| Understanding social media effects across seller, retailer, and consumer interactions A Rapp, LS Beitelspacher, D Grewal, DE Hughes Journal of the Academy of marketing Science 41, 547-566, 2013 | 1027 | 2013 |
| Energizing the reseller's sales force: The power of brand identification DE Hughes, M Ahearne Journal of Marketing 74 (4), 81-96, 2010 | 394 | 2010 |
| Social Networks within Sales Organizations: Their Development and Importance for Salesperson Performance GRF Bolander, Willy, Cinthia Santornino, Douglas E. Hughes Journal of Marketing 79 (6), 1-16, 2015 | 352 | 2015 |
| 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 | 285 | 2010 |
| Why sales reps should welcome information technology: Measuring the impact of CRM-based IT on sales effectiveness M Ahearne, DE Hughes, N Schillewaert International Journal of Research in Marketing 24 (4), 336-349, 2007 | 281 | 2007 |
| Managing sales force product perceptions and control systemsinthe success of new product introductions M Ahearne, A Rapp, DE Hughes, R Jindal Journal of Marketing Research 47 (4), 764-776, 2010 | 274 | 2010 |
| Gaining and leveraging customer-based competitive intelligence: the pivotal role of social capital and salesperson adaptive selling skills DE Hughes, J Le Bon, A Rapp Journal of the Academy of marketing Science 41, 91-110, 2013 | 254 | 2013 |
| 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 | 147 | 2016 |
| A self-determination theory-based meta-analysis on the differential effects of intrinsic and extrinsic motivation on salesperson performance V Good, DE Hughes, AH Kirca, S McGrath Journal of the Academy of Marketing Science 50 (3), 586-614, 2022 | 144 | 2022 |
| The marketing–sales interface at the interface: Creating market-based capabilities through organizational synergy DE Hughes, J Le Bon, A Malshe Journal of Personal Selling & Sales Management 32 (1), 57-72, 2012 | 125 | 2012 |
| The role of the sales-service interface and ambidexterity in the evolving organization: A multilevel research agenda AA Rapp, DG Bachrach, KE Flaherty, DE Hughes, A Sharma, ... Journal of Service Research 20 (1), 59-75, 2017 | 124 | 2017 |
| This ad’s for you: the indirect effect of advertising perceptions on salesperson effort and performance DE Hughes Journal of the Academy of Marketing Science 41, 1-18, 2013 | 119 | 2013 |
| Services Marketing Y Lin, J Agarwal, AT Lechner, DA Farrag, M Hassan, A Ruvio, ... 2018 AMA Summer Academic Conference, 2018 | 97* | 2018 |
| 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 | 82 | 2019 |
| When sales becomes service: The evolution of the professional selling role and an organic model of frontline ambidexterity DE Hughes, JL Ogilvie Journal of Service Research 23 (1), 22-32, 2020 | 67 | 2020 |
| More than money: establishing the importance of a sense of purpose for salespeople V Good, DE Hughes, H Wang Journal of the Academy of Marketing Science 50 (2), 272-295, 2022 | 65 | 2022 |
| The dilemma of outsourced customer service and care: Research propositions from a transaction cost perspective J Le Bon, DE Hughes Industrial Marketing Management 38 (4), 404-410, 2009 | 52 | 2009 |
| 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 | 51 | 2016 |
| When time is sales: the impact of sales manager time allocation decisions on sales team performance AA Rapp, JA Petersen, DE Hughes, JL Ogilvie Journal of Personal Selling & Sales Management 40 (2), 132-148, 2020 | 49 | 2020 |
| On the Nature of International Sales and Sales Management Research: A Social Network Analytic Perspective DEH W Schrock, Y Zhao, K Richards Journal of Personal Selling & Sales Management 38 (1), 56-77, 2018 | 43 | 2018 |
Keith A. RichardsAssociate Professor of Marketing, Baylor UniversityVerified email at baylor.edu
