Submissions from 2015
"I Think I Can…I Think I Can": The Impact of Perceived Selling Efficacy and Deal Disclosure on Salesperson Escalation of Commitment, Leff Bonney, Christopher Plouffe, and Jeremey Wolter
Submissions from 2014
Equity Analyst Recommendations: A Case for Affirmative Disclosure, William E. Baker and Gregory Dumont
The Effect of Radical Innovation in/Congruence on New Product Performance, William E. Baker, James M. Sinkula, Amir Grinstein, and Stav Rosenzweig
Financial Incentives and Salesperson Time Orientation in New Product Launch: A Longitudinal Study, Frederik Beuk
The Five-factor Model of Personality and Knowledge Transfer in the United Arab Emirates, Micha B. Harari, Naveen Jain, and Thomas Joseph
Submissions from 2013
Location Determinants for Emerging Market Firms, Douglas R. Hausknecht, Naveen K. Jain, and Debmalya Mukherjee
Emerging Market Multinationals' Location Choice: The Role of Firm Resources and Internationalization Motivations, Douglas R. Hausknecht, Somnath Lahiri, and Naveen K. Jain
Testing an Enhanced, Process-Based View of the Sales Process, Christopher R. Plouffe, Yvette Holmes Nelson, and Frederik Beuk
The Changing Business Landscape of Romania: Lessons for and from Transition Economies, Andrew Thomas, Nicolae Al. Pop, and Constantin Bratianu
Submissions from 2012
The Final Journey of the Saturn V, Andrew Thomas and Paul N. Thomarios
Submissions from 2011
The Effect of Salesperson's Concern for Reputation on the Launch Effort for New Products, Frederik Beuk
Cross-Cultural Challenges in Product Placement, Taejun David Lee, Yongjun Sung, and Federico DeGregorio
Advanced Sales Management Handbook and Cases: Analytical, Applied, and Relevant, Linda Orr
Viewing International Students as State Stimulus Potential: Current Perceptions and Future Possibilities, Deborah Owens, Prashant Srivastava, and Aniqa Feerasta
Intraorganizational Employee Navigation and Socially-Derived Outcomes: Conceptualization, Validation, and Effects on Job Performance, Christopher Plouffe and Yany Gregoire
Soft Landing: Airline Industry Strategy, Service, and Safety, Andrew r. Thomas
A Cross-National Investigation into the Marketing Department's Influence Within the Firm: Toward Initial Empirical Generalizations, Peter C. Verhoef, Peter S. H. Leeflang, Jochen Reiner, Martin Natter, William Baker, Amir Grinstein, Anders Gustafsson, Pamela Morrison, and John Saunders
Improving Marketing Capabilities and Firm Financial Performance via Marketing Exploration and Exploitation, Douglas W. Vorhies, Linda Orr, and Victoria D. Bush
The Impact of U.S.-Sponsored Foreign Trade Office Activities., Timothy J. Wilkinson, Andrew Thomas, and Mary McNally
Submissions from 2010
Attitude Behavior Consistency, William E. Baker
Branding of Post‐Purchase Ancillary Products and Services: An Application in the Mobile Communications Industry, William Baker, Donald Sciglimpaglia, and Massaud Saghafi
Regulatory fit: How individuals progress through the stages of the creative process, Tim Basadur, Frederik Beuk, and Javier Monllor
The Power of Reach and Frequency In the Age of Digital Advertising: Offline and Online Media Demand Different Metrics, Federico DeGregorio
Understanding Attitudes toward and Behaviors in Response to Product Placement: A Consumer Socialization Framework, Federico DeGregorio
Consumer Response Models: What data predicts best, hard or soft? , Linda Orr
Monitoring the Ethical Use of Sales Technology: An Exploratory Field Investigation., Linda Orr
Personality Traits and Its Effect on Brand Commitment: An Empirical Investigation, Deborah Owens
Submissions from 2009
The Complementary Effects of Market Orientation and Entrepreneurial Orientation on Profitability in Small Businesses., William Baker and James M. Sinkula
Impact of Internet Self-Efficacy on e-Service Brands , Terry Daugherty
