Making sales technology effective GK Hunter, WD Perreault Jr Journal of Marketing 71 (1), 16-34, 2007 | 438 | 2007 |
Sales technology orientation, information effectiveness, and sales performance GK Hunter, WD Perreault Jr Journal of Personal Selling & Sales Management 26 (2), 95-113, 2006 | 258 | 2006 |
The embedded sales force: Connecting buying and selling organizations K Bradford, S Brown, S Ganesan, G Hunter, V Onyemah, R Palmatier, ... Marketing Letters 21, 239-253, 2010 | 121 | 2010 |
Interrelationships among key aspects of the organizational procurement process GK Hunter, MD Bunn, WD Perreault Jr International Journal of Research in Marketing 23 (2), 155-170, 2006 | 92 | 2006 |
The four faces of the Hispanic consumer: An acculturation-based segmentation CMO Alvarez, PR Dickson, GK Hunter Journal of Business Research 67 (2), 108-115, 2014 | 61 | 2014 |
Commitment to technological change, sales force intelligence norms, and salesperson key outcomes GK Hunter, NG Panagopoulos Industrial Marketing Management 50, 162-179, 2015 | 59 | 2015 |
Strategic account management: Conceptualizing, integrating, and extending the domain from fluid to dedicated accounts KD Bradford, GN Challagalla, GK Hunter, WC Moncrief III Journal of Personal Selling & Sales Management 32 (1), 41-56, 2012 | 58 | 2012 |
Sales technology GK Hunter The Oxford Handbook of Strategic Sales and Sales Management, Editors: DW …, 2011 | 39* | 2011 |
On conceptualizing, measuring, and managing augmented technology use in business-to-business sales contexts GK Hunter Journal of Business Research 105, 201-213, 2019 | 28 | 2019 |
Customer business development: identifying and responding to buyer-implied information preferences GK Hunter Industrial Marketing Management 43 (7), 1204-1215, 2014 | 28 | 2014 |
Sales technology, relationship-forging tasks, and sales performance in business markets GK Hunter University of North Carolina at Chapel Hill, 1999 | 26 | 1999 |
The pursuit of excellence in process thinking and customer relationship management PR Dickson, WM Lassar, G Hunter, S Chakravorti Journal of Personal Selling & Sales Management 29 (2), 111-124, 2009 | 24 | 2009 |
Systems-savvy selling, interpersonal identification with customers, and the sales manager’s motivational paradox: a constructivist grounded theory approach DP St. Clair, GK Hunter, PA Cola, RJ Boland Journal of Personal Selling & Sales Management 38 (4), 391-412, 2018 | 21 | 2018 |
Sales technology, selling smart, and sales performance in business markets GK Hunter, WD Perreault Jr, GM Armstrong 1998 Summer AMA Conference: Enhancing Knowledge Development in Marketing, 1–2, 1998 | 7 | 1998 |
Systems-savvy selling: A grounded theory approach to understanding what motivates contemporary industrial salespeople DP St Clair, RJ Boland Jr, GK Hunter AMA Conference Proceedings, 2016 | 3 | 2016 |
Boundary Blurring Theory and the strategic management of business-to-business relationships GK Hunter 2004 Summer AMA Conference Proceedings: Enhancing Knowledge Development in …, 2004 | 2 | 2004 |
Integrating technology within the sales-service ecosystem: the emergent sales techno-ecosystem C Bauer, JM Galvan, T Hancock, GK Hunter, CA Nelson, J Riley, ... European Journal of Marketing, 2023 | 1 | 2023 |
Professional Selling (2 ed.) DR Deeter, GK Hunter, TW Loe, GA Rich, R Mullins, L Beeler, W Schrock Sage Publications, 2023 | 1* | 2023 |
In Extremis Leadership: Full Mental Jacket D Dixon, RJ Boland, J Gaskin, MR . Weeks, GK Hunter Academy of Management Proceedings 1 (2014), doi: 10.5465/AMBPP.2014 …, 2014 | 1 | 2014 |
The Organizational Design for Pricing and its Consequences on Relative Firm Performance S Liozu, RJ Boland, A Hinterhuber, G Hunter, A Somers Academy of Management Proceedings 2012 (1), 10420, 2012 | 1 | 2012 |