Pullins, Ellen: search on Z-Library

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1

Rapport building in authentic B2B sales interaction

Kaski, Timo, Niemi, Jarkko, Pullins, Ellen

Journal:

Industrial Marketing Management

Year:

2017

Language:

english

File:

PDF, 1.22 MB

english, 2017

2

Designing Loyalty-Building Programs for Packaged Goods Brands

Roehm, Michelle L., Pullins, Ellen Bolman, Roehm, Harper A.

Journal:

Journal of Marketing Research

Year:

2002

Language:

english

File:

PDF, 90 KB

english, 2002

3

A re‐examination of B2B sales performance

Zallocco, Ronald, Bolman Pullins, Ellen, Mallin, Michael L.

Journal:

Journal of Business & Industrial Marketing

Year:

2009

Language:

english

File:

PDF, 298 KB

english, 2009

4

The impact of salesperson-brand personality congruence on salesperson brand identification, motivation and performance outcomes

S. Gammoh, Bashar, L. Mallin, Michael, Bolman Pullins, Ellen

Journal:

Journal of Product & Brand Management

Year:

2014

Language:

english

File:

PDF, 554 KB

english, 2014

5

Attracting Students to Sales Positions: The Case of Effective Salesperson Recruitment Ads

Deeter-Schmelz, Dawn R., Dixon, Andrea L., Erffmeyer, Robert C., (Kate) Kim, Kyoungmi, Agnihotri, Raj, Krush, Michael T., Bolman Pullins, Ellen

Journal:

Journal of Marketing Education

Year:

2018

Language:

english

File:

PDF, 279 KB

english, 2018

6

The role of salesperson brand selling confidence in enhancing important sales management outcomes: A social identity approach

Gammoh, Bashar S., Mallin, Michael, Pullins, Ellen Bolman, Johnson, Catherine, Johnston, WesleyJ, Johnston, WesleyJ

Journal:

Journal of Business & Industrial Marketing

Year:

2018

Language:

english

File:

PDF, 539 KB

english, 2018

7

The dark side of sales technologies: how technostress affects sales professionals

Pullins, Ellen, Tarafdar, Monideepa, Pham, Phuoc

Journal:

Journal of Organizational Effectiveness: People and Performance

Year:

2020

File:

PDF, 252 KB

2020

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

An Exploratory Investigation of the Relationship of Sales Force Compensation and Intrinsic Motivation

Ellen Bolman Pullins

Journal:

Industrial Marketing Management

Year:

2001

Language:

english

File:

PDF, 61 KB

english, 2001

10

Designing Loyalty-Building Programs for Packaged Goods Brands

Michelle L. Roehm, Ellen Bolman Pullins and Harper A. Roehm, Jr.

Journal:

Journal of Marketing Research

Year:

2002

Language:

english

File:

PDF, 3.33 MB

english, 2002

11

Technostress: negative effect on performance and possible mitigations

Tarafdar, Monideepa, Pullins, Ellen Bolman., Ragu-Nathan, T. S.

Journal:

Information Systems Journal

Year:

2015

Language:

english

File:

PDF, 935 KB

english, 2015

12

Internationalizing Sales Research: Current Status, Opportunities, and Challenges

Panagopoulos, Nikolaos G., Lee, Nick, Pullins, Ellen Bolman, Avlonitis, George J., Brassier, Pascal, Guenzi, Paolo, Humenberger, Anna, Kwiatek, Piotr, Loe, Terry W., Oksanen-Ylikoski, Elina, Peterson,

Journal:

Journal of Personal Selling and Sales Management

Year:

2011

Language:

english

File:

PDF, 545 KB

english, 2011

13

Buyer versus salesperson expectations for an initial B2B sales meeting

Kaski, Timo Arvid, Hautamaki, Pia, Pullins, Ellen Bolman, Kock, Heidi

Journal:

Journal of Business & Industrial Marketing

Year:

2017

Language:

english

File:

PDF, 436 KB

english, 2017

14

The moderating effect of control systems on the relationship between commission and salesperson intrinsic motivation in a customer oriented environment

Michael L. Mallin, Ellen Bolman Pullins

Journal:

Industrial Marketing Management

Year:

