| Learned helplessness among newly hired salespeople and the influence of leadership JP Boichuk, W Bolander, ZR Hall, M Ahearne, WJ Zahn, M Nieves Journal of Marketing 78 (1), 95-111, 2014 | 116 | 2014 |
| Managing new salespeople’s ethical behaviors during repetitive failures: When trying to help actually hurts W Bolander, WJ Zahn, TW Loe, M Clark Journal of Business Ethics 144, 519-532, 2017 | 40 | 2017 |
| Exploring the unintended negative impact of an ethical climate in competitive environments BW Hochstein, WJ Zahn, W Bolander Marketing Letters 28, 621-635, 2017 | 31 | 2017 |
| Customer satisfaction/dissatisfaction SP Brown, W Zahn Wiley International Encyclopedia of Marketing, 2010 | 17 | 2010 |
| The use of organizational climate in sales force research SP Brown, M Samaraweera, W Zahn | 15 | 2011 |
| Addressing concerns with salesperson competitive psychological climate, sales performance, and turnover intention: The role of threat and learning orientation WJ Zahn, Y Peng, D Mathis, B Hochstein, CR Plouffe Industrial Marketing Management 115, 143-155, 2023 | 6 | 2023 |
| Treating top salespeople like superstars: the role of an informal sales climate in boosting sales output M Samaraweera, BD Gelb, W Bolander, WJ Zahn Journal of Personal selling & sales ManageMent 43 (3), 207-221, 2023 | 2 | 2023 |
| Customer Evaluations of Service Recovery as a Function of Loyalty and Negative Emotion: A Conceptual Approach: A Conceptual Approach J Lee, W Zahn Asia-Pacific Journal of Business & Commerce 6 (2), 43-56, 2014 | 2 | 2014 |
| Effects of Competitive Psychological Climate on Customer-and Sales-oriented Selling Behaviors WJ Zahn University of Houston, 2011 | 2 | 2011 |
| Do Salespeople Compete Ethically? Salespeople Say “Yes,” Customers Say “No” B Hochstein, W Zahn, W Bolander Creating Marketing Magic and Innovative Future Marketing Trends: Proceedings …, 2017 | 1 | 2017 |
