Works matching AU LaForge, Raymond W.

Results: 27

SALES ORGANIZATION RECOVERY MANAGEMENT AND RELATIONSHIP SELLING: A CONCEPTUAL MODEL AND EMPIRICAL TEST.

Published in:

Journal of Personal Selling & Sales Management, 2010, v. 30, n. 3, p. 223, doi. 10.2753/PSS0885-3134300303

By:

Gonzalez, Gabriel R.;
Hoffman, K. Douglas;
Ingram, Thomas N.;
LaForge, Raymond W.

Publication type:

Article

SALESPERSON ETHICAL DECISION MAKING: THE IMPACT OF SALES LEADERSHIP AND SALES MANAGEMENT CONTROL STRATEGY.

Published in:

Journal of Personal Selling & Sales Management, 2007, v. 27, n. 4, p. 301, doi. 10.2753/PSS0885-3134270402

By:

Ingram, Thomas N.;
LaForge, Raymond W.;
Schwepker, Jr., Charles H.

Publication type:

Article

NEW DIRECTIONS IN SALES LEADERSHIP RESEARCH.

Published in:

Journal of Personal Selling & Sales Management, 2005, v. 25, n. 2, p. 137, doi. 10.1080/08853134.2005.10749055

By:

Ingram, Thomas N.;
LaForge, Raymond W.;
Locander, William B.;
MacKenzie, Scott B.;
Podsakoff, Philip M.

Publication type:

Article

An Empirical Investigation of Sales Management Training Programs for Sales Managers.

Published in:

Journal of Personal Selling & Sales Management, 1997, v. 17, n. 3, p. 53

By:

Anderson, Rolph;
Mehta, Rajiv;
Strong, James;
LaForge, Raymond W.

Publication type:

Article

Sales Training: Executives' Research Needs.

Published in:

Journal of Personal Selling & Sales Management, 1995, v. 15, n. 4, p. 67

By:

Honeycutt Jr., Earl D.;
Ford, John B.;
Rao, C. P.;
LaForge, Raymond W.

Publication type:

Article

Salesperson Failure: Definition, Determinants, and Outcomes.

Published in:

Journal of Personal Selling & Sales Management, 1994, v. 14, n. 1, p. 1, doi. 10.1080/08853134.1994.10753972

By:

Morris, Michael H.;
LaForge, Raymond W.;
Allen, Jeffrey A.

Publication type:

Article

Incorporating a Quality Improvement Perspective into Measures of Salesperson Performance.

Published in:

Journal of Personal Selling & Sales Management, 1993, v. 13, n. 1, p. 1, doi. 10.1080/08853134.1993.10753932

By:

Cravens, David W.;
LaForge, Raymond W.;
Pickett, Gregory M.;
Young, Clifford E.

Publication type:

Article

Using Contingency Analysis to Select Selling Effort Allocation Methods.

Published in:

Journal of Personal Selling & Sales Management, 1986, v. 6, n. 2, p. 19

By:

LaForge, Raymond W.;
Cravens, David W.;
Young, Clifford E.

Publication type:

Article

Effects of Effort, Territory Situation, and Rater on Salesperson Evaluation.

Published in:

Journal of Personal Selling & Sales Management, 1986, v. 6, n. 1, p. 1

By:

Mowen, John C.;
Fabes, Keith J.;
LaForge, Raymond W.

Publication type:

Article

Sales Management (Book).

Published in:

1984

By:

LaForge, Raymond W.

Publication type:

Book Review

Increasing Sales Productivity Through Improved Sales Call Allocation Strategies.

Published in:

Journal of Personal Selling & Sales Management, 1983, v. 3, n. 2, p. 53

By:

Laforge, Raymond W.;
Young, Clifford E.;
Hamm, B. Curtis

Publication type:

Article

A Market Response Model for Sales Management Decision Making.

Published in:

Journal of Personal Selling & Sales Management, 1981, v. 2, n. 1, p. 10

By:

LaForge, Raymond W.;
Cravens, David W

Publication type:

Article

PRODUCT DIVERSIFICATION AND FIRM DEVELOPMENT: AN EMPIRICAL EXAMINATION OF CONTINGENCY RELATIONSHIPS.

Published in:

Journal of Marketing Management (10711988), 1992, v. 2, n. 1, p. 13

By:

Lunsford, Dale A.;
LaForge, Raymond W.

Publication type:

Article

Relationship Marketing in Health Care.

Published in:

Journal of Health Care Marketing, 1994, v. 14, n. 4, p. 42

By:

Wagner, Henry C.;
Fleming, David;
Mangold, W. GLynn;
LaForge, Raymond W.