2009

Language:

english

File:

PDF, 355 KB

english, 2009

15

The Top Ten Sales Articles of the 20th Century

Thomas W. Leigh, Ellen Bolman Pullins and Lucette B. Comer

Journal:

Journal of Personal Selling and Sales Management

Year:

2001

Language:

english

File:

PDF, 2.25 MB

english, 2001

16

The impact of purchase situation on salesperson communication behaviors in business markets

David A Reid, Ellen Bolman Pullins, Richard E Plank

Journal:

Industrial Marketing Management

Year:

2002

Language:

english

File:

PDF, 196 KB

english, 2002

17

Gender Issues in Buyer-Seller Relationships: Does Gender Matter in Purchasing?

Ellen Bolman Pullins, David A. Reid, Richard E. Plank

Journal:

Journal of Supply Chain Management

Year:

2004

Language:

english

File:

PDF, 47 KB

english, 2004

18

Intergenerational recruiting: the impact of sales job candidate perception of interviewer age

Allen, Concha, Schetzsle, Stacey, L. Mallin, Michael, Bolman Pullins, Ellen

Journal:

American Journal of Business

Year:

2014

Language:

english

File:

PDF, 243 KB

english, 2014

19

Sales management, education, and scholarship across cultures: early findings from a global study and an agenda for future research

Dugan, Riley, Rangarajan, Deva, Davis, Lenita, Bolander, Willy, Pullins, Ellen Bolman, Deeter-Schmelz, Dawn, LeBon, Joel, Agnihotri, Raj

Journal:

Journal of Personal Selling and Sales Management

Year:

2020

File:

PDF, 2.22 MB

2020

20

Perceived Trust in Business-to-Business Sales: A New Measure

Richard E. Plank, David A. Reid and Ellen Bolman Pullins

Journal:

Journal of Personal Selling and Sales Management

Year:

1999

Language:

english

File:

PDF, 1.22 MB

english, 1999

21

Fostering collaborative mind-sets among customers: a transformative learning approach

Kaski, Timo, Alamäki, Ari, Pullins, Ellen Bolman

Journal:

Journal of Personal Selling and Sales Management

Year:

2018

Language:

english

File:

PDF, 517 KB

english, 2018

22

Special Issue on Diversity in the Sales Force || Peer Mentoring in the Industrial Sales Force: An Exploratory Investigation of Men and Women in Developmental Relationships

Leslie M. Fine and Ellen Bolman Pullins

Journal:

Journal of Personal Selling and Sales Management

Year:

1998

Language:

english

File:

PDF, 1.88 MB

english, 1998

23

Antecedents and consequences of salesperson identification with the brand and company

Gammoh, Bashar S., Mallin, Michael L., Pullins, Ellen Bolman

Journal:

Journal of Personal Selling and Sales Management

Year:

2014

Language:

english

File:

PDF, 297 KB

english, 2014

24

Examining impacts of technostress on the professional salesperson's behavioural performance

Tarafdar, Monideepa, Bolman Pullins, Ellen, Ragu-Nathan, T.S.

Journal:

Journal of Personal Selling and Sales Management

Year:

2014

Language:

english

File:

PDF, 309 KB

english, 2014

25

Identifying peer mentors in the sales force: An exploratory investigation of willingness and ability

Ellen Bolman Pullins, Leslie M. Fine, Wendy L. Warren

Journal:

Journal of the Academy of Marketing Science

Year:

1996

Language:

english

File:

PDF, 1.20 MB

english, 1996

26

Media as Factor in Student Perceptions for Sales Jobs: A Framework for Research

Waldeck, Nancy E., Pullins, Ellen Bolman, Houlette, Melissa

Journal:

Journal of Personal Selling and Sales Management

Year:

2010

Language:

english

File:

PDF, 241 KB

english, 2010

27

A Realistic Sales Experience: Providing Feedback by Integrating Buying, Selling, and Managing Experiences

Susan Powell Mantel, Ellen Bolman Pullins, David A. Reid and Richard E. Buehrer

Journal:

Journal of Personal Selling and Sales Management

Year:

2002

Language:

english

File:

