Center for Marketing and Sales Innovation
Chernetsky, Victor, Douglas E. Hughes, and Wyatt Schrock (2022), “A Synthesis of Research on the Marketing-Sales Interface,” forthcoming at Industrial Marketing Management.
Malshe, Avinash, Douglas E. Hughes, Valerie Good, and Scott Friend (2022), “Marketing Strategy Implementation Impediments and Remedies: A Multi-Level Theoretical Framework within the Sales-Marketing Interface,” forthcoming at International Journal of Research in Marketing.
Good, Valerie, Douglas E. Hughes, Ahmet Kirca, and Sean McGrath (2022), “A Self-Determination Theory-Based Meta-Analysis on the Differential Effects of Intrinsic and Extrinsic Motivation on Salesperson Performance,” Journal of the Academy of Marketing Science, 50 (3), 586-614.
- Good, Valerie, Douglas E. Hughes, and Hao Wang (2021), “More Than Money: Establishing the Importance of a Sense of Purpose for Salespeople,” Journal of the Academy of Marketing Science
- Schrock, Wyatt, Douglas E. Hughes, Clay Voorhees, Yanhui Zhao, and John Hollenbeck (2021), "Self-oriented competitiveness in salespeople: Sales management implications,” Journal of the Academy of Marketing Science
- Lussier, B., Philp, M., Hartmann, N.N., and Wieland, H. (2021). Sales Anxiety and Salesperson Performance: The Roles of Mindful Acceptance and Perceived Sales Manager Support. Journal of Business Research, 124 (January), 112-125.
- Hartmann, N.N., and Lussier, B. (2020). Managing the Sales Force through the Unexpected Exogenous COVID-19 Crisis. Status. Industrial Marketing Management, 88 (July), 101-111.
- Hartmann, N.N., Plouffe, C., Kohsuwan, P., and Cote, J. (2020). Salesperson Influence Tactics and the Buyer Purchase Decision: The Mediating Role of Buying Agent Trust and Moderating Role of Buyer Agent Regulatory Orientation Focus. Industrial Marketing Management, 87 (May), 31-46.
- Hammond RW. Sales Student Preconceptions and a Novel Approach to Sales Curriculum Mapping: Insights, Implications, and Application for Sales Educators. Journal of Marketing Education. 2020;42(3):304-323.
- Hammond RW. Avoiding the Carnage: A Guidebook Through Sales Transformation. Informing Science Press. 2018