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Wyatt Schrock
Wyatt Schrock
Verified email at msu.edu
Title
Cited by
Cited by
Year
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 (2), 351-360, 2016
1332016
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
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
Effectual selling in service ecosystems
H Wang, WA Schrock, A Kumar, DE Hughes
Journal of Personal Selling & Sales Management 40 (4), 251-266, 2020
212020
Self-oriented competitiveness in salespeople: sales management implications
WA Schrock, DE Hughes, Y Zhao, C Voorhees, JR Hollenbeck
Journal of the Academy of Marketing Science 49 (6), 1201-1221, 2021
202021
Exploring the synergistic role of ethical leadership and sales control systems on salesperson social media use and sales performance
A Kalra, E Briggs, W Schrock
Journal of Business Research 154, 113344, 2023
192023
Brand relevance and the effects of product proliferation across product categories
Y Zhao, Y Zhang, J Wang, WA Schrock, RJ Calantone
Journal of the Academy of Marketing Science 48, 1192-1210, 2020
152020
Synergies between salesperson orientations and sales force control: A person-organization fit perspective on adaptive selling behaviors and sales performance
Y Zheng, HY Liao, WA Schrock, Y Zheng, Z Zang
Journal of Business Research 155, 113451, 2023
132023
A synthesis of research on the marketing-sales interface (1984–2020)
VV Chernetsky, DE Hughes, WA Schrock
Industrial Marketing Management 105, 159-181, 2022
132022
A competitive path to cohesion: multilevel effects of competitiveness in the sales force
A Pappas, W Schrock, M Samaraweera, W Bolander
Journal of Personal Selling & Sales Management 43 (3), 222-240, 2023
82023
Sales–Supply Chain Management Collaboration: Performance Effects and Boundary Conditions for International Salespeople
WA Schrock, Y Zhao, PT Adidam, B Sindhav, T Hult
Journal of International Marketing 32 (1), 112-124, 2024
42024
The Intellectual Structure of Sales Ethics Research: A Multi-method Bibliometric Analysis
X Wang, G Wang, Y Zhao, WA Schrock
Journal of Business Ethics, 1-25, 2023
32023
Managing ambiguity: salesperson bricolage behavior and its organizational determinants
RT Epler, WA Schrock, MP Leach, KD White, B Hochstein
Journal of Personal Selling & Sales Management, 1-20, 2023
22023
Fair trade awareness: Exploring its relationship to public policy and sustainable outcomes
DH Pearcy, WA Schrock
Research in Business and Economics Journal 9, 1, 2014
22014
Thirty years of service failure and recovery research: Thematic development and future research opportunities from a social network perspective
D Liu, Y Zhao, G Wang, WA Schrock, CM Voorhees
Journal of Service Research 27 (2), 268-282, 2024
12024
Professional Selling
D Deeter-Schmelz, G Hunter, T Loe, R Mullins, G Rich, L Beeler, ...
SAGE Publications, 2023
12023
Salesperson motivation, compensation, training and deployment within the sales ecosystem
MM Lastner, DA Locander, M Pimentel, A Pueschel, WA Schrock, ...
European Journal of Marketing, 2023
2023
The Effects of Person-Team Fit on Learning Goal Orientation and Salesperson Performance: An Abstract
Y Liu, W Schrock, Y Zhao
Marketing Opportunities and Challenges in a Changing Global Marketplace …, 2020
2020
Connections that Sell: Assessing the Determinants of Salesperson’s Ambidextrous Behavior
A Kalra, W Schrock, FV Vizcaino
Back to the Future: Revisiting the Foundations of Marketing, 483, 2018
2018
Can Hostage Negotiation Skills Reduce Salesperson Deviant Behavior?
JE Cicala, WA Schrock
Back to the Future: Revisiting the Foundations of Marketing, 265, 2018
2018
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