PDF, 1.63 MB

english, 2002

28

SalesLitDB: A Classification System and Index of the Sales-Related Literature

Donald A. McBane, Ellen Bolman Pullins and David A. Reid

Journal:

Journal of Personal Selling and Sales Management

Year:

2003

Language:

english

File:

PDF, 1.43 MB

english, 2003

29

Sales force technology usage—reasons, barriers, and support: An exploratory investigation

Richard E. Buehrer, Sylvain Senecal, Ellen Bolman Pullins

Journal:

Industrial Marketing Management

Year:

2005

Language:

english

File:

PDF, 142 KB

english, 2005

30

Individual differences in intrinsic motivation and the use of cooperative negotiation tactics

Bolman Pullins, Ellen, Haugtvedt, Curtis P., Dickson, Peter R., Fine, Leslie M., Lewicki, Roy J.

Journal:

Journal of Business & Industrial Marketing

Year:

2000

Language:

english

File:

PDF, 227 KB

english, 2000

31

How the Performance of Mentoring Activities Affects the Mentor's Job Outcomes

Ellen Bolman Pullins and Leslie M. Fine

Journal:

Journal of Personal Selling and Sales Management

Year:

2002

Language:

english

File:

PDF, 1.62 MB

english, 2002

32

Mobile social networking and salesperson maladaptive dependence behaviors

Bata, Hatem, Pentina, Iryna, Tarafdar, Monideepa, Pullins, Ellen Bolman

Journal:

Computers in Human Behavior

Year:

2017

Language:

english

File:

PDF, 1.02 MB

english, 2017

33

An Investigation of the Theory Practice Gap in Professional Sales

Pullins, Ellen Bolman, Timonen, Hanna, Kaski, Timo, Holopainen, Mari

Journal:

The Journal of Marketing Theory and Practice

Year:

2017

Language:

english

File:

PDF, 455 KB

english, 2017

34

A New Perspective of Salesperson Motivation and Salesforce Outcomes: The Mediating Role of Salesperson-Brand Identification

Mallin, Michael L., Gammoh, Bashar S., Pullins, Ellen Bolman, Johnson, Catherine M.

Journal:

The Journal of Marketing Theory and Practice

Year:

2017

Language:

english

File:

PDF, 541 KB

english, 2017

35

Special Abstract Section: 2008 National Conference in Sales Management

Pullins, Ellen Bolman

Journal:

Journal of Personal Selling and Sales Management

Year:

2008

Language:

english

File:

PDF, 751 KB

english, 2008

36

Tell me more: how salespeople encourage customer disclosure

Niemi, Jarkko, Pullins, Ellen Bolman

Journal:

Journal of Business & Industrial Marketing

Year:

2020

File:

PDF, 463 KB

2020

37

Comparing drivers of social media marketing adoption by salespeople in Australia and the USA: a pilot study

Pentina, Iryna, Pullins, Ellen Bolman, Wilkinson, John W.

Journal:

International Journal of Information Systems and Management

Year:

2014

Language:

english

File:

PDF, 268 KB

english, 2014

38

Measuring buyers’ perceptions of conflict in business‐to‐business sales interactions

Reid, David A., Bolman Pullins, Ellen, Plank, Richard E., Buehrer, Richard E.

Journal:

Journal of Business & Industrial Marketing

Year:

2004

Language:

english

File:

PDF, 396 KB

english, 2004

39

How salespeople deal with intergenerational relationship selling

Bolman Pullins, Ellen, Mallin, Michael L., Buehrer, Richard E., Jones, Deirdre E.

Journal:

Journal of Business & Industrial Marketing

Year:

2011

Language:

english

File:

PDF, 306 KB

english, 2011

40

The extent of technology usage and salespeople: an exploratory investigation

Senecal, Sylvain, Bolman Pullins, Ellen, Buehrer, Richard E.

Journal:

Journal of Business & Industrial Marketing

Year:

2007

Language:

english

File:

PDF, 214 KB

english, 2007

41

The interaction of reward contingencies and causality orientation on the introduction of cooperative tactics in buyer–seller negotiations

Ellen Bolman Pullins

Journal:

Psychology and Marketing

Year:

2001

Language:

english

File:

PDF, 119 KB

english, 2001

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