Recapturing store image in customer-based store equity: a construct conceptualization von Hartman, Katherine B., Spiro, Rosann L.

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Successful and Unsuccessful Sales Calls: Measuring Salesperson Attributions and Behavioral Intentions von Dixon, Andrea L., Spiro, Rosann L., Jamil, Maqbul

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Salesperson Selection, Training, and Development: Trends, Implications, and Research Opportunities von Cron, William L., Marshall, Greg W., Singh, Jagdip, Spiro, Rosann L., Sujan, Harish

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Adaptive Selling: Conceptualization, Measurement, and Nomological Validity von Spiro, Rosann L., Weitz, Barton A.

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Attributions and Behavioral Intentions of Inexperienced Salespersons to Failure: An Empirical Investigation von Dixon, Andrea L., Spiro, Rosann L., Forbes, Lukas P.

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Attracting Graduates to Sales Positions and the Role of Recruiter Knowledge: A Reexamination von Wiles, Michael A., Spiro, Rosann L.

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Marketing and Sales: Strategic Alignment and Functional Implementation von Strahle, William M., Spiro, Rosann L., Acito, Frank

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Adaptive Selling: Conceptualization, Measurement, and Nomological Validity von Spiro, Rosann L., Weitz, Barton A.

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Persuasion in Family Decision-Making von Spiro, Rosann L.

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The marketing concept in perspective von McGee, Lynn W, Spiro, Rosann L

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Salesperson and product country-of-origin effects on attitudes and intentions to purchase von McGee, Lynn W., Spiro, Rosann L.

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Linking Market Share Strategies to Salesforce Objectives, Activities, and Compensation Policies von Strahle, William, Spiro, Rosann L.

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Communication Style in the Salesperson-Customer Dyad von Williams, Kaylene C., Spiro, Rosann L.

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AN APPROACH FOR IMPROVED INTERPRETATION OF MULTIVARIATE ANALYSIS von Perreault Jr, William D., Spiro, Rosann L.

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Communication Style in the Salesperson-Customer Dyad von Williams, Kaylene C., Spiro, Rosann L.

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Influence Use by Industrial Salesmen: Influence-Strategy Mixes and Situational Determinants von Spiro, Rosann L., Perreault, William D.

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The personal selling process: A critical review and model von Spiro, Rosann L., Perreault, William D., Reynolds, Fred D.

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Factors influencing sales call frequency of industrial salespersons von Spiro, Rosann L., Perreault, William D.

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The Customer-Salesperson Dyad: An Interaction/Communication Model and Review von Williams, Kaylene C., Spiro, Rosann L., Fine, Leslie M.

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Adaptive Selling: Conceptualization, Measurement, And Nomol von Spiro, Rosann L, Weitz, Barton A

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