Third-Person Effect and Social Networking: Implications for Online Marketing and Word-of-Mouth Communication., Terry Daugherty
Giving a shout out to Seagram's gin: Extent of and attitudes towards brands in popular songs., Federico DeGregorio
Does Stronger Links with Practice Make Perfect? A Survey of Advertising Scholars, Federico DeGregorio and I-Huei Cheng
Resources, strategies, location determinants, and host country location choice by emerging market firms, Naveen Kumar Jain
Customer-Directed Selling Behaviors and Performance: A Comparison of Existing Perspectives, Christopher Plouffe
SOCOs Impact on Individual Sales Performance: The Integration of Selling Skills as a Missing Link, Christopher Plouffe
Non-Student Consumer Attitudes towards Product Placement: Implications for Public Policy and Advertisers, Yongjun Sung, Federico DeGregorio, and Jong-Hyuok Jung
Managing Relationships With Chinese Joint Venture Partners., Andrew Thomas
Submissions from 2008
Consumer learning and the effects of virtual experience relative to indirect and direct product experience., Terry Daugherty
Exploring Consumer Motivations for Creating User-Generated Content., Terry Daugherty
The Psychology of Consumer Control Contextualized Within DVR Technologies, Terry Daugherty
Brand Placements in Korean Films, 1995-2003: A Content Analysis., Federico DeGregorio
Does (Linking with) Practice Make Perfect? A Survey of Public Relations Scholars' Perspectives., Federico DeGregorio
New Brand Worlds: College Student Consumer Attitudes toward Brand Placement in Films, Television Shows, Songs, and Video Games., Federico DeGregorio
Offshoring Propensity in Information Technology Services: A Firm and Country Level Analysis., Naveen Kumar Jain
A RE-INQUIRY OF HOFSTEDE'S CULTURAL DIMENSIONS: A CALL FOR 21st CENTURY CROSS-CULTURAL RESEARCH., Linda Orr
Navigating Difficult Waters: Publishing Trends and Scholarship in Sales Research, Christopher Plouffe
Submissions from 2007
Does Market Orientation Facilitate Balanced Innovation Programs? An Organizational Learning Perspective., William Baker and James M. Sinkula
InBranding: Developing a conceptual model, Frederik Beuk
Consumer Attitudes towards Product Placement: Implications for Public Policy, Federico DeGregorio
Measuring and exploring symbolic money meanings., Linda Orr
Sales technology: Help or hindrance to ethical behaviors and productivity?., Linda Orr
Assessing the Evolution of Sales Knowledge: A 20-Year Content Analysis , Christopher Plouffe
Salesperson Navigation: The Intra-organizational, Christopher Plouffe
The End of Mass Marketing: or, Why All Successful Marketing is Now Direct Marketing, Andrew Thomas
Submissions from 2006
The Complementary Effect of Market Orientation and Entrepreneurial Orientation on Innovation Success and Profitability, William Baker and James M. Sinkula
A Hybrid-Multichannel Approach to Internet Marketing: Think Global, Act Locally , Douglas Hausknecht
Building Skills with Professional Activity Reports, Linda Orr
A GENDER COMPARISON OF NATIONAL IDENTITY: IMPLICATIONS FOR SALES MANAGERS., Andrew Thomas
The Outsourcing Compulsion., Andrew Thomas
Submissions from 2005
Environmental Marketing Strategy and Firm Performance: Effects on New Product Performance and Market Share., William Baker and James M. Sinkula
Market Orientation and the New Product Paradox., William Baker and James M. Sinkula
A Comparison of Consumers' Responses to Traditional Advertising and Product Placement Strategies: Implications for Advertisers, Terry Daugherty
Threats to international operations: dealing with political risk at the firm level., Deborah Owens
Anti-Commercial Consumer Rebellion: Conceptualization and Measurement, Christopher Plouffe
Change or Die! How to Transform Your Organization from the Inside Out, Andrew Thomas
It's the distribution, stupid!., Andrew Thomas
Submissions from 2004
