| Big data facilitation, utilization, and monetization: Exploring the 3Vs in a new product development process JS Johnson, SB Friend, HS Lee Journal of Product Innovation Management 34 (5), 640-658, 2017 | 268 | 2017 |
| The role of emotions on frontline employee turnover intentions YN Cho, BN Rutherford, SB Friend, GA Hamwi, JK Park Journal of Marketing Theory and Practice 25 (1), 57-68, 2017 | 134 | 2017 |
| Positive psychology in sales: Integrating psychological capital SB Friend, JS Johnson, F Luthans, RS Sohi Journal of Marketing Theory and Practice 24 (3), 306-327, 2016 | 112 | 2016 |
| Measuring salesperson burnout: A reduced Maslach burnout inventory for sales researchers BN Rutherford, GA Hamwi, SB Friend, NN Hartmann Journal of personal Selling & Sales management 31 (4), 429-440, 2011 | 87 | 2011 |
| Contingent cross-selling and up-selling relationships with performance and job satisfaction: An MOA-theoretic examination JS Johnson, SB Friend Journal of Personal Selling & Sales Management 35 (1), 51-71, 2015 | 84 | 2015 |
| The role of delight in driving repurchase intentions T Meyer, DC Barnes, SB Friend Journal of Personal Selling & Sales Management 37 (1), 61-71, 2017 | 68 | 2017 |
| Initiating value co-creation: Dealing with non-receptive customers A Malshe, SB Friend Journal of the Academy of Marketing Science 46, 895-920, 2018 | 63 | 2018 |
| Key skills for crafting customer solutions within an ecosystem: A theories-in-use perspective SB Friend, A Malshe Journal of Service Research 19 (2), 174-191, 2016 | 63 | 2016 |
| Sales enablement: conceptualizing and developing a dynamic capability RM Peterson, A Malshe, SB Friend, H Dover Journal of the Academy of Marketing Science 49, 542-565, 2021 | 60 | 2021 |
| Segmenting the preferences and usage patterns of the mature consumer health‐care market GP Moschis, SB Friend International Journal of Pharmaceutical and Healthcare Marketing 2 (1), 7-21, 2008 | 57 | 2008 |
| Strategic and operational alignment of sales-marketing interfaces: Dual paths within an SME configuration A Malshe, SB Friend, J Al-Khatib, MI Al-Habib, HM Al-Torkistani Industrial Marketing Management 66, 145-158, 2017 | 56 | 2017 |
| The effects of mentoring on salesperson commitment NN Hartmann, BN Rutherford, GA Hamwi, SB Friend Journal of Business Research 66 (11), 2294-2300, 2013 | 55 | 2013 |
| Key account relationships: An exploratory inquiry of customer-based evaluations SB Friend, JS Johnson Industrial Marketing Management 43 (4), 642-658, 2014 | 53 | 2014 |
| Ethical climate at the frontline: A meta-analytic evaluation SB Friend, F Jaramillo, JS Johnson Journal of Service Research 23 (2), 116-138, 2020 | 47 | 2020 |
| Interfacing and customer-facing: Sales and marketing selling centers JS Johnson, JM Matthes, SB Friend Industrial Marketing Management 77, 41-56, 2019 | 45 | 2019 |
| Why are you really losing sales opportunities? A buyers' perspective on the determinants of key account sales failures SB Friend, CF Curasi, JS Boles, DN Bellenger Industrial Marketing Management 43 (7), 1124-1135, 2014 | 42 | 2014 |
| The impact of training, mentoring and coaching on personal learning in the sales environment SK Bradford, BN Rutherford, SB Friend International Journal of Evidence Based Coaching and Mentoring 15 (1), 133-151, 2017 | 41 | 2017 |
| INDSALES model: A facet-level job satisfaction model among salespeople SB Friend, JS Johnson, BN Rutherford, G Alexander Hamwi Journal of Personal Selling & Sales Management 33 (4), 419-438, 2013 | 40 | 2013 |
| Buyer–seller relationships within a multisource context: Understanding customer defection and available alternatives SB Friend, GA Hamwi, BN Rutherford Journal of Personal Selling & Sales Management 31 (4), 383-395, 2011 | 40 | 2011 |
| Propensity to trust salespeople: A contingent multilevel-multisource examination SB Friend, JS Johnson, RS Sohi Journal of Business Research 83, 1-9, 2018 | 39 | 2018 |
Jeff S. JohnsonAssociate Professor of Marketing, University of Missouri-Kansas City在 umkc.edu 的电子邮件经过验证
