| The role of trust in salesperson—sales manager relationships KE Flaherty, JM Pappas Journal of Personal Selling & Sales Management 20 (4), 271-278, 2000 | 364 | 2000 |
| Middle managers' divergent strategic activity: An investigation of multiple measures of network centrality JM Pappas, B Wooldridge Journal of management studies 44 (3), 323-341, 2007 | 271 | 2007 |
| The moderating role of individual‐difference variables in compensation research JM Pappas, KE Flaherty Journal of Managerial Psychology 21 (1), 19-35, 2006 | 90 | 2006 |
| Tapping into hospital champions-strategic middle managers JM Pappas, KE Flaherty, B Wooldridge Health Care Management Review 29 (1), 8-16, 2004 | 84 | 2004 |
| The effect of trust on customer contact personnel strategic behavior and sales performance in a service environment JM Pappas, KE Flaherty Journal of Business Research 61 (9), 894-902, 2008 | 80 | 2008 |
| The influence of career stage on job attitudes: Toward a contingency perspective KE Flaherty, JM Pappas Journal of Personal Selling & Sales Management 22 (3), 135-143, 2002 | 79 | 2002 |
| Using career stage theory to predict turnover intentions among salespeople KE Flaherty, JM Pappas Journal of Marketing Theory and Practice 10 (3), 48-57, 2002 | 74 | 2002 |
| Achieving strategic consensus in the hospital setting: A middle management perspective JM Pappas, KE Flaherty, B Wooldridge Hospital topics 81 (1), 15-22, 2003 | 41 | 2003 |
| Expanding the sales professional's role: A strategic re-orientation? KE Flaherty, JM Pappas Industrial Marketing Management 38 (7), 806-813, 2009 | 40 | 2009 |
| Implicit personality theory in evaluation of brand extensions KE Flaherty, JM Pappas Psychological reports 86 (3), 807-818, 2000 | 39 | 2000 |
| Control mechanisms, idea transfer, and performance in sales organizations KE Flaherty, JM Pappas Industrial Marketing Management 41 (5), 841-848, 2012 | 35 | 2012 |
| The influence of an optimal control system on salesperson performance and championing KE Flaherty, JM Pappas, L Allison Industrial Marketing Management 43 (2), 304-311, 2014 | 28 | 2014 |
| The joint influence of control strategies and market turbulence on strategic performance in sales-driven organizations JM Pappas, KE Flaherty, CS Hunt Journal of Behavioral and Applied Management 8 (2), 141-164, 2007 | 23 | 2007 |
| Job selection among salespeople: A bounded rationality perspective KE Flaherty, JM Pappas Industrial Marketing Management 33 (4), 325-332, 2004 | 21 | 2004 |
| SOCIAL NETWORKS AND STRATEGIC KNOWLEDGE: A STUDY OF STRATEGIC RENEWAL FROM A MID-LEVEL PERSPECTIVE. JM Pappas, B Wooldridge Academy of Management Proceedings 2002 (1), F1-F6, 2002 | 19 | 2002 |
| MIDDLE MANAGERS'STRATEGIC INFLUENCE: INVESTIGATING NETWORK CENTRALITY AND PERCEPTUAL DEVIANCE. JM Pappas Academy of management proceedings 2004 (1), C1-C6, 2004 | 12 | 2004 |
| Strategic knowledge, social structure, and middle management activities: A study of strategic renewal JM Pappas University of Massachusetts Amherst, 2001 | 5 | 2001 |
| On the measurement and conceptualization of career stage in organizations KE Flaherty, JM Pappas, T Porter American Marketing Association. Conference Proceedings 12, 247, 2001 | 2 | 2001 |
| Informal controls at work: affecting behavior amidst uncertainty JM Pappas, KE Flaherty Innovating Strategy Processes, 123, 2009 | 1 | 2009 |
| Charitable sponsorships: What are companies doing? What should companies do? KE Flaherty, JM Pappas American Marketing Association. Conference Proceedings 11, 75, 2000 | 1 | 2000 |
