Bryan Hochstein
Bryan Hochstein
University of Alabama, Associate Professor of Marketing
Geverifieerd e-mailadres voor ua.edu
Geciteerd door
Geciteerd door
Marketing strategy
OC Ferrell, M Hartline, BW Hochstein, M Boivin
Cengage Canada, 2023
Does the customer matter most? Exploring strategic frontline employees’ influence of customers, the internal business team, and external business partners
CR Plouffe, W Bolander, JA Cote, B Hochstein
Journal of Marketing 80 (1), 106-123, 2016
Gritting their teeth to close the sale: the positive effect of salesperson grit on job satisfaction and performance
R Dugan, B Hochstein, M Rouziou, B Britton
Journal of Personal Selling & Sales Management 39 (1), 81-101, 2019
Adapting influence approaches to informed consumers in high-involvement purchases: are salespeople really doomed?
B Hochstein, W Bolander, R Goldsmith, CR Plouffe
Journal of the academy of marketing science 47, 118-137, 2019
Can’t leave it at home? The effects of personal stress on burnout and salesperson performance
MC Peasley, B Hochstein, BP Britton, RV Srivastava, GT Stewart
Journal of Business Research 117, 58-70, 2020
An industry/academic perspective on customer success management
B Hochstein, D Rangarajan, N Mehta, D Kocher
Journal of Service Research 23 (1), 3-7, 2020
Proactive value co-creation via structural ambidexterity: Customer success management and the modularization of frontline roles
B Hochstein, NN Chaker, D Rangarajan, D Nagel, NN Hartmann
Journal of Service Research 24 (4), 601-621, 2021
“Let's make a deal:” Price outcomes and the interaction of customer persuasion knowledge and salesperson negotiation strategies
YM Holmes, LS Beitelspacher, B Hochstein, W Bolander
Journal of Business Research 78, 81-92, 2017
Whom to hire and how to coach them: a longitudinal analysis of newly hired salesperson performance
W Bolander, CB Satornino, AM Allen, B Hochstein, R Dugan
Journal of Personal Selling & Sales Management 40 (2), 78-94, 2020
Marketing strategy
MD Hartline, B Hochstein, OC Ferrell
South-Western, 2021
Incorporating a counterproductive work behavior perspective into the salesperson deviance literature: Intentionally harmful acts and motivations for sales deviance
BW Hochstein, B Lilly, SM Stanley
Journal of Marketing Theory and Practice 25 (1), 86-103, 2017
A systematic literature review of negative psychological states and behaviors in sales
T Lyngdoh, E Chefor, B Hochstein, BP Britton, D Amyx
Journal of Business Research 122, 518-533, 2021
Marketing strategy: text and cases
OC Ferrel, MD Hartline, BW Hochstein
Mason, USA: South Western Cengage Learning, 2014
Boosting sales force morale in highly dynamic, complex markets: The role of job resources
NG Panagopoulos, B Hochstein, TL Baker, MA Pimentel
Industrial Marketing Management 74, 237-253, 2018
Exploring the unintended negative impact of an ethical climate in competitive environments
BW Hochstein, WJ Zahn, W Bolander
Marketing Letters 28, 621-635, 2017
An investigation of consumer subjective knowledge in frontline interactions
B Hochstein, W Bolander, B Christenson, AB Pratt, K Reynolds
Journal of Retailing 97 (3), 336-346, 2021
Evaluation of salespeople by the purchasing function: implications for the evolving role of salespeople
B Paesbrugghe, D Rangarajan, B Hochstein, A Sharma
Journal of Personal Selling & Sales Management 40 (4), 289-305, 2020
Purchaser perceptions of early phase supplier relationships: The role of similarity and likeability
DM Nagel, L Giunipero, H Jung, J Salas, B Hochstein
Journal of Business Research 128, 174-186, 2021
Examining salesperson versus sales manager evaluation of customer opportunities: A psychological momentum perspective on optimism, confidence, and overconfidence
L Bonney, CR Plouffe, B Hochstein, LL Beeler
Industrial Marketing Management 88, 339-351, 2020
The salesperson as a knowledge broker: The effect of sales influence tactics on customer learning, purchase decision, and profitability
L Bonney, LL Beeler, RW Johnson, B Hochstein
Industrial Marketing Management 104, 352-365, 2022
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