| Technostress: negative effect on performance and possible mitigations M Tarafdar, EB Pullins, TS Ragu‐Nathan Information systems journal 25 (2), 103-132, 2015 | 921 | 2015 |
| Designing loyalty-building programs for packaged goods brands ML Roehm, EB Pullins, HA Roehm Jr Journal of Marketing research 39 (2), 202-213, 2002 | 377 | 2002 |
| The integrated use of social media, digital, and traditional communication tools in the B2B sales process of international SMEs S Fraccastoro, M Gabrielsson, EB Pullins International business review 30 (4), 101776, 2021 | 275 | 2021 |
| Methods in Sales Research: Perceived Trust in Business-to-Business Sales: A New Measure JM Comer, RE Plank, DA Reid, EB Pullins Journal of Personal Selling & Sales Management 19 (3), 61-71, 1999 | 262 | 1999 |
| Examining impacts of technostress on the professional salesperson's behavioural performance M Tarafdar, E Bolman Pullins, TS Ragu-Nathan Journal of Personal Selling & Sales Management 34 (1), 51-69, 2014 | 248 | 2014 |
| Sales force technology usage—reasons, barriers, and support: An exploratory investigation RE Buehrer, S Senecal, EB Pullins Industrial Marketing Management 34 (4), 389-398, 2005 | 217 | 2005 |
| A re‐examination of B2B sales performance R Zallocco, E Bolman Pullins, ML Mallin Journal of Business & Industrial Marketing 24 (8), 598-610, 2009 | 165 | 2009 |
| Rapport building in authentic B2B sales interaction T Kaski, J Niemi, E Pullins Industrial Marketing Management 69, 235-252, 2018 | 129 | 2018 |
| An exploratory investigation of the relationship of sales force compensation and intrinsic motivation EB Pullins Industrial Marketing Management 30 (5), 403-413, 2001 | 127 | 2001 |
| The moderating effect of control systems on the relationship between commission and salesperson intrinsic motivation in a customer oriented environment ML Mallin, EB Pullins Industrial Marketing Management 38 (7), 769-777, 2009 | 126 | 2009 |
| The impact of purchase situation on salesperson communication behaviors in business markets DA Reid, EB Pullins, RE Plank Industrial Marketing Management 31 (3), 205-213, 2002 | 88 | 2002 |
| How the performance of mentoring activities affects the mentor's job outcomes EB Pullins, LM Fine Journal of Personal Selling & Sales Management 22 (4), 259-271, 2002 | 87 | 2002 |
| Internationalizing sales research: Current status, opportunities, and challenges NG Panagopoulos, N Lee, EB Pullins, GJ Avlonitis, P Brassier, P Guenzi, ... Journal of Personal Selling & Sales Management 31 (3), 219-242, 2011 | 86 | 2011 |
| Peer mentoring in the industrial sales force: An exploratory investigation of men and women in developmental relationships LM Fine, EB Pullins Journal of Personal Selling & Sales Management 18 (4), 89-103, 1998 | 74 | 1998 |
| Identifying peer mentors in the sales force: An exploratory investigation of willingness and ability EB Pullins, LM Fine, WL Warren Journal of the Academy of Marketing Science 24, 125-136, 1996 | 73 | 1996 |
| Individual differences in intrinsic motivation and the use of cooperative negotiation tactics E Bolman Pullins, CP Haugtvedt, PR Dickson, LM Fine, RJ Lewicki Journal of Business & Industrial Marketing 15 (7), 466-478, 2000 | 72 | 2000 |
| Buyer versus salesperson expectations for an initial B2B sales meeting TA Kaski, P Hautamaki, EB Pullins, H Kock Journal of business & industrial marketing 32 (1), 46-56, 2017 | 67 | 2017 |
| Measuring buyers’ perceptions of conflict in business‐to‐business sales interactions DA Reid, E Bolman Pullins, RE Plank, RE Buehrer Journal of Business & Industrial Marketing 19 (4), 236-249, 2004 | 67 | 2004 |
| The impact of salesperson-brand personality congruence on salesperson brand identification, motivation and performance outcomes B S. Gammoh, M L. Mallin, E Bolman Pullins Journal of Product & Brand Management 23 (7), 543-553, 2014 | 63 | 2014 |
| The dark side of sales technologies: How technostress affects sales professionals E Pullins, M Tarafdar, P Pham Journal of Organizational Effectiveness: People and Performance 7 (3), 297-320, 2020 | 60 | 2020 |
Michael L MallinProfessor of Marketing and Sales, The University of ToledoEmail được xác minh tại Utoledo.edu