Works by Locander, William B.

Results: 37

The effect of supervisor bottom-line mentality and supervisory support on salesperson lone wolf tendencies–implications for turnover intention and performance.

Published in:

Journal of Marketing Theory & Practice, 2025, v. 33, n. 3, p. 366, doi. 10.1080/10696679.2024.2347845

By:

Brown, Barron W.;
Locander, David A.;
Locander, William B.

Publication type:

Article

MARKETING: VICTIM AND/OR VILLAIN?

Published in:

Marketing Research, 2001, v. 13, n. 3, p. 39

By:

Locander, William B.

Publication type:

Article

Examining the Antecedents and Outcomes of Salesperson Bottom Line Mentality and Lone Wolf Tendencies.

Published in:

Journal of Managerial Issues, 2023, v. 35, n. 1, p. 48

By:

Brown, Barron W.;
Locander, David A.;
Locander, Jennifer A.;
Locander, William B.

Publication type:

Article

The Mediating Role of Sales Department Innovation Orientation on Creative Selling.

Published in:

Journal of Managerial Issues, 2018, v. 30, n. 4, p. 463

By:

Locander, David A.;
Weinberg, Frankie J.;
Locander, William B.

Publication type:

Article

Effects of Sales Presentation Topic on Cognitive Responses in Industrial Buying Groups.

Published in:

Journal of the Academy of Marketing Science, 1989, v. 17, n. 4, p. 305, doi. 10.1007/BF02726641

By:

Forrester Jr., William R.;
Locander, William B.

Publication type:

Article

ESSCA: A Multidimensional Analysis Tool for Marketing Research.

Published in:

Journal of the Academy of Marketing Science, 1988, v. 16, n. 1, p. 36, doi. 10.1007/BF02723324

By:

Zinkhan, George M.;
Locander, William B.

Publication type:

Article

The Effect of Self-Confidence and Anxiety on Risk Reduction Strategies for an Innovative Product.

Published in:

Journal of the Academy of Marketing Science, 1977, v. 5, n. 2, p. 113, doi. 10.1007/BF02722005

By:

Hermann, Peter;
Locander, William B.

Publication type:

Article

The Effect of Self-Confidence and Anxiety on Risk Reduction Strategies for an Innovative Product.

Published in:

Journal of the Academy of Marketing Science, 1977, v. 5, n. 1, p. 113, doi. 10.1007/BF02722005

By:

Hermann, Peter;
Locander, William B.

Publication type:

Article

A Conceptual Approach To Planning New Product Introductions In Sets.

Published in:

Journal of the Academy of Marketing Science, 1975, v. 3, n. 4, p. 355, doi. 10.1007/BF02729295

By:

Locander, William B.;
Scamell, Richard W.

Publication type:

Article

The Spoken and the Unspoken: A Hermeneutic Approach to Understanding the Cultural Viewpoints That Underlie Consumers' Expressed Meanings.

Published in:

Journal of Consumer Research, 1994, v. 21, n. 3, p. 432, doi. 10.1086/209409

By:

Thompson, Craig J.;
Pollio, Howard R.;
Locander, William B.

Publication type:

Article

The Lived Meaning of Free Choice: An Existential-Phenomenological Description of Everyday Consumer Experiences of Contemporary Married Women.

Published in:

Journal of Consumer Research, 1990, v. 17, n. 3, p. 346, doi. 10.1086/208562

By:

Thompson, Craig J.;
Locander, William B.;
Pollio, Howard R.

Publication type:

Article

Putting Consumer Experience Back into Consumer Research: The Philosophy and Method of Existensial-Phenomenology.

Published in:

Journal of Consumer Research, 1989, v. 16, n. 2, p. 133, doi. 10.1086/209203

By:

Thompson, Craig J.;
Locander, William B.;
Pollio, Howard R.

Publication type:

Article

Attribution Theory and Advertising Effectiveness.

Published in:

Journal of Consumer Research, 1980, v. 7, n. 3, p. 219, doi. 10.1086/208810

By:

Sparkman Jr., Richard M.;
Locander, William B.