Brand Name Deployment: Initiating Relationships Through Attentive Processing in Music Lyrics, Terry Daugherty
Editors Note: Special Issue on Gaming and Its Relationship with Interactive Advertising, Marketing and Communication (Guest Editor), Terry Daugherty
Effects of 3-D Visualization on Persuasion in Online Shopping Sites: A Moderating Role of Product Knowledge, Terry Daugherty
Whos on First? Stakeholder Differences in Customer Relationship Management and the Elusive Notion of Shared Understanding, Christopher Plouffe
Submissions from 2003
Does Brand Name Imprinting in Memory Increase Brand Information Retention?., William Baker
E-Branding: The Influence of Compelling Virtual Product Experiences on Brand Attitude, Terry Daugherty
The Impact of Consumer Self-Efficacy on Brand Attitude and Adoption of e-Services, Terry Daugherty
The Role of Virtual Experience in Consumer Learning., Terry Daugherty
Submissions from 2002
Market Orientation, Learning Orientation and Product Innovation: Delving into the Organization's Black Box, William E. Baker and James M. Sinkula
Impact of 3-D Advertising on Product Knowledge, Brand Attitude, and Purchase Intention: The Mediating Role of Presence., Terry Daugherty
AN EMPIRICAL INVESTIGATION OF MARKET BARRIERS AND THE POLITICAL ACTIVITIES OF INDIVIDUAL FIRMS., Deborah Owens
Submissions from 2001
CHARACTERISTICS OF VIRTUAL EXPERIENCE IN ELECTRONIC COMMERCE: A PROTOCOL ANALYSIS., Terry Daugherty
'Thinking Global, Acting Local': An Attribute Approach to Product Strategy., Douglas Hausknecht
A cross-cultural/cross-national study of influencing factors and socially desirable response biases., Deborah Owens
The Differential Impact of Price Related Consumer Promotions on Loyal versus Non-Loyal Users of the Brand: A Field Study Investigation, Deborah Owens
Intermediating Technologies and Multi-Group Adoption: A Comparison of Consumer and Merchant Adoption Intentions Toward a New Electronic Payment System, Christopher Plouffe
Submissions from 2000
A Further Examination of the Vermont Visitor: The 1999 Phase Three National Reports. Report #2 Product Purchases in Vermont, William Baker
A Geo-Demographic Analysis of the Vermont Visitor, William Baker
Cognitive Dissonance after Purchase: A Multidimensional Scale., Douglas Hausknecht
Why Smart Cards Have Failed: Looking to Consumer and Merchant Reactions to a New Payment Technology, Christopher Plouffe
Submissions from 1999
A National Survey of the Vermont Visitor, William Baker
The Effectiveness of the 1998 Vermont Fall Foliage Television Advertising Campaign, William Baker
Learning Orientation, Market Orientation, and Innovation: Integrating and Extending Models of Organizational Performance, William Baker and James M. Sinkula
The Synergistic Effect of Market Orientation and Learning Orientation on Organizational Performance., William Baker and James M. Sinkula
The Effect of Simplifying the Complaint Process: A Field Experiment with the Better Business Bureau, Douglas Hausknecht
Evaluating a firm's customer service department., Deborah Owens
The Ongoing Failure of Smart Cards in North America: A Case Study, Christopher Plouffe
Submissions from 1998
1997-1998 Winter Inquiry Study: Monitoring 1-800-Vermont, William Baker
Submissions from 1997
A Framework for Market-Based Organizational Learning: Linking Values, Knowledge, and Behavior., William Baker, James M. Sinkula, and Thomas Noordewier
Submissions from 1996
A Longitudinal Study of the Use of Children in Magazine Advertising, Douglas Hausknecht
Unraveling the Mystery of Parents' Work, Douglas Hausknecht
Submissions from 1995
Reader Categorization of a Controversial Communication: Advertisement Versus Editorial, J. B. Wilkinson, Douglas R. Hausknecht, and George E. Prough
Submissions from 1986
The Effects of Time Compressed Advertising on Brand Attitude Judgments, Douglas Hausknecht