:

PDF, 164 KB

english, 2004

26

Examining Gender Differences in Field Sales Organizations

William C Moncrief, Emin Babakus, David W Cravens, Mark W Johnston

Journal:

Journal of Business Research

Year:

2000

Language:

english

File:

PDF, 133 KB

english, 2000

27

Sequential modeling approach for redeploying selling effort in field salesforces

David W. Cravens, William C. Moncrief, Charles W. Lamb Jr., Terry Dielman

Journal:

Journal of Business Research

Year:

1990

Language:

english

File:

PDF, 1.24 MB

english, 1990

28

The role of satisfaction with territory design on the motivation, attitudes, and work outcomes of salespeople

Ken Grant, David W. Cravens, George S. Low, William C. Moncrief

Journal:

Journal of the Academy of Marketing Science

Year:

2001

Language:

english

File:

PDF, 1.46 MB

english, 2001

29

Improving Professional Selling Effectiveness Through the Alignment of Buyer and Seller Exchange Approaches

Autry, Chad W., Williams, Michael R., Moncrief, William C.

Journal:

Journal of Personal Selling and Sales Management

Year:

2013

Language:

english

File:

PDF, 466 KB

english, 2013

30

Tracking and Updating Academic Research in Selling and Sales Management: A Decade Later

Richards, Keith A., Moncrief, William C., Marshall, Greg W.

Journal:

Journal of Personal Selling and Sales Management

Year:

2010

Language:

english

File:

PDF, 164 KB

english, 2010

31

Creating research collaboration among the global community of sales scholars: key takeaways from the 2013 AMA faculty consortium

Moncrief, William C., Marshall, Greg W., Lee, Nick J., Cron, William L.

Journal:

Journal of Personal Selling and Sales Management

Year:

2014

Language:

english

File:

PDF, 120 KB

english, 2014

32

Social media and related technology: Drivers of change in managing the contemporary sales force

Moncrief, William C., Marshall, Greg W., Rudd, John M.

Journal:

Business Horizons

Year:

2015

Language:

english

File:

PDF, 341 KB

english, 2015

33

Making Sense of the Customer's Role in the Personal Selling Process: A Theory of Organizing and Sensemaking Perspective

Shannahan, Rachelle J., Bush, Alan J., Moncrief, William C., Shannahan, Kirby L. J.

Journal:

Journal of Personal Selling and Sales Management

Year:

2013

Language:

english

File:

PDF, 358 KB

english, 2013

34

How salesperson perceptions of customers' pro-social behaviors help drive salesperson performance

Shannahan, Rachelle J., Bush, Alan J., Shannahan, Kirby L.J., Moncrief, William C.

Journal:

Industrial Marketing Management

Year:

2015

Language:

english

File:

PDF, 744 KB

english, 2015

35

MANAGEMENT OF SOFT-TISSUE TRAUMA AFTER A NUCLEAR STRIKE

Moncrief, William H.

Journal:

JAMA The Journal of the American Medical Association

Year:

1959

Language:

english

File:

PDF, 541 KB

english, 1959

36

Examining the antecedents and consequences of salesperson job stress

Moncrief, William C., Babakus, Emin, Cravens, David W., Johnston, Mark

Journal:

European Journal of Marketing

Year:

1997

Language:

english

File:

PDF, 210 KB

english, 1997

37

Survival Analysis: A New Approach to Analyzing Sales Force Retention

William C. Moncrief III, Ronald Hoverstad and George H. Lucas, Jr.

Journal:

Journal of Personal Selling and Sales Management

Year:

1989

Language:

english

File:

PDF, 1.47 MB

english, 1989

38

A Contemporary Taxonomy of Sales Positions

William C. Moncrief, Greg W. Marshall and Felicia G. Lassk

Journal:

Journal of Personal Selling and Sales Management

Year:

2006

Language:

english

File:

PDF, 1.36 MB

english, 2006

39

Examining the Role of Organizational Variables in the Salesperson Job Satisfaction Model

Emin Babakus, David W. Cravens, Mark Johnston and William C. Moncrief

Journal:

Journal of Personal Selling and Sales Management

Year:

1996

Language:

english

File:

PDF, 1.62 MB

english, 1996

40

Salesperson Job Involvement: A Modern Perspective and a New Scale

Felicia G. Lassk, Greg W. Marshall, David W. Cravens and William C. Moncrief

Journal:

Journal of Personal Selling and Sales Management

Year:

2001

Language:

english

File:

PDF, 1.70 MB

english, 2001

41

Implications and Applications for the Practicing Professional || Developing Telemarketing Support Systems

William C. Moncrief, Charles W. Lamb, Jr. and Terry Dielman

Journal:

Journal of Personal Selling and Sales Management

Year:

1986

Language:

english

File:

PDF, 940 KB

english, 1986

42

Sales Contests: A New Look at an Old Management Tool

William C. Moncrief, Sandra H. Hart and Daniel Robertson

Journal:

Journal of Personal Selling and Sales Management

Year:

1988

Language:

english

File:

PDF, 955 KB

english, 1988

43

Examining the Roles of Telemarketing in Selling Strategy

William C. Moncrief, Shannon H. Shipp, Charles W. Lamb, Jr. and David W. Cravens

Journal:

Journal of Personal Selling and Sales Management

Year:

1989

Language:

english

File:

PDF, 1.70 MB

english, 1989

44

Taking the Good with the Bad–—Customer Type as a Segmentation Criterion and Differential Influencer of Sales Performance

Shannahan, Rachelle J., Shannahan, Kirby L. J., Bush, Alan J., Moncrief, William C.

Journal:

The Journal of Marketing Theory and Practice

Year:

2016

Language:

english

File:

PDF, 432 KB

english, 2016

45

The Complexities of Sales and Sales Management Research: A Historical Analysis from 1990 to 2005

Robert E. Carter, Andrea L. Dixon and William C. Moncrief

Journal:

Journal of Personal Selling and Sales Management

Year:

2008

Language:

english

File:

PDF, 1.95 MB

english, 2008

46

The Nuclear Weapon Explosion and Its Effect on Treatment of Soft Tissue Wounds

Moncrief, William H.

Journal:

Surgical Clinics

Year:

1958

Language:

english

File:

PDF, 763 KB

english, 1958

47

The Use of Sales Management Role Playing Exercises

Moncrief, William C.

Journal:

Marketing Education Review

Year:

1991

File:

PDF, 988 KB

1991

48

A novel process for the epimerization of glucosepentaacetate involving imidazole catalyzed acyl transfer

Leon Mandell, J.William Moncrief, J.H. Goldstein

Journal:

Tetrahedron Letters

Year:

1963

Language:

english

File:

PDF, 72 KB

english, 1963

49

The crystal and molecular structures of NbCl(OCH3)2(dedtc)2 and NbBr(OCH3)2(dedtc)2

J.William Moncrief, Daniel C. Pantaleo, Nantelle E. Smith

Journal:

Inorganic and Nuclear Chemistry Letters

Year:

1971

Language:

english

File:

PDF, 149 KB

english, 1971

50

Improving judgment-based salesforce decision model applications

Raymond W. LaForge, Charles W. Lamb, David W. Cravens, William C. Moncrief

Journal:

Journal of the Academy of Marketing Science

Year:

1989

Language:

english

File:

PDF, 1.15 MB

english, 1989