| Marketing strategy: Text and cases OC Ferrell, MD Hartline, BW Hochstein Cengage Learning, Inc., 2022 | 1863 | 2022 |
| 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 | 210 | 2016 |
| 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 | 209 | 2019 |
| 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 | 146 | 2020 |
| 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 | 119 | 2019 |
| 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 | 97 | 2020 |
| 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 | 63 | 2021 |
| 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 | 57 | 2020 |
| “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 | 53 | 2017 |
| 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 | 41 | 2021 |
| 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 | 39 | 2017 |
| Marketing strategy MD Hartline, B Hochstein, OC Ferrell South-Western, 2021 | 36 | 2021 |
| Customer success management, customer health, and retention in B2B industries B Hochstein, CM Voorhees, AB Pratt, D Rangarajan, DM Nagel, ... International Journal of Research in Marketing 40 (4), 912-932, 2023 | 35 | 2023 |
| 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 | 34 | 2018 |
| Marketing strategy: text and cases OC Ferrel, MD Hartline, BW Hochstein Mason, USA: South Western Cengage Learning, 2014 | 34 | 2014 |
| 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 | 30 | 2021 |
| Exploring the unintended negative impact of an ethical climate in competitive environments BW Hochstein, WJ Zahn, W Bolander Marketing Letters 28, 621-635, 2017 | 30 | 2017 |
| 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 | 25 | 2021 |
| 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 | 23 | 2022 |
| 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 | 23 | 2020 |
Willy BolanderRader II Professor of Industrial Distribution, Texas A&M UniversityVerified email at tamu.edu
