Customer relationship management: Finding value drivers KA Richards, E Jones Industrial marketing management 37 (2), 120-130, 2008 | 817 | 2008 |
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 | 274 | 2010 |
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, 351-360, 2016 | 141 | 2016 |
The motivation hub: Effects of goal setting and self-efficacy on effort and new product sales FQ Fu, KA Richards, E Jones Journal of Personal Selling & Sales Management 29 (3), 277-292, 2009 | 122 | 2009 |
Key account management: Adding elements of account fit to an integrative theoretical framework KA Richards, E Jones Journal of Personal Selling & Sales Management 29 (4), 305-320, 2009 | 110 | 2009 |
Collaboration between sales and marketing, market orientation and business performance in business-to-business organisations K Le Meunier-FitzHugh, N Lane Strategic sales and strategic marketing, 103-118, 2013 | 85 | 2013 |
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 | 69 | 2019 |
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 | 50 | 2016 |
Developing a strategic framework of key account performance E Jones, KA Richards, D Halstead, FQ Fu Strategic Sales and Strategic Marketing, 33-47, 2013 | 42 | 2013 |
On the nature of international sales and sales management research: a social network–analytic perspective WA Schrock, Y Zhao, KA Richards, DE Hughes, MS Amin Journal of Personal Selling & Sales Management 38 (1), 56-77, 2018 | 41 | 2018 |
Tracking and updating academic research in selling and sales management: A decade later KA Richards, WC Moncrief, GW Marshall Journal of Personal Selling & Sales Management 30 (3), 253-271, 2010 | 31 | 2010 |
Why study intraorganizational issues in selling and sales management? W Bolander, KA Richards Journal of Personal Selling & Sales Management 38 (2), 169-171, 2018 | 18 | 2018 |
From high tech to high touch: enhancing customer service experiences via improved self-service technologies D Halstead, KA Richards Innovative Marketing 10 (4), 2014 | 12 | 2014 |
RETRACTED ARTICLE: Understanding the interactive effects of service climate and transactional sales climate on service quality and sales performance. C Miao, D Hughes, K Richards, F Fu Journal of the Academy of Marketing Science 44 (4), 2016 | 7* | 2016 |
Relationship effectiveness and key account performance: Assessing inter-firm fit between buying and selling organizations K Richards Dissertation Abstracts International 68 (05), 2007 | 6 | 2007 |
Modeling the Impact of Salesperson Attitudes, Perceived Norms, and Behavioral Intentions on the Growth Trajectory of New Products FQ Fu, KA Richards, DE Hughes, E Jones Proceedings of the 2009 Academy of Marketing Science (AMS) Annual Conference …, 2014 | | 2014 |