Publication type:

Article

ENTREPRENEURIAL MARKETING: A CONSTRUCT FOR INTEGRATING EMERGING ENTREPRENEURSHIP AND MARKETING PERSPECTIVES.

Published in:

Journal of Marketing Theory & Practice, 2002, v. 10, n. 4, p. 1, doi. 10.1080/10696679.2002.11501922

By:

Morris, Michael H.;
Schindehutte, Minet;
LaForge, Raymond W.

Publication type:

Article

Improving Judgment-Based Salesforce Decision Model Applications.

Published in:

Journal of the Academy of Marketing Science, 1989, v. 17, n. 2, p. 167, doi. 10.1007/BF02723375

By:

LaForge, Raymond W.;
Lamb Jr., Charles W.;
Cravens, David W.;
Moncrief III, William C.

Publication type:

Article

The Marketing/Small Enterprise Paradox: a Research Agenda.

Published in:

International Small Business Journal: Researching Entrepreneurship, 1985, v. 3, n. 3, p. 31, doi. 10.1177/026624268500300303

By:

Davis, Charles D.;
Hills, Gerald E.;
LaForge, Raymond W.

Publication type:

Article

EMPIRICAL AND JUDGMENT-BASED SALES-FORCE DECISION MODELS: A COMPARATIVE ANALYSIS.

Published in:

Decision Sciences, 1985, v. 16, n. 2, p. 177, doi. 10.1111/j.1540-5915.1985.tb01482.x

By:

LaForge, Raymond W.;
Cravens, David W.

Publication type:

Article

Strategic alignment for sales organization transformation.

Published in:

Journal of Strategic Marketing, 2009, v. 17, n. 3-4, p. 199, doi. 10.1080/09652540903064662

By:

LaForge, Raymond W.;
Ingram, Thomas N.;
Cravens, David W.

Publication type:

Article

Comparison of Field Sales Management Activities in Australian and American Sales Organizations.

Published in:

Journal of Global Marketing, 1992, v. 5, n. 4, p. 23, doi. 10.1300/J042v05n04_04

By:

Cravens, David W.;
Grant, Ken;
Ingram, Thomas N.;
LaForge, Raymond W.;
Young, Clifford E.

Publication type:

Article

Personal Communication in Marketing: An examination of Self-Interest Contingency Relationships.

Published in:

Journal of Marketing Research (JMR), 1990, v. 27, n. 2, p. 227, doi. 10.2307/3172849

By:

WIENER, JOSHUA L.;
LAFORGE, RAYMOND W.;
GOOLSBY, JERRY R.

Publication type:

Article

Research at the Marketing Interface to Advance Entrepreneurship Theory.

Published in:

Entrepreneurship: Theory & Practice, 1992, v. 16, n. 3, p. 33, doi. 10.1177/104225879201600303

By:

Hills, Gerald E.;
LaForge, Raymond W.

Publication type:

Article

Behavior-based and outcome-based salesforce control systems.

Published in:

Journal of Marketing, 1993, v. 57, n. 4, p. 47, doi. 10.2307/1252218

By:

Cravens, David W.;
Ingram, Thomas N.;
LaForge, Raymond W.;
Young, Clifford E.

Publication type:

Article

A Marketing Strategy Analysis of Small Retailers.

Published in:

American Journal of Small Business, 1986, v. 10, n. 4, p. 7, doi. 10.1177/104225878601000401

By:

Fiorito, Susan S.;
LaForge, Raymond W.

Publication type:

Article

Self-Management: A Key to Entrepreneurial Survival?

Published in:

American Journal of Small Business, 1983, v. 8, n. 1, p. 20, doi. 10.1177/104225878300800107

By:

Snyder, Charles A.;
Manz, Charles C.;
Laforge, Raymond W.

Publication type:

Article

THE SCHOLARSHIP OF TEACHING IN SALES EDUCATION.

Published in:

Marketing Education Review, 2005, v. 15, n. 2, p. 1, doi. 10.1080/10528008.2005.11488899

By:

Anderson, Rolph E.;
Dixon, Andrea L.;
Jones, Eli;
Johnston, Mark W.;
LaForge, Raymond W.;
Marshall, Greg W.;
Tanner Jr., John F.

Publication type:

Article

SOCIAL CAPITAL: BUILDING AN EFFECTIVE LEARNING ENVIRONMENT IN MARKETING CLASSES.

Published in:

Marketing Education Review, 2004, v. 14, n. 2, p. 1, doi. 10.1080/10528008.2004.11488861

By:

Gonzalez, Gabriel R.;
Ingram, Thomas N.;
LaForge, Raymond W.;
Leigh, Thomas W.

Publication type:

Article