Douglas E. Hughes
Cited by
Cited by
Understanding social media effects across seller, retailer, and consumer interactions
A Rapp, LS Beitelspacher, D Grewal, DE Hughes
Journal of the Academy of Marketing Science 41 (5), 547-566, 2013
Energizing the reseller's sales force: The power of brand identification
DE Hughes, M Ahearne
Journal of Marketing 74 (4), 81-96, 2010
Why sales reps should welcome information technology: Measuring the impact of CRM-based IT on sales effectiveness
M Ahearne, DE Hughes, N Schillewaert
International Journal of Research in Marketing 24 (4), 336-349, 2007
Motivating salespeople to sell new products: The relative influence of attitudes, subjective norms, and self-efficacy
FQ Fu, KA Richards, DE Hughes, E Jones
Journal of Marketing 74 (6), 61-76, 2010
Managing Sales Force Product Perceptions and Control Systemsinthe Success of New Product Introductions
M Ahearne, A Rapp, DE Hughes, R Jindal
Journal of Marketing Research 47 (4), 764-776, 2010
Gaining and leveraging customer-based competitive intelligence: the pivotal role of social capital and salesperson adaptive selling skills
DE Hughes, J Le Bon, A Rapp
Journal of the Academy of marketing Science 41 (1), 91-110, 2013
Social Networks within Sales Organizations: Their Development and Importance for Salesperson Performance
GRF Bolander, Willy, Cinthia Santornino, Douglas E. Hughes
Journal of Marketing 79 (6), 1-16, 2015
This ad’s for you: the indirect effect of advertising perceptions on salesperson effort and performance
DE Hughes
Journal of the Academy of Marketing Science 41 (1), 1-18, 2013
The marketing–sales interface at the interface: Creating market-based capabilities through organizational synergy
DE Hughes, J Le Bon, A Malshe
Journal of Personal Selling & Sales Management 32 (1), 57-72, 2012
Better together: Trait competitiveness and competitive psychological climate as antecedents of salesperson organizational commitment and sales performance
WA Schrock, DE Hughes, FQ Fu, KA Richards, E Jones
Marketing letters 27 (2), 351-360, 2016
The role of the sales-service interface and ambidexterity in the evolving organization: A multilevel research agenda
AA Rapp, DG Bachrach, KE Flaherty, DE Hughes, A Sharma, ...
Journal of Service Research 20 (1), 59-75, 2017
The dilemma of outsourced customer service and care: research propositions from a transaction cost perspective
J Le Bon, DE Hughes
Industrial Marketing Management 38 (4), 404-410, 2009
JPSSM since the beginning: intellectual cornerstones, knowledge structure, and thematic developments
WA Schrock, Y Zhao, DE Hughes, KA Richards
Journal of Personal Selling & Sales Management 36 (4), 321-343, 2016
On the Nature of International Sales and Sales Management Research: A Social Network Analytic Perspective
DEH W Schrock, Y Zhao, K Richards
Journal of Personal Selling & Sales Management 38 (1), 56-77, 2018
Driving in-role and extra-role brand performance among retail frontline salespeople: Antecedents and the moderating role of customer orientation
DE Hughes, KA Richards, R Calantone, B Baldus, RA Spreng
Journal of Retailing 95 (2), 130-143, 2019
When Sales Becomes Service: The Evolution of the Professional Selling Role and an Organic Model of Frontline Ambidexterity
DE Hughes, JL Ogilvie
Journal of Service Research 23 (1), 22-32, 2020
Understanding the interactive effects of service climate and transactional sales climate on service quality and sales performance (Retracted Article)
CF Miao, DE Hughes, KA Richards, FQ Fu
Journal of the Academy of Marketing Science 44 (4), 555-555, 2016
Competing with competitive intelligence: when salespeople’s customer-based information impacts firm performance
J Le Bon, A Rapp, DE Hughes
Marketing Theory and Applications 97, 2012
The indirect effect of advertising perceptions on salesperson effort and performance
DE Hughes
Proceedings of the 2010 Academy of Marketing Science (AMS) Annual Conference …, 2015
When time is sales: the impact of sales manager time allocation decisions on sales team performance
AA Rapp, JA Petersen, DE Hughes, JL Ogilvie
Journal of Personal Selling & Sales Management, 1-17, 2020
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