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Dawn Deeter-Schmelz
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Sales profession and professionals in the age of digitization and artificial intelligence technologies: concepts, priorities, and questions
J Singh, K Flaherty, RS Sohi, D Deeter-Schmelz, J Habel, ...
Journal of Personal Selling & Sales Management 39 (1), 2-22, 2019
3252019
Developing effective salespeople: Exploring the link between emotional intelligence and sales performance
DR Deeter‐Schmelz, JZ Sojka
The International Journal of Organizational Analysis 11 (3), 211-220, 2003
2212003
Business‐to‐business online purchasing: suppliers' impact on buyers' adoption and usage intent
DR Deeter‐Schmelz, A Bizzari, R Graham, C Howdyshell
Journal of Supply Chain Management 37 (4), 4-10, 2001
2122001
Enriching our understanding of student team effectiveness
DR Deeter-Schmelz, KN Kennedy, RP Ramsey
Journal of Marketing Education 24 (2), 114-124, 2002
1882002
Student and faculty perceptions of student evaluations of teaching: A study of similarities and differences
J Sojka, AK Gupta, DR Deeter-Schmelz
College Teaching 50 (2), 44-49, 2002
1812002
Prestige Clothing Shopping by Consumers: A Confirmatory Assessment and Refinement of the Precon Scale with Managerial Implications
DR Deeter-Schmelz, JN Moore, DJ Goebel
Journal of Marketing Theory and Practice 8 (4), 43-58, 2000
1602000
Ethical ideologies and older consumer perceptions of unethical sales tactics
RP Ramsey, GW Marshall, MW Johnston, DR Deeter-Schmelz
Journal of business Ethics 70, 191-207, 2007
1552007
What are the characteristics of an effective sales manager? An exploratory study comparing salesperson and sales manager perspectives
DR Deeter-Schmelz, DJ Goebel, KN Kennedy
Journal of Personal Selling & Sales Management 28 (1), 7-20, 2008
1522008
Understanding sales manager effectiveness: Linking attributes to sales force values
DR Deeter-Schmelz, KN Kennedy, DJ Goebel
Industrial Marketing Management 31 (7), 617-626, 2002
1332002
A conceptualization of the functions and roles of formalized selling and buying teams
DR Deeter-Schmelz, R Ramsey
Journal of Personal Selling & Sales Management 15 (2), 47-60, 1995
1201995
An exploratory study of the internet as an industrial communication tool: examining buyers' perceptions
DR Deeter-Schmelz, KN Kennedy
Industrial marketing management 31 (2), 145-154, 2002
1172002
An investigation of team information processing in service teams: Exploring the link between teams and customers
DR Deeter-Schmelz, R P. Ramsey
Journal of the Academy of Marketing Science 31 (4), 409-424, 2003
1092003
Branding implications of partner firm‐focal firm relationships in business‐to‐business service networks
F Morgan, D Deeter‐Schmelz, CR Moberg
Journal of Business & Industrial Marketing 22 (6), 372-382, 2007
1052007
Buyer‐seller relationships and information sources in an e‐commerce world
DR Deeter‐Schmelz, K Norman Kennedy
Journal of Business & Industrial Marketing 19 (3), 188-196, 2004
982004
Enhancing the emotional intelligence of salespeople
JZ Sojka, DR Deeter‐Schmelz
American Journal of Business 17 (1), 43-50, 2002
982002
Considering sources and types of social support: A psychometric evaluation of the House and Wells (1978) instrument
DR Deeter-Schmelz, RP Ramsey
The Journal of personal selling and sales management, 49-61, 1997
971997
Personality traits and sales performance: Exploring differential effects of need for cognition and self-monitoring
DR Deeter-Schmelz, JZ Sojka
Journal of Marketing Theory and Practice 15 (2), 145-157, 2007
932007
A global perspective on the current state of sales education in the college curriculum
DR Deeter-Schmelz, KN Kennedy
Journal of Personal Selling & Sales Management 31 (1), 55-75, 2011
852011
Descriptive and predictive analyses of industrial buyers' use of online information for purchasing
KN Kennedy, DR Deeter-Schmelz
Journal of Personal Selling & Sales Management 21 (4), 279-290, 2001
822001
Student team performance: A method for classroom assessment
DR Deeter-Schmelz, R Ramsey
Journal of Marketing Education 20 (2), 85-93, 1998
721998
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