Investigating firm level drivers of salesperson brand identification von Allison, Lee, Flaherty, Karen E.

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Storytelling by the sales force and its effect on buyer–seller exchange von Gilliam, David A., Flaherty, Karen E.

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The effect of honest and humble leadership on salesperson customer orientation von Ryan Kirkland, Julia C., Edwards, Bryan D., Flaherty, Karen E.

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The Role of the Sales-Service Interface and Ambidexterity in the Evolving Organization: A Multilevel Research Agenda von Rapp, Adam A., Bachrach, Daniel G., Flaherty, Karen E., Hughes, Douglas E., Sharma, Arun, Voorhees, Clay M.

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Salesperson brand attachment: a job demands-resources theory perspective von Allison, Lee, Flaherty, Karen E., Jung, Jin Ho, Washburn, Isaac

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Role Stressors and Retail Performance: The Role of Perceived Competitive Climate von Arnold, Todd, Flaherty, Karen E., Voss, Kevin E., Mowen, John C.

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The influence of an optimal control system on salesperson performance and championing von Flaherty, Karen E., Pappas, James M., Allison, Lee

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Control mechanisms, idea transfer, and performance in sales organizations von Flaherty, Karen E., Pappas, James M.

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

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The effect of trust on customer contact personnel strategic behavior and sales performance in a service environment von Pappas, James M., Flaherty, Karen E.

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Linking cause-related marketing to sales force responses and performance in a direct selling context von Larson, Brian V., Flaherty, Karen E., Zablah, Alex R., Brown, Tom J., Wiener, Joshua L.

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From the Special Issue Guest Editors von Flaherty, Karen E., Gassenheimer, Jule B.

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Expanding the sales professional's role: A strategic re-orientation? von Flaherty, Karen E., Pappas, James M.

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Leadership Propensity and Sales Performance among Sales Personnel and Managers in a Specialty Retail Store Setting von Flaherty, Karen E., Mowen, John C., Brown, Tom J., Marshall, Greg W.

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The moderating role of individual-difference variables in compensation research von Pappas, James M, Flaherty, Karen E

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The Role of Trust in Salesperson-Sales Manager Relationships von Flaherty, Karen E., Pappas, James M.

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The Influence of the Selling Situation on the Effectiveness of Control: Toward a Holistic Perspective von Flaherty, Karen E., Arnold, Todd J., Shane Hunt, C.

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Job selection among salespeople: A bounded rationality perspective von Flaherty, Karen E, Pappas, James M

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Tapping into Hospital Champions—Strategic Middle Managers von Pappas, James M., Flaherty, Karen E., Wooldridge, Bill

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The Influence of Career Stage on Job Attitudes: Toward a Contingency Perspective von Flaherty, Karen E., Pappas, James M.

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