Works matching AU Schwepker, Charles H.

Results: 33

Influence of salesperson political skill: improving relationship building and reducing customer-directed deviance.

Published in:

Journal of Personal Selling & Sales Management, 2021, v. 41, n. 3, p. 200, doi. 10.1080/08853134.2020.1858844

By:

Schwepker Jr., Charles H.;
Good, Megan C.

Publication type:

Article

Psychological ethical climate, leader–member exchange and commitment to superior customer value: influencing salespeople’s unethical intent and sales performance.

Published in:

Journal of Personal Selling & Sales Management, 2017, v. 37, n. 1, p. 72, doi. 10.1080/08853134.2016.1272054

By:

Schwepker, Charles H.

Publication type:

Article

Influencing the salesforce through perceived ethical leadership: the role of salesforce socialization and person–organization fit on salesperson ethics and performance.

Published in:

Journal of Personal Selling & Sales Management, 2015, v. 35, n. 4, p. 292, doi. 10.1080/08853134.2015.1106769

By:

Schwepker, Charles H.

Publication type:

Article

Influence of the ethical servant leader and ethical climate on customer value enhancing sales performance.

Published in:

Journal of Personal Selling & Sales Management, 2015, v. 35, n. 2, p. 93, doi. 10.1080/08853134.2015.1010537

By:

Schwepker, Charles H.;
Schultz, Roberta J.

Publication type:

Article

Improving Sales Performance Through Commitment to Superior Customer Value: The Role of Psychological Ethical Climate.

Published in:

Journal of Personal Selling & Sales Management, 2013, v. 33, n. 4, p. 389, doi. 10.2753/PSS0885-3134330403

By:

Schwepker, Charles H.

Publication type:

Article

Transformational Leadership and its Impact on Sales Force Moral Judgment.

Published in:

Journal of Personal Selling & Sales Management, 2010, v. 30, n. 4, p. 299, doi. 10.2753/PSS0885-3134300401

By:

Schwepker, Charles H.;
Good, David J.

Publication type:

Article

SALES MANAGEMENT'S INFLUENCE ON EMPLOYMENT AND TRAINING IN DEVELOPING AN ETHICAL SALES FORCE.

Published in:

Journal of Personal Selling & Sales Management, 2007, v. 27, n. 4, p. 325, doi. 10.2753/PSS0885-3134270404

By:

Schwepker, Jr., Charles H.;
Good, David J.

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

MARKETING CONTROL AND SALES FORCE CUSTOMER ORIENTATION.

Published in:

Journal of Personal Selling & Sales Management, 2004, v. 24, n. 3, p. 167, doi. 10.1080/08853134.2004.10749029

By:

Schwepker Jr., Charles H.;
Good, David J.

Publication type:

Article

CUSTOMER-ORIENTED SELLING: A REVIEW, EXTENSION, AND DIRECTIONS FOR FUTURE RESEARCH.

Published in:

Journal of Personal Selling & Sales Management, 2003, v. 23, n. 2, p. 151, doi. 10.1080/08853134.2003.10748995

By:

Schwepker Jr., Charles H.

Publication type:

Article

Research Note: The Relationship between Ethical Conflict, Organizational Commitment and Turnover Intentions in the Salesforce.

Published in:

Journal of Personal Selling & Sales Management, 1999, v. 19, n. 1, p. 43, doi. 10.1080/08853134.1999.10754159

By:

Schwepker Jr., Charles H.

Publication type:

Article

The Soul of the Salesman (Book).

Published in:

1993

By:

Tanner, John F.;
Schwepker Jr., Charles H.

Publication type:

Book Review

AN EXPLORATORY STUDY OF THE RELATIONSHIP BETWEEN THE PERCEIVED COMPETITIVE ENVIRONMENT AND SALESPERSON JOB PERFORMANCE.

Published in:

Journal of Marketing Theory & Practice, 1994, v. 2, n. 3, p. 15, doi. 10.1080/10696679.1994.11501656

By:

Schwepker Jr., Charles H.;
Ingram, Thomas N.

Publication type:

Article

PERCEPTIONS OF SALESPEOPLE: IMPLICATIONS FOR SALES MANAGERS AND SALES TRAINERS.

Published in:

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

By:

Ingram, Thomas N.;
Schwepker Jr., Charles H.

Publication type:

Article

Good Barrels Yield Healthy Apples: Organizational Ethics as a Mechanism for Mitigating Work-Related Stress and Promoting Employee Well-Being.

Published in:

Journal of Business Ethics, 2021, v. 174, n. 1, p. 143, doi. 10.1007/s10551-020-04562-w

By:

Schwepker Jr., Charles H.;
Valentine, Sean R.;
Giacalone, Robert A.;
Promislo, Mark

Publication type:

Article

Strengthening Customer Value Development and Ethical Intent in the Salesforce: The Influence of Ethical Values Person–Organization Fit and Trust in Manager.

Published in:

Journal of Business Ethics, 2019, v. 159, n. 3, p. 913, doi. 10.1007/s10551-018-3851-0

By:

Schwepker, Charles H.

Publication type:

Article

Using Ethical Leadership to Improve Business-To-Business Salesperson Performance: The Mediating Roles of Trust in Manager and Ethical Ambiguity.

