1. Does the Customer Matter Most? Exploring Strategic Frontline Employees' Influence of Customers, the Internal Business Team, and External Business Partners. (January 2016) Authors: Plouffe, Christopher R.; Bolander, Willy; Cote, Joseph A.; Hochstein, Bryan Journal: Journal of marketing Issue: Volume 80:Number 1(2016) Page Start: 106 Record Type: Journal Article View Content: Available online (eLD content is only available in our Reading Rooms) ↗
2. Learned Helplessness among Newly Hired Salespeople and the Influence of Leadership. (January 2014) Authors: Boichuk, Jeffrey P.; Bolander, Willy; Hall, Zachary R.; Ahearne, Michael; Zahn, William J.; Nieves, Melissa Journal: Journal of marketing Issue: Volume 78:Number 1(2014) Page Start: 95 Record Type: Journal Article View Content: Available online (eLD content is only available in our Reading Rooms) ↗
3. Sales management, education, and scholarship across cultures: early findings from a global study and an agenda for future research. Issue 3 (2nd July 2020) Authors: Dugan, Riley; Rangarajan, Deva; Davis, Lenita; Bolander, Willy; Pullins, Ellen Bolman; Deeter-Schmelz, Dawn; LeBon, Joel; Agnihotri, Raj Journal: Journal of personal selling & sales management Issue: Volume 40:Issue 3(2020) Page Start: 198 Record Type: Journal Article View Content: Available online (eLD content is only available in our Reading Rooms) ↗
4. Selling your network: how political skill builds social capital and enhances salesperson performance. Issue 3 (3rd July 2021) Authors: Munyon, Timothy P.; Frieder, Rachel E.; Satornino, Cinthia B.; Carnes, Andrew M.; Bolander, Willy; Ferris, Gerald R. Journal: Journal of personal selling & sales management Issue: Volume 41:Issue 3(2021) Page Start: 233 Record Type: Journal Article View Content: Available online (eLD content is only available in our Reading Rooms) ↗
5. Social Networks within Sales Organizations: Their Development and Importance for Salesperson Performance. (November 2015) Authors: Bolander, Willy; Satornino, Cinthia B.; Hughes, Douglas E.; Ferris, Gerald R. Journal: Journal of marketing Issue: Volume 79:Number 6(2015) Page Start: 1 Record Type: Journal Article View Content: Available online (eLD content is only available in our Reading Rooms) ↗
6. Time, change, and longitudinally emergent conditions: understanding and applying longitudinal growth modeling in sales research. Issue 2 (3rd April 2017) Authors: Bolander, Willy; Dugan, Riley; Jones, Eli Journal: Journal of personal selling & sales management Issue: Volume 37:Issue 2(2017) Page Start: 153 Record Type: Journal Article View Content: Available online (eLD content is only available in our Reading Rooms) ↗
7. Toward an Optimal Donation Solicitation: Evidence from the Field of the Differential Influence of Donor-Related and Organization-Related Information on Donation Choice and Amount. (March 2018) Authors: Fajardo, Tatiana M.; Townsend, Claudia; Bolander, Willy Journal: Journal of marketing Issue: Volume 82:Number 2(2018) Page Start: 142 Record Type: Journal Article View Content: Available online (eLD content is only available in our Reading Rooms) ↗
8. Understanding the Performance Effects of "Dark" Salesperson Traits: Machiavellianism, Narcissism, and Psychopathy. (March 2023) Authors: Satornino, Cinthia B.; Allen, Alexis; Shi, Huanhuan; Bolander, Willy Journal: Journal of marketing Issue: Volume 87:Number 2(2023) Page Start: 298 Record Type: Journal Article View Content: Available online (eLD content is only available in our Reading Rooms) ↗
9. Whom to hire and how to coach them: a longitudinal analysis of newly hired salesperson performance. Issue 2 (2nd April 2020) Authors: Bolander, Willy; Satornino, Cinthia B.; Allen, Alexis M.; Hochstein, Bryan; Dugan, Riley Journal: Journal of personal selling & sales management Issue: Volume 40:Issue 2(2020) Page Start: 78 Record Type: Journal Article View Content: Available online (eLD content is only available in our Reading Rooms) ↗
10. Why study intraorganizational issues in selling and sales management?. Issue 2 (3rd April 2018) Authors: Bolander, Willy; Richards, Keith A. Journal: Journal of personal selling & sales management Issue: Volume 38:Issue 2(2018) Page Start: 169 Record Type: Journal Article View Content: Available online (eLD content is only available in our Reading Rooms) ↗