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Zachary Hall
Zachary Hall
Associate Professor of Marketing, Texas Christian University
Verifisert e-postadresse på tcu.edu - Startside
Tittel
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Know your customer: How salesperson perceptions of customer relationship quality form and influence account profitability
RR Mullins, M Ahearne, SK Lam, ZR Hall, JP Boichuk
Journal of Marketing 78 (6), 38-58, 2014
2392014
The dark side of retailing: towards a scale of corporate social irresponsibility
T Wagner, P Bicen, ZR Hall
International Journal of Retail & Distribution Management 36 (2), 124-142, 2008
2312008
The importance of starting right: the influence of accurate intuition on performance in salesperson–customer interactions
ZR Hall, M Ahearne, H Sujan
Journal of Marketing 79 (3), 91-109, 2015
1182015
Learned helplessness among newly hired salespeople and the influence of leadership
JP Boichuk, W Bolander, ZR Hall, M Ahearne, WJ Zahn, M Nieves
Journal of Marketing 78 (1), 95-111, 2014
1082014
Cooperation in B2B relationships: Factors that influence customers' perceptions of salesperson cooperation
B Lussier, ZR Hall
Industrial Marketing Management 69, 209-220, 2018
942018
The ambidextrous sales force: aligning salesperson polychronicity and selling contexts for sales-service behaviors and customer value
R Mullins, R Agnihotri, Z Hall
Journal of Service Research 23 (1), 33-52, 2020
622020
The impact of mergers and acquisitions on the sales force
R Bommaraju, M Ahearne, ZR Hall, S Tirunillai, SK Lam
Journal of Marketing Research 55 (2), 254-264, 2018
432018
Open negotiation: The back-end benefits of salespeople’s transparency in the front end
Y Atefi, M Ahearne, S Hohenberg, Z Hall, F Zettelmeyer
Journal of Marketing Research 57 (6), 1076-1094, 2020
302020
Generating and sharing of market intelligence in sales teams: an economic social network perspective
ZR Hall, RR Mullins, N Syam, JP Boichuk
Journal of Personal Selling & Sales Management 37 (4), 298-312, 2017
282017
Onboarding salespeople: Socialization approaches
P Wiseman, M Ahearne, Z Hall, S Tirunillai
Journal of Marketing 86 (6), 13-31, 2022
272022
Taking the measure of measurement in sales research: introduction to the special issue
ZR Hall, N Lee
Journal of Personal Selling & Sales Management 39 (3), 201-206, 2019
72019
The impact of the information revolution on the classical sales model
M Pourmasoudi, M Ahearne, Z Hall, P Krishnamurthy
Journal of Personal selling & sales ManageMent 42 (2), 193-208, 2022
62022
Selling in the digital age
M Ahearne, Z Hall, P Krishnamurthy, M Pourmasoudi
Marketing Science Institute Working Paper Series Report, 2019
52019
Enabling Comparability of Responses in International Sales Force Surveys: Evidence from a Cross-National Survey of Salespeople and Sales Managers
M Pourmasoudi, P Wiseman, M Ahearne, Z Hall
Journal of International Marketing 32 (1), 15-32, 2024
42024
Skilled Intuition and Selling Performance: An Abstract
ZR Hall, H Sujan, M Ahearne
Creating Marketing Magic and Innovative Future Marketing Trends: Proceedings …, 2017
22017
How Should Firms Onboard New Salespeople? The Relative Efficacy of Centralized Versus On-the-Job Training
M Ahearne, P Wiseman, Z Hall, S Tirunillai
Working paper, 2019
12019
Information disclosure in negotiating with informed customers
M Ahearne, Y Atefi, Z Hall, S Hohenberg, F Zettelmeyer
Marketing Science Institute Report, 2019
12019
Measurement in Sales Research
ZR Hall, N Lee
Routledge, 2019
2019
Information Disclosure in Negotiating with Informed Customers
FZ Michael Ahearne, Yashar Atefi, Zachary R. Hall, Sebastian Hohenberg
Marketing Science Institute Working Paper Series, 62, 2019
2019
Salesperson Intuition: Its Critical Role and Antecedents
ZR Hall
2013
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Artikler 1–20