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1

Sales Force Participation in Quota Setting and Sales Forecasting

Thomas R. Wotruba and Michael L. Thurlow

Journal:

Journal of Marketing

Year:

1976

Language:

english

File:

PDF, 1018 KB

english, 1976

2

Met Expectations and Turnover in Direct Selling

Thomas R. Wotruba and Pradeep K. Tyagi

Journal:

Journal of Marketing

Year:

1991

Language:

english

File:

PDF, 415 KB

english, 1991

3

The Evolution of Personal Selling

Thomas R. Wotruba

Journal:

Journal of Personal Selling and Sales Management

Year:

1991

Language:

english

File:

PDF, 1.69 MB

english, 1991

4

A Comprehensive Framework for the Analysis of Ethical Behavior, with a Focus on Sales Organizations

Thomas R. Wotruba

Journal:

Journal of Personal Selling and Sales Management

Year:

1990

Language:

english

File:

PDF, 1.85 MB

english, 1990

5

Thurstone Techniques

Wotruba, Thomas R.

Journal:

Journal of Marketing

Year:

1966

Language:

english

File:

PDF, 165 KB

english, 1966

6

What Is Direct Selling? — Definition, Perspectives, and Research Agenda

Robert A. Peterson and Thomas R. Wotruba

Journal:

Journal of Personal Selling and Sales Management

Year:

1996

Language:

english

File:

PDF, 2.50 MB

english, 1996

7

Monetary Inducements and Mail Questionnaire Response

Thomas R. Wotruba

Journal:

Journal of Marketing Research

Year:

1966

Language:

english

File:

PDF, 527 KB

english, 1966

8

The Effect of Goal-Setting on the Performance of Independent Sales Agents in Direct Selling

Thomas R. Wotruba

Journal:

Journal of Personal Selling and Sales Management

Year:

1989

Language:

english

File:

PDF, 1.04 MB

english, 1989

9

Job Analysis and Hiring Practices for National Account Marketing Positions

Thomas R. Wotruba and Stephen B. Castleberry

Journal:

Journal of Personal Selling and Sales Management

Year:

1993

Language:

english

File:

PDF, 1.89 MB

english, 1993

10

Met Expectations and Turnover in Direct Selling

Wotruba, Thomas R., Tyagi, Pradeep K.

Journal:

Journal of Marketing

Year:

1991

Language:

english

File:

PDF, 1.57 MB

english, 1991

11

More effective sales force reporting

Thomas R. Wotruba, Richard Mangone

Journal:

Industrial Marketing Management

Year:

1979

Language:

english

File:

PDF, 640 KB

english, 1979

12

How New Product Introductions Affect Sales Management Strategy: The Impact of Type of “Newness” of the New Product

Kamel Micheal, Linda Rochford, Thomas R. Wotruba

Journal:

Journal of Product Innovation Management

Year:

2003

Language:

english

File:

PDF, 159 KB

english, 2003

13

The Impact of Ethics Code Familiarity on Manager Behavior

Thomas R. Wotruba, Lawrence B. Chonko, Terry W. Loe

Journal:

Journal of Business Ethics

Year:

2001

Language:

english

File:

PDF, 78 KB

english, 2001

14

The Selling Cycle

Wotruba, Thomas R., Rochford, Linda

Journal:

Journal of Promotion Management

Year:

2000

Language:

english

File:

PDF, 136 KB

english, 2000

15

The Recruiting Interview as Perceived by College Student Applicants for Sales Positions

Thomas R. Wotruba, Edwin K. Simpson and Jennifer L. Reed-Draznik

Journal:

Journal of Personal Selling and Sales Management

Year:

1989

Language:

english

File:

PDF, 1.78 MB

english, 1989

16

The Impact of New Product Introductions on Sales Management Strategy

Thomas R. Wotruba and Linda Rochford

Journal:

Journal of Personal Selling and Sales Management

Year:

1995

Language:

english

File:

PDF, 1.99 MB

english, 1995

17

Monetary Inducements and Mail Questionnaire Response

Wotruba, Thomas R.

Journal:

Journal of Marketing Research

Year:

1966

Language:

english

File:

PDF, 511 KB

english, 1966

18

Thurstone Techniques …

Wotruba, Thomas R.