Published in:

Journal of Business-to-Business Marketing, 2019, v. 26, n. 2, p. 141, doi. 10.1080/1051712X.2019.1603358

By:

Schwepker, Charles H.

Publication type:

Article

Reducing service sabotage: the influence of supervisor social undermining, job stress, turnover intention and ethical conflict.

Published in:

Journal of Marketing Theory & Practice, 2023, v. 31, n. 4, p. 450, doi. 10.1080/10696679.2022.2080713

By:

Schwepker Jr., Charles H.;
Dimitriou, Christina K.

Publication type:

Article

Sales Quotas: Unintended Consequences on Trust in Organization, Customer-Oriented Selling, and Sales Performance.

Published in:

Journal of Marketing Theory & Practice, 2012, v. 20, n. 4, p. 437, doi. 10.2753/MTP1069-6679200406

By:

Schwepker, Charles H.;
Good, David J.

Publication type:

Article

An Empirical Investigation of the Relationships Between Rebate Redemption Motives: Understanding...

Published in:

Journal of Marketing Theory & Practice, 1998, v. 6, n. 2, p. 61, doi. 10.1080/10696679.1998.11501796

By:

Tat, Peter K.;
Schwepker Jr., Charles H.

Publication type:

Article

The Influence of Ethical Climate and Ethical Conflict on Role Stress in the Sales Force.

Published in:

Journal of the Academy of Marketing Science, 1997, v. 25, n. 2, p. 99, doi. 10.1007/BF02894345

By:

Schwepker Jr., Charles H.;
Ferrell, O. C.;
Ingram, Thomas N.

Publication type:

Article

Trademark problems and How to Avoid Them (Book).

Published in:

1997

By:

Schwepker, Charles H.;
Jr.

Publication type:

Book Review

Understanding Salespeople's Intention to Behave Unethically: The Effects of Perceived Competitive Intensity, Cognitive Moral Development and Moral Judgment.

Published in:

Journal of Business Ethics, 1999, v. 21, n. 4, p. 303, doi. 10.1023/A:1005950108509

By:

Schwepker Jr., Charles H.

Publication type:

Article

Improving Sales Performance Through Ethics: The Relationship Between Salesperson Moral Judgment and Job Performance.

Published in:

Journal of Business Ethics, 1996, v. 15, n. 11, p. 1151, doi. 10.1007/BF00412814

By:

Schwepker Jr., Charles H.;
Ingram, Thomas N.

Publication type:

Article

Managing the Ethical Climate of customer-Contact Service Employees.

Published in:

Journal of Service Research, 2005, v. 7, n. 4, p. 377, doi. 10.1177/1094670504273966

By:

Schwepker Jr., Charles H.;
Hartline, Michael D.

Publication type:

Article

An Examination of Ecologically Concerned Consumers and Their Intention to Purchase Ecologically Packaged Products.

Published in:

Journal of Public Policy & Marketing, 1991, v. 10, n. 2, p. 77

By:

Schwepker, Jr., Charles H.;
Cornwell, T. Bettina

Publication type:

Article

Exploring the Relationships Among Sales Manager Goals, Ethical Behavior and Professional Commitment in the Salesforce: Implications for Forging Customer Relationships.

Published in:

Journal of Relationship Marketing, 2007, v. 6, n. 1, p. 3, doi. 10.1300/J366v06n01_02

By:

Schwepker Jr., Charles H.;
Good, David J.

Publication type:

Article

Empathy and Grit Enhance Customer Oriented Selling.

Published in:

Journal of Relationship Marketing, 2024, v. 23, n. 3, p. 220, doi. 10.1080/15332667.2024.2301902

By:

Schwepker Jr., Charles H.;
Good, Megan C.

Publication type:

Article

Sales Quotas: Critical Interpretations and Implications.

Published in:

Review of Business, 2001, v. 22, n. 1/2, p. 32

By:

Good, David J.;
Schwepker Jr., Charles H.

Publication type:

Article

Improving Business-to-Business Relationship Quality Through Salespeople's Grit and Political Skill.

Published in:

Journal of Business-to-Business Marketing, 2022, v. 29, n. 3/4, p. 293, doi. 10.1080/1051712X.2022.2121508

By:

Schwepker Jr., Charles H.;
Good, Megan C.

Publication type:

Article

Stop making excuses: reducing unethical behavior and improving performance and relationship quality.

Published in:

Journal of Business-to-Business Marketing, 2022, v. 29, n. 2, p. 177, doi. 10.1080/1051712X.2022.2058545

By:

Good, Megan C.;
Schwepker Jr., Charles H.

Publication type:

Article

AN EXPLORATORY STUDY OF SOCIAL MEDIA IN BUSINESS-TO-BUSINESS SELLING: SALESPERSON CHARACTERISTICS, ACTIVITIES AND PERFORMANCE.

Published in:

Marketing Management Journal, 2012, v. 22, n. 2, p. 76

By:

SCHULTZ, ROBERTA J.;
SCHWEPKER, CHARLES H.;
GOOD, DAVID J.

Publication type:

Article

EXPLORING SALES MANAGER QUOTA FAILURE FROM AN ETHICAL PERSPECTIVE.

Published in:

Marketing Management Journal, 2007, v. 17, n. 2, p. 156

By:

Schwepker Jr., Charles H.;
Good, David J.

Publication type:

Article