How should women sales managers lead their sales personnel?

by Alan J., Dubinsky
Published 1996

What Marketers Can Learn from the Tin Man

by Alan J., Dubinsky
Published 1994

Institutional entrepreneurship ‐ A panacea for universities‐in‐transition?

by Sandra S., Liu, Alan J., Dubinsky
Published 2000

Consumers' perceptions of e‐shopping characteristics: an expectancy‐value approach

by Heejin, Lim, Alan J., Dubinsky
Published 2004

Examining Industrial Sales People’s Reward Valences

by Alan J., Dubinsky, Thomas N., Ingram
Published 1989

The integration of market‐scanning activities: effects of market distance

by Thom J., Belich, Alan J., Dubinsky
Published 1998

Consumers’ desire to interact with a salesperson during e-shopping: development of a scale

by Yun Jung, Lee, Alan J., Dubinsky
Published 2017

FROM SELLING TO SALES MANAGEMENT: A DEVELOPMENTAL MODEL

by Alan J., Dubinsky, Thomas N., Ingram
Published 1984

Impact of a Priori Attitudes on the Effectiveness of Advertisements Employing Sexual Reference: Some Experimental Findings

by Paul J., Hensel, Alan J., Dubinsky
Published 1984

Key cultural values underlying consumers’ buying behaviour: a study in an Iranian context

by Masoud, Karami, Omid, Olfati, Alan J., Dubinsky
Published 2017

Influence of religiosity on retail salespeople's ethical perceptions: the case in Iran

by Masoud, Karami, Omid, Olfati, Alan, J. Dubinsky
Published 2014

Perceptions of Organizational Fairness: A Cross‐national Perspective

by Masaaki, Kotabe, Alan J., Dubinsky, Chae, Un Lim
Published 1992

The perceived importance of sales managers’ rewards: a career stage perspective

by Rajiv, Mehta, Rolph E., Anderson, Alan J., Dubinsky
Published 2000

Satisfaction with sales manager training ‐ Design and implementation issues

by Alan J., Dubinsky, Rajiv, Mehta, Rolph E., Anderson
Published 2001

Leadership style, motivation and performance in international marketing channels

by Rajiv, Mehta, Alan J., Dubinsky, Rolph E., Anderson
Published 2003

Determinants of telemarketer misselling in life insurance services

by Ho, Taek Yi, Alan J., Dubinsky, Chae, Un Lim
Published 2012

Frequency of CRM implementation activities: a customer‐centric view

by Molan, Kim, Jeong, Eun Park, Alan J., Dubinsky, Seoil, Chaiy
Published 2012

Cultural values and consumers’ expectations and perceptions of service encounter quality

by Masoud, Karami, Mohamad Mehdi, Maleki, Alan J., Dubinsky
Published 2016

By gosh I think she’s got it – well, not yet

by Alan J., Dubinsky, Lucette B., Comer, Sandra S., Liu
Published 2002

India’s lonely and isolated consumers shopping for an in-store social experience

by Brent, Smith, Cindy B., Rippé, Alan J., Dubinsky
Published 2018