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Bryan Hochstein
Bryan Hochstein
University of Alabama, Associate Professor of Marketing
Verifisert e-postadresse på ua.edu
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Marketing strategy: Text and cases
OC Ferrell, MD Hartline, BW Hochstein
Cengage Learning, Inc., 2022
17352022
Does the customer matter most? Exploring strategic frontline employees’ influence of customers, the internal business team, and external business partners
CR Plouffe, W Bolander, JA Cote, B Hochstein
Journal of Marketing 80 (1), 106-123, 2016
1952016
Gritting their teeth to close the sale: the positive effect of salesperson grit on job satisfaction and performance
R Dugan, B Hochstein, M Rouziou, B Britton
Journal of Personal Selling & Sales Management 39 (1), 81-101, 2019
1812019
Can’t leave it at home? The effects of personal stress on burnout and salesperson performance
MC Peasley, B Hochstein, BP Britton, RV Srivastava, GT Stewart
Journal of Business Research 117, 58-70, 2020
1092020
Adapting influence approaches to informed consumers in high-involvement purchases: are salespeople really doomed?
B Hochstein, W Bolander, R Goldsmith, CR Plouffe
Journal of the academy of marketing science 47, 118-137, 2019
1062019
An industry/academic perspective on customer success management
B Hochstein, D Rangarajan, N Mehta, D Kocher
Journal of Service Research 23 (1), 3-7, 2020
822020
Proactive value co-creation via structural ambidexterity: Customer success management and the modularization of frontline roles
B Hochstein, NN Chaker, D Rangarajan, D Nagel, NN Hartmann
Journal of Service Research 24 (4), 601-621, 2021
532021
Whom to hire and how to coach them: a longitudinal analysis of newly hired salesperson performance
W Bolander, CB Satornino, AM Allen, B Hochstein, R Dugan
Journal of Personal Selling & Sales Management 40 (2), 78-94, 2020
462020
“Let's make a deal:” Price outcomes and the interaction of customer persuasion knowledge and salesperson negotiation strategies
YM Holmes, LS Beitelspacher, B Hochstein, W Bolander
Journal of Business Research 78, 81-92, 2017
462017
A systematic literature review of negative psychological states and behaviors in sales
T Lyngdoh, E Chefor, B Hochstein, BP Britton, D Amyx
Journal of Business Research 122, 518-533, 2021
362021
Incorporating a counterproductive work behavior perspective into the salesperson deviance literature: Intentionally harmful acts and motivations for sales deviance
BW Hochstein, B Lilly, SM Stanley
Journal of Marketing Theory and Practice 25 (1), 86-103, 2017
362017
Marketing strategy
MD Hartline, B Hochstein, OC Ferrell
South-Western, 2021
352021
Marketing strategy: text and cases
OC Ferrel, MD Hartline, BW Hochstein
Mason, USA: South Western Cengage Learning, 2014
322014
Exploring the unintended negative impact of an ethical climate in competitive environments
BW Hochstein, WJ Zahn, W Bolander
Marketing Letters 28, 621-635, 2017
272017
Boosting sales force morale in highly dynamic, complex markets: The role of job resources
NG Panagopoulos, B Hochstein, TL Baker, MA Pimentel
Industrial Marketing Management 74, 237-253, 2018
262018
An investigation of consumer subjective knowledge in frontline interactions
B Hochstein, W Bolander, B Christenson, AB Pratt, K Reynolds
Journal of Retailing 97 (3), 336-346, 2021
252021
Purchaser perceptions of early phase supplier relationships: The role of similarity and likeability
DM Nagel, L Giunipero, H Jung, J Salas, B Hochstein
Journal of Business Research 128, 174-186, 2021
222021
Evaluation of salespeople by the purchasing function: implications for the evolving role of salespeople
B Paesbrugghe, D Rangarajan, B Hochstein, A Sharma
Journal of Personal Selling & Sales Management 40 (4), 289-305, 2020
222020
The salesperson as a knowledge broker: The effect of sales influence tactics on customer learning, purchase decision, and profitability
L Bonney, LL Beeler, RW Johnson, B Hochstein
Industrial Marketing Management 104, 352-365, 2022
192022
Examining salesperson versus sales manager evaluation of customer opportunities: A psychological momentum perspective on optimism, confidence, and overconfidence
L Bonney, CR Plouffe, B Hochstein, LL Beeler
Industrial Marketing Management 88, 339-351, 2020
192020
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Artikler 1–20