Works by Pullins, Ellen Bolman

Results: 28

Conceptualizing an integrative typology of sales enablement strategy.

Published in:

Journal of Personal Selling & Sales Management, 2025, v. 45, n. 1, p. 64, doi. 10.1080/08853134.2024.2340033

By:

Friend, Scott B.;
Mangus, Stephanie M.;
Pullins, Ellen Bolman;
Davis, Lenita;
Gilstrap, Catherine M.

Publication type:

Article

The nine habits of highly effective researchers: strategies for strengthening scholarly submissions.

Published in:

Journal of Personal Selling & Sales Management, 2024, v. 44, n. 2, p. 101, doi. 10.1080/08853134.2024.2324883

By:

Good, Valerie;
Pullins, Ellen Bolman

Publication type:

Article

Salesperson rapport: a literature review and research agenda for an evolving digital sales process.

Published in:

Journal of Personal Selling & Sales Management, 2023, v. 43, n. 4, p. 245, doi. 10.1080/08853134.2023.2236483

By:

Good, Valerie;
Mangus, Stephanie M.;
Pullins, Ellen Bolman

Publication type:

Article

Persisting changes in sales due to global pandemic challenges.

Published in:

Journal of Personal Selling & Sales Management, 2022, v. 42, n. 4, p. 317, doi. 10.1080/08853134.2022.2132399

By:

Good, Valerie;
Pullins, Ellen Bolman;
Rouziou, Maria

Publication type:

Article

Advocates and adversaries: examining the role of supplier advocacy on customer reacquisition.

Published in:

Journal of Personal Selling & Sales Management, 2021, v. 41, n. 4, p. 316, doi. 10.1080/08853134.2021.1919521

By:

Leach, Mark P.;
Liu, Annie H.;
Pullins, Ellen Bolman;
Wang, Sijun

Publication type:

Article

Sales management, education, and scholarship across cultures: early findings from a global study and an agenda for future research.

Published in:

Journal of Personal Selling & Sales Management, 2020, v. 40, n. 3, p. 198, doi. 10.1080/08853134.2020.1781649

By:

Dugan, Riley;
Rangarajan, Deva;
Davis, Lenita;
Bolander, Willy;
Pullins, Ellen Bolman;
Deeter-Schmelz, Dawn;
LeBon, Joel;
Agnihotri, Raj

Publication type:

Article

Fostering collaborative mind-sets among customers: a transformative learning approach.

Published in:

Journal of Personal Selling & Sales Management, 2019, v. 39, n. 1, p. 42, doi. 10.1080/08853134.2018.1489727

By:

Kaski, Timo;
Alamäki, Ari;
Pullins, Ellen Bolman

Publication type:

Article

Sales scholarship: honoring the past and defining the future (Key takeaways from the 2018 American Marketing Association Faculty Consortium: New Horizons in Selling and Sales Management).

Published in:

Journal of Personal Selling & Sales Management, 2018, v. 38, n. 4, p. 413, doi. 10.1080/08853134.2018.1537796

By:

Flaherty, Karen E.;
Lassk, Felicia;
Lee, Nick;
Marshall, Greg W.;
Moncrief, William C.;
Mulki, Jay P.;
Pullins, Ellen Bolman

Publication type:

Article

Examining impacts of technostress on the professional salesperson's behavioural performance.

Published in:

Journal of Personal Selling & Sales Management, 2014, v. 34, n. 1, p. 51, doi. 10.1080/08853134.2013.870184

By:

Tarafdar, Monideepa;
Bolman Pullins, Ellen;
Ragu-Nathan, T.S.

Publication type:

Article

Antecedents and consequences of salesperson identification with the brand and company.

Published in:

Journal of Personal Selling & Sales Management, 2014, v. 34, n. 1, p. 3, doi. 10.1080/08853134.2013.870181

By:

Gammoh, Bashar S.;
Mallin, Michael L.;
Pullins, Ellen Bolman

Publication type:

Article

INTERNATIONALIZING SALES RESEARCH: CURRENT STATUS, OPPORTUNITIES, AND CHALLENGES.

Published in:

Journal of Personal Selling & Sales Management, 2011, v. 31, n. 3, p. 219, doi. 10.2753/PSS0885-3134310302

By:

Panagopoulos, Nikolaos G.;
Lee, Nick;
Pullins, Ellen Bolman;
Avlonitis, George J.;
Brassier, Pascal;
Guenzi, Paolo;
Humenberger, Anna;
Kwiatek, Piotr;
Loe, Terry W.;
Oksanen-Ylikoski, Eliana;
Peterson, Robert M.;
Rogers, Beth;
Weilbaker, Dan C.

Publication type:

Article

Media as Factor in Student Perceptions for Sales Jobs: A Framework for Research.

Published in:

Journal of Personal Selling & Sales Management, 2010, v. 30, n. 4, p. 343, doi. 10.2753/PSS0885-3134300404

By:

Waldeck, Nancy E.;
Pullins, Ellen Bolman;
Houlette, Melissa

Publication type:

Article

SalesLitDB: A CLASSIFICATION SYSTEM AND INDEX OF THE SALES-RELATED LITERATURE.

Published in:

Journal of Personal Selling & Sales Management, 2003, v. 23, n. 2, p. 115, doi. 10.1080/08853134.2003.10748992

By:

McBane, Donald A.;
Pullins, Ellen Bolman;
Reid, David A.

Publication type:

Article

HOW THE PERFORMANCE OF MENTORING ACTIVITIES AFFECTS THE MENTOR'S JOB OUTCOMES.