Publication type:

Article

Should I Stay or Should I Go? The Cascading Impact of Performance Pressure on Supervisor Bottom-Line Mentality and Salesperson Hypervigilant Decision Making, Emotional Exhaustion, and Engagement.

Published in:

Journal of Business-to-Business Marketing, 2022, v. 29, n. 3/4, p. 353, doi. 10.1080/1051712X.2022.2121502

By:

Brown, Barron W.;
Locander, Jennifer A.;
Locander, William B.

Publication type:

Article

An organizational communication-based model of individual customer orientation of nonmarketing members of a firm.

Published in:

Journal of Strategic Marketing, 2004, v. 12, n. 1, p. 29, doi. 10.1080/0965254032000171609

By:

Goebel, Daniel J.;
Marshall, Greg W.;
Locander, William B.

Publication type:

Article

Product Novelty: Does it Moderate the Relationship Between Ad Attitudes and Brand Attitudes?

Published in:

Journal of Advertising, 1987, v. 16, n. 3, p. 39, doi. 10.1080/00913367.1987.10673084

By:

Cox, Dena Saliagas;
Locander, William B.

Publication type:

Article

DIMENSIONAL RELATIONSHIPS OF AIDED RECALL AND RECOGNITION.

Published in:

Journal of Advertising, 1986, v. 15, n. 1, p. 38, doi. 10.1080/00913367.1986.10672987

By:

Zinkhan, George M.;
Locander, William B.;
Leigh, James H.

Publication type:

Article

The Leadership Wheel: Five Steps for Achieving Individual and Organizational Greatness.

Published in:

2006

By:

Luechauer, David L.;
Locander, William B.

Publication type:

Book Review

ENVIRONMENTALLY CONCERNED CONSUMERS--RACIAL VARIATIONS.

Published in:

Journal of Marketing, 1978, v. 42, n. 4, p. 61, doi. 10.2307/1250087

By:

Murphy, Patrick E.;
Kangun, Norman;
Locander, William B.

Publication type:

Article

FAMILY LIFE CYCLE AND LEISURE BEHAVIOR RESEARCH.

Published in:

Advances in Consumer Research, 1979, v. 6, n. 1, p. 133

By:

Landon, E. Laird;
Locander, William B.

Publication type:

Article

Enhancing Purchasing's Strategic Reputation: Evidence and Recommendations for Future Research.

Published in:

Journal of Supply Chain Management, 2003, v. 39, n. 2, p. 4, doi. 10.1111/j.1745-493X.2003.tb00150.x

By:

Goebel, Daniel J.;
Marshall, Greg W.;
Locander, William B.

Publication type:

Article

Dignity in the workplace: a frontline service employee perspective.

Published in:

Journal of Marketing Theory & Practice, 2024, v. 32, n. 4, p. 506, doi. 10.1080/10696679.2023.2221443

By:

Mertz, Breanne A.;
Locander, Jennifer A.;
Brown, Barron W.;
Locander, William B.

Publication type:

Article

SALESPERSON LONE WOLF TENDENCIES: THE ROLES OF SOCIAL COMPARISON AND MENTORING IN A MEDIATED MODEL OF PERFORMANCE.

Published in:

Journal of Marketing Theory & Practice, 2015, v. 23, n. 4, p. 351, doi. 10.1080/10696679.2015.1049680

By:

Locander, David A.;
Weinberg, Frankie J.;
Mulki, Jay P.;
Locander, William B.

Publication type:

Article

THE QUALITY TRAIN IS LEAVING AND MARKETERS ARE NODDING OFF IN THE CLUB CAR.

Published in:

Journal of Marketing Theory & Practice, 1996, v. 4, n. 3, p. 1, doi. 10.1080/10696679.1996.11501728

By:

Locander, William B.;
Goebel, Daniel J.

Publication type:

Article

A TEAM APPROACH TO MANAGING THE DEVELOPMENT OF A DECISION SUPPORT SYSTEM.

Published in:

MIS Quarterly, 1979, v. 3, n. 1, p. 53, doi. 10.2307/249148

By:

Locander, William B.;
Napier, H. Albert;
Scamell, Richard W.