Journal:

Journal of Marketing

Year:

1966

Language:

english

File:

PDF, 83 KB

english, 1966

19

Effective sales force recognition programs

Thomas R. Wotruba, John S. Macfie, Jerome A. Colletti

Journal:

Industrial Marketing Management

Year:

1991

Language:

english

File:

PDF, 440 KB

english, 1991

20

The transformation of industrial selling: Causes and consequences

Thomas R. Wotruba

Journal:

Industrial Marketing Management

Year:

1996

Language:

english

File:

PDF, 1011 KB

english, 1996

21

Ethics Code Familiarity and Usefulness: Views on Idealist and Relativist Managers Under Varying Conditions of Turbulence

Lawrence B. Chonko, Thomas R. Wotruba, Terry W. Loe

Journal:

Journal of Business Ethics

Year:

2003

Language:

english

File:

PDF, 90 KB

english, 2003

22

An exploratory study of reverse causality relationships among sales force turnover variables

Pradeep K. Tyagi, Thomas R. Wotruba

Journal:

Journal of the Academy of Marketing Science

Year:

1993

Language:

english

File:

PDF, 1.05 MB

english, 1993

23

Are consumers really satisfied?

Thomas R. Wotruba, Patricia L. Duncan

Journal:

Business Horizons

Year:

1975

Language:

english

File:

PDF, 355 KB

english, 1975

24

The ideal company image and self-image congruence

Thomas R. Wotruba, Joseph S. Breeden

Journal:

Journal of Business Research

Year:

1973

Language:

english

File:

PDF, 402 KB

english, 1973

25

The impact of sales management changes on new product success

Linda Rochford, Thomas R. Wotruba

Journal:

Journal of the Academy of Marketing Science

Year:

1996

Language:

english

File:

PDF, 852 KB

english, 1996

26

Differences in Turnover Predictors between Multilevel and Single Level Direct Selling Organizations

Wotruba, Thomas, Brodie, Stewart, Stanworth, John

Journal:

The International Review of Retail Distribution and Consumer Research

Year:

2005

Language:

english

File:

PDF, 203 KB

english, 2005

27

The Impact of Ethics Code Familiarity on Manager Behavior

Thomas R. Wotruba, Lawrence B. Chonko and Terry W. Loe

Journal:

Journal of Business Ethics

Year:

2001

Language:

english

File:

PDF, 1.62 MB

english, 2001

28

Comparisons of Salespeople in Multilevel vs. Single Level Direct Selling Organizations

Stewart Brodie, John Stanworth and Thomas R. Wotruba

Journal:

Journal of Personal Selling and Sales Management

Year:

2002

Language:

english

File:

PDF, 1.45 MB

english, 2002

29

Explaining Sales Force Turnover:

Wotruba, Thomas R., Tyagi, Pradeep K.

Journal:

Journal of Business-to-Business Marketing

Year:

1997

Language:

english

File:

PDF, 1.48 MB

english, 1997

30

Direct selling in an emerging market economy: a comparison of Czech/Slovak and US market characteristics and buying experiences

Wotruba, Thomas R., Pribova, Marie

Journal:

The International Review of Retail Distribution and Consumer Research

Year:

1996

Language:

english

File:

PDF, 1.07 MB

english, 1996

31

Special Issue on Causal Modeling || Comment on "Analysis of Sales Call Effectiveness"

Thomas R. Wotruba

Journal:

Journal of Marketing Research

Year:

1982

Language:

english

File:

PDF, 449 KB

english, 1982

32

Prospecting: A New Look at This Old Challenge

Marvin A. Jolson and Thomas R. Wotruba

Journal:

Journal of Personal Selling and Sales Management

Year:

1992

Language:

english

File:

PDF, 989 KB

english, 1992

33

Direct Selling Ethics at the Top: An Industry Audit and Status Report

Lawrence B. Chonko, Thomas R. Wotruba and Terry W. Loe

Journal:

Journal of Personal Selling and Sales Management

Year:

2002

Language:

english

File:

PDF, 1.53 MB

english, 2002

34

A Framework for Teaching Ethical Decision Making in Marketing

Wotruba, Thomas R.

Journal:

Marketing Education Review

Year:

1993

Language:

english

File:

PDF, 1.13 MB

english, 1993

35

Industry Self-Regulation: A Review and Extension to a Global Setting

Wotruba, Thomas R.

Journal:

Journal of Public Policy & Marketing

Year:

1997

File:

PDF, 2.21 MB

1997

36

Thurstone Techniques …

Wotruba, Thomas R.