Published in:

Journal of Personal Selling & Sales Management, 2002, v. 22, n. 4, p. 259, doi. 10.1080/08853134.2002.10754313

By:

Pullins, Ellen Bolman;
Fine, Leslie M.

Publication type:

Article

A Realistic Sales Experience: Providing Feedback by Integrating Buying, Selling, and Managing Experiences.

Published in:

Journal of Personal Selling & Sales Management, 2002, v. 22, n. 1, p. 33, doi. 10.1080/08853134.2002.10754291

By:

Mantel, Susan Powell;
Pullins, Ellen Bolman;
Reid, David A.;
Buehrer, Richard E.

Publication type:

Article

Perceived Trust in Business-to-Business Sales: A New Measure.

Published in:

Journal of Personal Selling & Sales Management, 1999, v. 19, n. 3, p. 62

By:

Plank, Richard E.;
Reid, David A.;
Pullins, Ellen Bolman

Publication type:

Article

Peer Mentoring in the Industrial Sales Force: An Exploratory Investigation of Men and Women in Developmental Relationships.

Published in:

Journal of Personal Selling & Sales Management, 1998, v. 18, n. 4, p. 89, doi. 10.1080/08853134.1998.10754150

By:

Fine, Leslie M.;
Pullins, Ellen Bolman

Publication type:

Article

The Sales Center: A Structure Addressing Multiple Dynamics Facing Business Education.

Published in:

Journal of the Academy of Business Education, 2016, v. 17, p. 172

By:

Agnihotri, Raj;
Deeter-Schmelz, Dawn R.;
Dixon, Andrea;
Erffmeyer, Robert C.;
Krush, Michael T.;
Pullins, Ellen Bolman

Publication type:

Article

Attracting Students to Sales Positions: The Case of Effective Salesperson Recruitment Ads.

Published in:

Journal of Marketing Education, 2020, v. 42, n. 2, p. 170, doi. 10.1177/0273475318810335

By:

Deeter-Schmelz, Dawn R.;
Dixon, Andrea L.;
Erffmeyer, Robert C.;
Kim, Kyoungmi;
Agnihotri, Raj;
Krush, Michael T.;
Bolman Pullins, Ellen

Publication type:

Article

Developing a Stakeholder Approach for Recruiting Top-Level Sales Students.

Published in:

Journal of Marketing Education, 2014, v. 36, n. 1, p. 75, doi. 10.1177/0273475314522039

By:

Agnihotri, Raj;
Bonney, Leff;
Dixon, Andrea Leigh;
Erffmeyer, Robert;
Pullins, Ellen Bolman;
Sojka, Jane Z.;
West, Vicki

Publication type:

Article

The Interaction of Reward Contingencies and Causality Orientation on the Introduction of Cooperative Tactics in Buyer-Seller Negotiations.

Published in:

Psychology & Marketing, 2001, v. 18, n. 12, p. 1241, doi. 10.1002/mar.1051

By:

Pullins, Ellen Bolman

Publication type:

Article

A NEW PERSPECTIVE OF SALESPERSON MOTIVATION AND SALESFORCE OUTCOMES: THE MEDIATING ROLE OF SALESPERSON-BRAND IDENTIFICATION.

Published in:

Journal of Marketing Theory & Practice, 2017, v. 25, n. 4, p. 357, doi. 10.1080/10696679.2017.1345597

By:

Mallin, Michael L.;
Gammoh, Bashar S.;
Pullins, Ellen Bolman;
Johnson, Catherine M.

Publication type:

Article

An Investigation of the Theory Practice Gap in Professional Sales.

Published in:

Journal of Marketing Theory & Practice, 2017, v. 25, n. 1, p. 17, doi. 10.1080/10696679.2016.1236665

By:

Pullins, Ellen Bolman;
Timonen, Hanna;
Kaski, Timo;
Holopainen, Mari

Publication type:

Article

Identifying Peer Mentors in the Sales Force: An Exploratory Investigation of Willingness and Ability.

Published in:

Journal of the Academy of Marketing Science, 1996, v. 24, n. 2, p. 125, doi. 10.1177/0092070396242003

By:

Pullins, Ellen Bolman;
Fine, Leslie M.;
Warren, Wendy L.

Publication type:

Article

Designing Loyalty-Building Programs for Packaged Goods Brands.

Published in:

Journal of Marketing Research (JMR), 2002, v. 39, n. 2, p. 202, doi. 10.1509/jmkr.39.2.202.19085

By:

Roehm, Michelle L.;
Pullins, Ellen Bolman;
Roehm Jr., Harper A.

Publication type:

Article

Technostress: negative effect on performance and possible mitigations.

Published in:

Information Systems Journal, 2015, v. 25, n. 2, p. 103, doi. 10.1111/isj.12042

By:

Tarafdar, Monideepa;
Pullins, Ellen Bolman.;
Ragu‐Nathan, T. S.

Publication type:

Article

Gender Issues in Buyer--Seller Relationships: Does Gender Matter in Purchasing?

Published in:

Journal of Supply Chain Management, 2004, v. 40, n. 3, p. 40, doi. 10.1111/j.1745-493X.2004.tb00173.x

By:

Pullins, Ellen Bolman;
Reid, David A.;
Plank, Richard E.

Publication type:

Article

Understanding How Salesperson Envy and Emotional Exhaustion Lead to Negative Consequences: The Role of Motivation.

Published in:

Journal of Business-to-Business Marketing, 2022, v. 29, n. 3/4, p. 369, doi. 10.1080/1051712X.2022.2121504

By:

Hancock, Tyler;
Pullins, Ellen Bolman;
Johnson, Catherine M.;
Mallin, Michael L.

Publication type:

Article