| Exploring the dynamics of antecedents to consumer–brand identification with a new brand SK Lam, M Ahearne, R Mullins, B Hayati, N Schillewaert Journal of the Academy of Marketing Science 41, 234-252, 2013 | 437 | 2013 |
| Sales profession and professionals in the age of digitization and artificial intelligence technologies: concepts, priorities, and questions J Singh, K Flaherty, RS Sohi, D Deeter-Schmelz, J Habel, ... Journal of Personal Selling & Sales Management 39 (1), 2-22, 2019 | 400 | 2019 |
| Know your customer: How salesperson perceptions of customer relationship quality form and influence account profitability RR Mullins, M Ahearne, SK Lam, ZR Hall, JP Boichuk Journal of Marketing 78 (6), 38-58, 2014 | 252 | 2014 |
| The role of brand communications on front line service employee beliefs, behaviors, and performance TL Baker, A Rapp, T Meyer, R Mullins Journal of the academy of marketing science 42, 642-657, 2014 | 229 | 2014 |
| The role of team goal monitoring in the curvilinear relationship between team efficacy and team performance. TL Rapp, DG Bachrach, AA Rapp, R Mullins Journal of Applied Psychology 99 (5), 976, 2014 | 95 | 2014 |
| Intangible sales team resources: Investing in team social capital and transactive memory for market-driven behaviors, norms and performance DG Bachrach, RR Mullins, AA Rapp Industrial Marketing Management 62, 88-99, 2017 | 84 | 2017 |
| Manager–salesperson congruence in customer orientation and job outcomes: The bright and dark sides of leadership in aligning values R Mullins, N Syam Journal of Personal Selling & Sales Management 34 (3), 188-205, 2014 | 78 | 2014 |
| A dual-process contingency model of leadership, transactive memory systems and team performance DG Bachrach, R Mullins Journal of Business Research 96, 297-308, 2019 | 76 | 2019 |
| Do sales and service compete? The impact of multiple psychological climates on frontline employee performance J Ogilvie, A Rapp, DG Bachrach, R Mullins, J Harvey Journal of Personal Selling & Sales Management 37 (1), 11-26, 2017 | 75 | 2017 |
| The ambidextrous sales force: aligning salesperson polychronicity and selling contexts for sales-service behaviors and customer value R Mullins, R Agnihotri, Z Hall Journal of Service Research 23 (1), 33-52, 2020 | 72 | 2020 |
| Antecedents and performance outcomes of value-based selling in sales teams: A multilevel, systems theory of motivation perspective R Mullins, B Menguc, NG Panagopoulos Journal of the Academy of Marketing Science 48 (6), 1053-1074, 2020 | 53 | 2020 |
| Technology usage and sales teams: A multilevel analysis of the antecedents of usage L Weinstein, R Mullins Journal of Personal Selling & Sales Management 32 (2), 245-259, 2012 | 51 | 2012 |
| Sales force downsizing and firm-idiosyncratic risk: The contingent role of investors’ screening and firm’s signaling processes NG Panagopoulos, R Mullins, P Avramidis Journal of Marketing 82 (6), 71-88, 2018 | 43 | 2018 |
| Digital selling: organizational and managerial influences for frontline readiness and effectiveness R Mullins, R Agnihotri Journal of the Academy of Marketing Science 50 (4), 800-821, 2022 | 40 | 2022 |
| You don’t always get what you want, and you don’t always want what you get: An examination of control–desire for control congruence in transactional relationships. RR Mullins, DG Bachrach, AA Rapp, D Grewal, LS Beitelspacher Journal of Applied Psychology 100 (4), 1073, 2015 | 34 | 2015 |
| Generating and sharing of market intelligence in sales teams: an economic social network perspective ZR Hall, RR Mullins, N Syam, JP Boichuk Journal of Personal Selling & Sales Management 37 (4), 298-312, 2017 | 32 | 2017 |
| Understanding the theory and practice of team selling: An introduction to the special section and recommendations on advancing sales team research RR Mullins, NG Panagopoulos Industrial Marketing Management 77, 1-3, 2019 | 31 | 2019 |
| Choreographing salesperson face-to-face visits with a buyer organization: a social network perspective S Forkmann, R Mullins, SC Henneberg, TL Baker Journal of the Academy of Marketing Science, 1-24, 2022 | 6 | 2022 |
| Buyer-seller uncertainty: a systematic review and future research directions R Mullins, KS Chase, SB Friend Journal of Personal Selling & Sales Management 44 (1), 29-49, 2024 | 5 | 2024 |
| How and should firms motivate salesperson effort across a Multi-Brand Portfolio? R Mullins, S Swain, SB Friend Journal of Business Research 158, 113677, 2023 | 5 | 2023 |
Adam RappOhio UniversityVerified email at ohio.edu