The impact of services versus goods on consumers’ assessment of perceived risk and variability von Murray, Keith B, Schlacter, John L

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Manufacturers' Representative-Principal Relationship Management: A Principal Leadership Style and Support Perspective von Pass, Michael W., Evans, Kenneth R., Lastovicka, John, Schlacter, John L.

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Motivating Employees to Act Ethically: An Expectancy Theory Approach von Fudge, Robert S., Schlacter, John L.

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A Comparison and Expansion of the Bases Used for Evaluating Salespeople's Performance von Jackson Jr, Donald W., Schlacter, John L., Bridges, Claudia M., Gallan, Andrew S.

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Sales Force Involvement in CRM Information Systems: Participation, Support, and Focus von Pass, Michael W., Evans, Kenneth R., Schlacter, John L.

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Salesperson and Sales Manager Perceptions of Salesperson Job Characteristics and Job Outcomes: A Perceptual Congruence Approach von Evans, Kenneth R., Schlacter, John L., Schultz, Roberta J., Gremler, Dwayne D., Pass, Michael, Wolfe, William G.

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Using consumer perceptions to operationalize the service construct: Exploratory research in theory extension and validation von Murray, Keith B., Schlacter, John L.

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Consumer decision making: A model of the effects of involvement, source credibility, and location on the size of the price difference required to induce consumers to change supplie... von Gotlieb, Jerry B., Schlacter, John L., Louis, Robert D. St

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Examining the Bases Utilized for Evaluating Salespeoples' Performance von Jackson, Donald W., Schlacter, John L., Wolfe, William G.

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Training differences between services and goods firms: Impact on performance, satisfaction, and commitment von Christiansen, Tim, Evans, Kenneth, Schlacter, John, Wolfe, William

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The Role of Sales Managers and Salespeople in a Marketing Information System von Evans, Kenneth R., Schlacter, John L.

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Evaluation of Selling Performance: A Study of Current Practices von Jackson, Donald W., Keith, Janet E., Schlacter, John L.

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The impact of salesperson socialization on organizational commitment, satisfaction, and performance in a professional service organization von Evans, Kenneth, Gremler, Dwayne, Schlacter, John, Wolfe, William

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ELIMINATION AND CHOICE PHASES IN EVOKED SET FORMATION von Abougomaah, Naeim H., Schlacter, John L., Gaidis, William

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A general systems approach to retail evolution: an existing institutional perspective von Evans, Kenneth .R, Barnes, John W., Schlacter, John L.

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The Impact of Salesperson Socialization on Organizational Commitment, Satisfaction, and Performance in a Professional Service Organization von Evans, Kenneth R., Gremler, Dwayne D., Schlacter, John L, Wolfe, William G.

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Using Consumer Perceptions to Operationalize the Service Construct: Exploratory Research in Theory Extension and Validation: ABSTRACT von Murray, Keith B, Schlacter, John L

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The Paris-Peoria Solution: Innovations in Appraising Regional and International Sales Personnel von Edwards, Mark R., Cummings, W. Theodore, Schlacter, John L.

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Explaining consumers' reactions to price changes in service industries: The effects of the location of the service provider, the credibility of the information source and the impor... von Gotlieb, Jerry, Gwinner, Robert, Schlacter, John, St. Louis, Robert

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The role of industrial marketing research: A reply von Bassford, Gerald, Schlacter, John L.

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