W. Moncrief

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Examining the role of organizational variables in the salesperson job satisfaction model

Mark W. Johnston, Emin Babakus, William C. Moncrief, 2013 .

Formal and informal management control combinations in sales organizations: The impact on salesperson consequences

Greg W. Marshall, Felicia G. Lassk, D. Cravens, 2004 .

The role of satisfaction with territory design on the motivation, attitudes, and work outcomes of salespeople

D. Cravens, W. Moncrief, G. Low, 2001 .

Salesperson Job Involvement: A Modern Perspective a New Scale

Greg W. Marshall, Felicia G. Lassk, D. Cravens, 2001 .

The role of emotional exhaustion in sales force attitude and behavior relationships

Mark W. Johnston, Emin Babakus, William C. Moncrief, 1999 .

Selling Activity and Sales Position Taxonomies for Industrial Salesforces

William C. Moncrief, W. Moncrief, 1986 .

Linking Performance Outcomes to Salesperson Organizational Citizenship Behavior in an Industrial Sales Setting

Greg W. Marshall, Felicia G. Lassk, W. Moncrief, 2012 .

Marketing's role in product and service quality

C. Lamb, D. Cravens, W. Moncrief, 1988 .

Examining Motivations to Refuse in Industrial Surveys

William C. Moncrief, Heribert Reisinger, W. Moncrief, 1999 .

Survival Analysis: A New Approach to Analyzing Sales Force Retention

W. Moncrief, G. H. Lucas, R. Hoverstad, 2013 .

The evolution of the seven steps of selling

Greg W. Marshall, William C. Moncrief, W. Moncrief, 2005 .

CRM in Sales-Intensive Organizations: A Review and Future Directions

Charlotte H. Mason, T. W. Leigh, M. Ahearne, 2005 .

Social media and related technology:drivers of change in managing the contemporary sales force

Greg W. Marshall, William C. Moncrief, John M. Rudd, 2015 .

Hiring for success at the buyer-seller interface

Greg W. Marshall, William C. Moncrief, Daniel J. Goebel, 2003 .

Are sales as we know it dying … or merely transforming?

W. Moncrief, 2017 .

The Current State of Sales Force Activities

Greg W. Marshall, William C. Moncrief, Felicia G. Lassk, 1999 .

Integrating Skills and Content Knowledge in the Marketing Curriculum

C. Lamb, W. Moncrief, S. Shipp, 1995 .

The Use of Sales Management Role Playing Exercises

W. Moncrief, 1991 .

Five types of industrial sales jobs

W. Moncrief, 1988 .

Ten key activities of industrial salespeople

W. Moncrief, 1986 .

Salesforce entertainment activities

W. Moncrief, D. W. Finn, 1985 .

Technology and the changing marketing world

D. Cravens, W. Moncrief, 1999 .

Consumer Attitudes Toward Professionals' Television Advertising

Alan J. Bush, W. Moncrief, 1988 .

A Contemporary Taxonomy of Sales Positions

Greg W. Marshall, William C. Moncrief, Felicia G. Lassk, 2006 .

Taking the Good with the Bad–—Customer Type as a Segmentation Criterion and Differential Influencer of Sales Performance

Alan J. Bush, W. Moncrief, K. Shannahan, 2016 .

An empirical investigation of salespeople’s performance, effort and selling method during a sales contest

A. Parasuraman, W. Moncrief, Sandra Hile Hart, 1989 .

How salesperson perceptions of customers' pro-social behaviors help drive salesperson performance

Alan J. Bush, W. Moncrief, K. Shannahan, 2015 .

Making Sense of the Customer’s Role in the Personal Selling Process: A Theory of Organizing and Sensemaking Perspective

Alan J. Bush, W. Moncrief, K. Shannahan, 2013 .

Examining Gender Differences in Field Sales Organizations

Mark W. Johnston, E. Babakus, D. Cravens, 2000 .

The role of customer entertainment in B2B sales strategy: Comparative insights from professional buyers and salespeople

Daniel L. Sherrell, Alan J. Bush, E. Babakus, 2021 .

Source Effects in Professional Services Advertising

Alan J. Bush, W. Moncrief, Valarie A. Ziethaml, 2012 .

Strategic Account Management: Conceptualizing, Integrating, and extending the Domain From Fluid to Dedicated accounts

Gary K. Hunter, Goutam N. Challagalla, G. Challagalla, 2012 .

Improving Professional Selling Effectiveness through the Alignment of Buyer and Seller Exchange Approaches

Chad W. Autry, W. Moncrief, Michael R. Williams, 2013 .

Student Journal Writing in an International Setting

C. Lamb, W. Moncrief, S. Shipp, 1995 .

Antecedents and consequences of salesperson burnout

D. Cravens, W. Moncrief, G. Low, 2001 .

Revolution in Sales: The Impact of Social Media and Related Technology on the Selling Environment

Nick Lee, Greg W. Marshall, William C. Moncrief, 2012 .

Toward a Shortened Measure of Adaptive Selling

Greg W. Marshall, William C. Moncrief, Felicia G. Lassk, 2002 .

The use of survival analysis to examine sales force turnover of part-time and full-time sales employees

William C. Moncrief, W. Moncrief, G. H. Lucas, 1990 .

Tracking and Updating Academic Research in Selling and Sales Management: A Decade Later

Greg W. Marshall, Keith A. Richards, W. Moncrief, 2010 .

Examining the antecedents and consequences of salesperson job stress

Mark W. Johnston, E. Babakus, D. Cravens, 1997 .

A Comparison of Sales Activities in an International Setting

W. Moncrief, 1988 .

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)

Greg W. Marshall, Felicia G. Lassk, N. Lee, 2018, Journal of Personal Selling & Sales Management.

The Complexities of Sales and Sales Management Research: A Historical Analysis from 1990 to 2005

W. Moncrief, R. E. Carter, A. Dixon, 2008 .

Marketing the Church

C. Lamb, W. Moncrief, Sandra Hile Hart, 1986 .

Professionals' use of direct mail advertising: A study of attorneys' and consumers' attitudes

Alan J. Bush, W. Moncrief, 1986 .

Sales Training and Education: Tracking Academic Research in Selling and Sales Management: Authors, Authorships, Academic Institutions, and Journals

Greg W. Marshall, W. Moncrief, Courtney Watkins, 2000 .

Developing Telemarketing Support Systems

C. Lamb, W. Moncrief, T. Dielman, 2013 .

Reexamining gender issues in salesperson propensity to leave

Greg W. Marshall, Felicia G. Lassk, Daniel M. Ladik, 2002 .