Journal:

Journal of Marketing

Year:

1966

File:

PDF, 83 KB

1966

37

Sales Force Participation in Quota Setting and Sales Forecasting

Wotruba, Thomas R., Thurlow, Michael L.

Journal:

Journal of Marketing

Year:

1976

File:

PDF, 778 KB

1976

38

Comment on “Analysis of Sales Call Effectiveness”

Wotruba, Thomas R.

Journal:

Journal of Marketing Research

Year:

1982

File:

PDF, 440 KB

1982

39

Added value, decreased cost: The evolving role of the cytotechnologist for preliminary screening and triage of thyroid aspirates

Angelean L. Wotruba, Jimmie Stewart III, Thomas Scheberl, Suzanne M. Selvaggi

Journal:

Diagnostic Cytopathology

Year:

2011

Language:

english

File:

PDF, 151 KB

english, 2011

40

Mass transit: Devising a research based marketing plan

Dinoo J. Vanier, Thomas R. Wotruba

Journal:

Transportation Research

Year:

1977

Language:

english

File:

PDF, 805 KB

english, 1977

41

The relationship of job image, performance, and job satisfaction to inactivity-proneness of direct salespeople

Thomas R. Wotruba

Journal:

Journal of the Academy of Marketing Science

Year:

1990

Language:

english

File:

PDF, 954 KB

english, 1990

42

The Changing Character of Industrial Selling

Wotruba, Thomas R.

Journal:

European Journal of Marketing

Year:

1980

Language:

english

File:

PDF, 648 KB

english, 1980

43

Full-time vs. part-time salespeople: A comparison on job satisfaction, performance, and turnover in direct selling

Thomas R. Wotruba

Journal:

International Journal of Research in Marketing

Year:

1990

Language:

english

File:

PDF, 1.30 MB

english, 1990

44

Poster #T264 INCREASED PATTERN DETECTION IN MEANINGLESS NOISE OF HEALTHY PEOPLE WITH EXCEPTIONAL EXPERIENCES

Wyss, Thomas A., Unterrassner, Lui, Krummenacher, Peter, Wotruba, Diana, Brugger, Peter, Haker, Helene, Folkers, Gerd, Rössler, Wulf

Journal:

Schizophrenia Research

Year:

2014

Language:

english

File:

PDF, 89 KB

english, 2014

45

Poster #T242 EXCEPTIONAL EXPERIENCES IN HEALTHY PEOPLE – EARLY WARNING SIGNALS OF PSYCHOSIS?

Unterrassner, Lui, Wyss, Thomas A., Krummenacher, Peter, Wotruba, Diana, Brugger, Peter, Rössler, Helene Haker, Folkers, Gerd, Rössler, Wulf

Journal:

Schizophrenia Research

Year:

2014

Language:

english

File:

PDF, 92 KB

english, 2014

46

Ethics Code Familiarity and Usefulness: Views on Idealist and Relativist Managers under Varying Conditions of Turbulence

Lawrence B. Chonko, Thomas R. Wotruba and Terry W. Loe

Journal:

Journal of Business Ethics

Year:

2003

Language:

english

File:

PDF, 2.44 MB

english, 2003

47

Motivation to Become a Direct Salesperson and Its Relationship with Work Outcomes

Wotruba, Thomas R., Tyagi, Pradeep K.

Journal:

Journal of Marketing Channels

Year:

1992

Language:

english

File:

PDF, 1.72 MB

english, 1992

48

Mineralogy and mineral chemistry of detrital heavy minerals from the Rhine River in Germany as evidence to their provenance, sedimentary and depositional history: focus on platinum-group minerals and remarks on cassiterite, columbite-group minerals and uraninite

Oberthür, Thomas, Melcher, Frank, Goldmann, Simon, Wotruba, Hermann, Gerdes, Axel, Dijkstra, Arjan, Dale, Christopher W.

Journal:

International Journal of Earth Sciences

Year:

2016

Language:

english

File:

PDF, 2.33 MB

english, 2016

49

How to Develop a Teacher-Rating Instrument: A Research Approach

Thomas R. Wotruba and Penny L. Wright

Journal:

The Journal of Higher Education

Year:

1975

Language:

english

File:

PDF, 227 KB

english, 1975

50

Outsourcing salesforces via self‐employment: the case of direct selling in the UK

Stanworth, John, Brodie, Stewart, Wotruba, Thomas, Purdy, David

Journal:

Journal of Small Business and Enterprise Development

Year:

2004

Language:

english

File:

PDF, 195 KB

english, 2004