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Keith A. Richards
Keith A. Richards
Associate Professor of Marketing, Baylor University
Verified email at baylor.edu
Title
Cited by
Cited by
Year
Customer relationship management: Finding value drivers
KA Richards, E Jones
Industrial marketing management 37 (2), 120-130, 2008
7842008
Motivating salespeople to sell new products: The relative influence of attitudes, subjective norms, and self-efficacy
FQ Fu, KA Richards, DE Hughes, E Jones
Journal of marketing 74 (6), 61-76, 2010
2692010
Better together: Trait competitiveness and competitive psychological climate as antecedents of salesperson organizational commitment and sales performance
WA Schrock, DE Hughes, FQ Fu, KA Richards, E Jones
Marketing letters 27, 351-360, 2016
1332016
The motivation hub: Effects of goal setting and self-efficacy on effort and new product sales
FQ Fu, KA Richards, E Jones
Journal of Personal Selling & Sales Management 29 (3), 277-292, 2009
1162009
Key account management: Adding elements of account fit to an integrative theoretical framework
KA Richards, E Jones
Journal of Personal Selling & Sales Management 29 (4), 305-320, 2009
1082009
Collaboration between sales and marketing, market orientation and business performance in business-to-business organisations
K Le Meunier-FitzHugh, N Lane
Strategic sales and strategic marketing, 103-118, 2013
812013
Driving in-role and extra-role brand performance among retail frontline salespeople: Antecedents and the moderating role of customer orientation
DE Hughes, KA Richards, R Calantone, B Baldus, RA Spreng
Journal of Retailing 95 (2), 130-143, 2019
642019
JPSSM since the beginning: intellectual cornerstones, knowledge structure, and thematic developments
WA Schrock, Y Zhao, DE Hughes, KA Richards
Journal of Personal Selling & Sales Management 36 (4), 321-343, 2016
492016
Developing a strategic framework of key account performance
E Jones, KA Richards, D Halstead, FQ Fu
Strategic Sales and Strategic Marketing, 33-47, 2013
422013
On the nature of international sales and sales management research: a social network–analytic perspective
WA Schrock, Y Zhao, KA Richards, DE Hughes, MS Amin
Journal of Personal Selling & Sales Management 38 (1), 56-77, 2018
372018
Tracking and updating academic research in selling and sales management: A decade later
KA Richards, WC Moncrief, GW Marshall
Journal of Personal Selling & Sales Management 30 (3), 253-271, 2010
312010
Why study intraorganizational issues in selling and sales management?
W Bolander, KA Richards
Journal of Personal Selling & Sales Management 38 (2), 169-171, 2018
182018
From high tech to high touch: enhancing customer service experiences via improved self-service technologies
D Halstead, KA Richards
Innovative Marketing 10 (4), 2014
122014
Relationship effectiveness and key account performance: Assessing inter-firm fit between buying and selling organizations
K Richards
Dissertation Abstracts International 68 (05), 2007
62007
Understanding the interactive effects of service climate and transactional sales climate on service quality and sales performance (Retracted Article)
CF Miao, DE Hughes, KA Richards, FQ Fu
Journal of the Academy of Marketing Science 44 (4), 555-555, 2016
52016
RETRACTED ARTICLE: Understanding the interactive effects of service climate and transactional sales climate on service quality and sales performance
CF Miao, DE Hughes, KA Richards, FQ Fu
Journal of the Academy of Marketing Science 44, 555-555, 2016
22016
Modeling the Impact of Salesperson Attitudes, Perceived Norms, and Behavioral Intentions on the Growth Trajectory of New Products
FQ Fu, KA Richards, DE Hughes, E Jones
Proceedings of the 2009 Academy of Marketing Science (AMS) Annual Conference …, 2014
2014
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