Theo dõi
Zachary Hall
Zachary Hall
Associate Professor of Marketing, Texas Christian University
Email được xác minh tại tcu.edu - Trang chủ
Tiêu đề
Trích dẫn bởi
Trích dẫn bởi
Năm
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
2512014
The dark side of retailing: towards a scale of corporate social irresponsibility
T Wagner, P Bicen, ZR Hall
International Journal of Retail & Distribution Management 36 (2), 124-142, 2008
2392008
The importance of starting right: the influence of accurate intuition on performance in salesperson–customer interactions
ZR Hall, M Ahearne, H Sujan
Journal of Marketing 79 (3), 91-109, 2015
1322015
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
1162014
Cooperation in B2B relationships: Factors that influence customers' perceptions of salesperson cooperation
B Lussier, ZR Hall
Industrial Marketing Management 69, 209-220, 2018
1112018
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
762020
Onboarding salespeople: Socialization approaches
P Wiseman, M Ahearne, Z Hall, S Tirunillai
Journal of Marketing 86 (6), 13-31, 2022
482022
The impact of mergers and acquisitions on the sales force
R Bommaraju, M Ahearne, ZR Hall, S Tirunillai, SK Lam
Journal of Marketing Research 55 (2), 254-264, 2018
452018
Open negotiation: The back-end benefits of salespeople’s transparency in the front end
Y Atefi, M Ahearne, S Hohenberg, Z Hall, F Zettelmeyer
Journal of Marketing Research 57 (6), 1076-1094, 2020
372020
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
342017
The impact of the information revolution on the classical sales model
M Pourmasoudi, M Ahearne, Z Hall, P Krishnamurthy
Journal of Personal selling & sales ManageMent 42 (2), 193-208, 2022
82022
Taking the measure of measurement in sales research: introduction to the special issue
ZR Hall, N Lee
Journal of Personal Selling & Sales Management 39 (3), 201-206, 2019
82019
Selling in the digital age
M Ahearne, Z Hall, P Krishnamurthy, M Pourmasoudi
Marketing Science Institute Working Paper Series Report, 2019
72019
Enabling Comparability of Responses in International Sales Force Surveys: Evidence from a Cross-National Survey of Salespeople and Sales Managers
M Pourmasoudi, P Wiseman, M Ahearne, Z Hall
Journal of International Marketing 32 (1), 15-32, 2024
52024
Information disclosure in negotiating with informed customers
M Ahearne, Y Atefi, Z Hall, S Hohenberg, F Zettelmeyer
Marketing Science Institute Report, 2019
32019
How Should Firms Onboard New Salespeople? The Relative Efficacy of Centralized Versus On-the-Job Training
M Ahearne, P Wiseman, Z Hall, S Tirunillai
Working paper, 2019
12019
Skilled Intuition and Selling Performance: An Abstract
ZR Hall, H Sujan, M Ahearne
Creating Marketing Magic and Innovative Future Marketing Trends: Proceedings …, 2017
12017
Measurement in Sales Research
ZR Hall, N Lee
Routledge, 2019
2019
Information Disclosure in Negotiating with Informed Customers
FZ Michael Ahearne, Yashar Atefi, Zachary R. Hall, Sebastian Hohenberg
Marketing Science Institute Working Paper Series, 62, 2019
2019
Salesperson Intuition: Its Critical Role and Antecedents
ZR Hall
2013
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Bài viết 1–20