Customer relationship management: Finding value drivers KA Richards, E Jones Industrial marketing management 37 (2), 120-130, 2008 | 795 | 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 | 272 | 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 | 134 | 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 | 117 | 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 | 108 | 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 | 83 | 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 | 67 | 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 | 38 | 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 |
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 |
Understanding the interactive effects of service climate and transactional sales climate on service quality and sales performance (Retracted Article) CF Miao, DE Hughes, KA Richards, FQ Fu Journal of the Academy of Marketing Science 44 (4), 555-555, 2016 | 5 | 2016 |
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 | 2 | 2016 |
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 |