Publication type:

Article

A Guide for Early Career Success in Academic Research.

Published in:

Atlantic Marketing Journal, 2020, v. 9, n. 1, p. 29

By:

Obilo, Obinna O.;
Locander, William B.;
Locander, David A.

Publication type:

Article

WORKPLACE ISOLATION, SALESPERSON COMMITMENT, AND JOB PERFORMANCE.

Published in:

Journal of Personal Selling & Sales Management, 2008, v. 28, n. 1, p. 67, doi. 10.2753/PSS0885-3134280105

By:

Mulki, Jay Prakash;
Locander, William B.;
Mairshall, Greg W.;
Harris, Eric G.;
Hensel, James

Publication type:

Article

GETTING THE JOB DONE: THE MODERATING ROLE OF INITIATIVE ON THE RELATIONSHIP BETWEEN INTRINSIC MOTIVATION AND ADAPTIVE SELLING.

Published in:

Journal of Personal Selling & Sales Management, 2007, v. 27, n. 1, p. 59, doi. 10.2753/PSS0885-3134270104

By:

Jaramillo, Fernando;
Locander, William B.;
Spector, Paul E.;
Harris, Eric G.

Publication type:

Article

EFFECTS OF ETHICAL CLIMATE AND SUPERVISORY TRUST ON SALESPERSON'S JOB ATTITUDES AND INTENTIONS TO QUIT.

Published in:

Journal of Personal Selling & Sales Management, 2006, v. 26, n. 1, p. 19, doi. 10.2753/PSS0885-3134260102

By:

Mulki, Jay Prakash;
Jaramillo, Fernando;
Locander, William B.

Publication type:

Article

A META-ANALYTIC COMPARISON OF MANAGERIAL RATINGS AND SELF-EVALUATIONS.

Published in:

Journal of Personal Selling & Sales Management, 2005, v. 25, n. 4, p. 315, doi. 10.1080/08853134.2005.10749067

By:

Jaramillo, Fernando;
Carrillat, François A.;
Locander, William B.

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

RESPONSE TO COMMENT: STARTING TO SOLVE THE METHOD PUZZLE IN SALESPERSON SELF-REPORT EVALUATIONS.

Published in:

Journal of Personal Selling & Sales Management, 2004, v. 24, n. 2, p. 141, doi. 10.1080/08853134.2004.10749026

By:

Jaramillo, Fernando;
Carrillat, François A.;
Locander, William B.

Publication type:

Article

STARTING TO SOLVE THE METHOD PUZZLE IN SALESPERSON SELF-REPORT EVALUATIONS.

Published in:

Journal of Personal Selling & Sales Management, 2003, v. 23, n. 4, p. 369, doi. 10.1080/08853134.2003.10749010

By:

Jaramillo, Fernando;
Carrillat, François A.;
Locander, William B.

Publication type:

Article

Cognitive segmentation: Modeling the structure and content of customers' thoughts.

Published in:

Psychology & Marketing, 2009, v. 26, n. 6, p. 479, doi. 10.1002/mar.20284

By:

Carrillat, François A.;
Riggle, Robert J.;
Locander, William B.;
Gebhardt, Gary F.;
Lee, James M.

Publication type:

Article

The Effect of Self-Confidence and Anxiety on Information Seeking in Consumer Risk Reduction.

Published in:

Journal of Marketing Research (JMR), 1979, v. 16, n. 2, p. 268, doi. 10.2307/3150690

By:

Locander, William B.;
Hermann, Peter W.

Publication type:

Article

A Functional Approach to Attitude Measurement.

Published in:

Journal of Marketing Research (JMR), 1978, v. 15, n. 4, p. 576, doi. 10.2307/3150627

By:

Locander, William B.;
Spivey, W. Austin

Publication type:

Article

The Effect of Question Form on Gathering Income Data by Telephone.

Published in:

Journal of Marketing Research (JMR), 1976, v. 13, n. 2, p. 189, doi. 10.2307/3150857

By:

Locander, William B.;
Burton, John P.

Publication type:

Article