Follow
Thomas Edward DeCarlo
Thomas Edward DeCarlo
Professor
No verified email
Title
Cited by
Cited by
Year
Consumers’ responses to negative word-of-mouth communication: An attribution theory perspective
RN Laczniak, TE DeCarlo, SN Ramaswami
Journal of consumer Psychology 11 (1), 57-73, 2001
9492001
The effects of sales message and suspicion of ulterior motives on salesperson evaluation
TE DeCarlo
Journal of Consumer Psychology 15 (3), 238-249, 2005
2182005
Leadership behavior and organizational commitment: A comparative study of American and Indian salespersons
S Agarwal, TE DeCarlo, SB Vyas
Journal of International Business Studies 30, 727-743, 1999
1991999
Influence of image and familiarity on consumer response to negative word-of-mouth communication about retail entities
TE DeCarlo, RN Laczniak, CM Motley, S Ramaswami
Journal of Marketing Theory and Practice 15 (1), 41-51, 2007
1472007
Influence of managerial behaviors and job autonomy on job satisfaction of industrial salespersons: A cross-cultural study
TE DeCarlo, S Agarwal
Industrial Marketing Management 28 (1), 51-62, 1999
1441999
Impact of salesperson attraction on sales managers’ attributions and feedback
TE DeCarlo, TW Leigh
Journal of Marketing 60 (2), 47-66, 1996
1411996
An examination and extension of the zone-of-tolerance model: a comparison to performance-based models of perceived quality
RK Teas, TE DeCarlo
Journal of Service Research 6 (3), 272-286, 2004
1212004
Identifying effective hunters and farmers in the salesforce: A dispositional–situational framework
TE DeCarlo, SK Lam
Journal of the Academy of Marketing Science 44, 415-439, 2016
1012016
Dalrymple's sales management
WL Cron, TE DeCarlo
John Wiley & Sons, 2008
772008
Salesperson performance attribution processes and the formation of expectancy estimates
TE DeCarlo, RK Teas, JC McElroy
Journal of Personal Selling & Sales Management 17 (3), 1-17, 1997
771997
The business-to-business inside sales force: roles, configurations and research agenda
S Sleep, AL Dixon, T DeCarlo, SK Lam
European Journal of Marketing 54 (5), 1025-1060, 2020
692020
Salesperson knowledge distinctions and sales performance
TW Leigh, TE DeCarlo, D Allbright, J Lollar
Journal of Personal Selling & Sales Management 34 (2), 123-140, 2014
602014
A cross national example of supervisory management practices in the sales force
TE DeCarlo, RC Rody, JE DeCarlo
Journal of Personal Selling & Sales Management 19 (1), 1-14, 1999
591999
Salesperson ambidexterity in customer engagement: do customer base characteristics matter?
SK Lam, TE DeCarlo, A Sharma
Journal of the Academy of Marketing Science 47, 659-680, 2019
562019
Sales management: Concepts and cases
WL Cron, TE DeCarlo, DJ Dalrymple
Wiley, 2010
522010
The relationship of pre-entry variables to early employment organizational commitment
J Werbel, J Landau, TE DeCarlo
Journal of Personal Selling & Sales Management 16 (2), 25-36, 1996
491996
An assessment of needed sales management skills
TL Powers, JAC Jennings, TE DeCarlo
Journal of Personal Selling & Sales Management 34 (3), 206-222, 2014
482014
Compensation and control systems: A new application of vertical dyad linkage theory
M Krafft, TE DeCarlo, FJ Poujol, JF Tanner Jr
Journal of Personal Selling & Sales Management 32 (1), 107-115, 2012
482012
An update on the status of sales management training
TL Powers, TE DeCarlo, G Gupte
Journal of personal selling & sales management 30 (4), 319-326, 2010
462010
Physical attractiveness on cognitive evaluations of saleswomen’s performance
JC McElroy, TE DeCarlo
Journal of Marketing Theory and Practice 7 (1), 84-100, 1999
461999
The system can't perform the operation now. Try again later.
Articles 1–20