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Willy Bolander
Willy Bolander
Other namesWilliam Bolander
Rader II Professor of Industrial Distribution, Texas A&M University
Verified email at tamu.edu - Homepage
Title
Cited by
Cited by
Year
Social networks within sales organizations: Their development and importance for salesperson performance
W Bolander, CB Satornino, DE Hughes, GR Ferris
Journal of Marketing 79 (6), 1-16, 2015
3192015
Managing the drivers of organizational commitment and salesperson effort: An application of Meyer and Allen's three-component model
FQ Fu, W Bolander, E Jones
Journal of Marketing Theory and Practice 17 (4), 335-350, 2009
2322009
Why are some salespeople better at adapting to organizational change?
M Ahearne, SK Lam, JE Mathieu, W Bolander
Journal of Marketing 74 (3), 65-79, 2010
1992010
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
1912016
Learned helplessness among newly hired salespeople and the influence of leadership
JP Boichuk, W Bolander, ZR Hall, M Ahearne, WJ Zahn, M Nieves
Journal of Marketing 78 (1), 95-111, 2014
1072014
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 (1), 118-137, 2019
1042019
Sales education efficacy: Examining the relationship between sales education and sales success
W Bolander, L Bonney, C Satornino
Journal of Marketing Education 36 (2), 169-181, 2014
912014
Product innovativeness, customer newness, and new product performance: a time-lagged examination of the impact of salesperson selling intentions on new product performance
FQ Fu, E Jones, W Bolander
Journal of Personal Selling & Sales Management 28 (4), 351-364, 2008
882008
Which influence tactics lead to sales performance? It is a matter of style
CR Plouffe, W Bolander, JA Cote
Journal of Personal Selling & Sales Management 34 (2), 141-159, 2014
872014
Time, change, and longitudinally emergent conditions: understanding and applying longitudinal growth modeling in sales research
W Bolander, R Dugan, E Jones
Journal of Personal Selling & Sales Management 37 (2), 153-159, 2017
862017
Toward an Optimal Donation Solicitation: Evidence from the Field of the Differential Influence of Donor-Related and Organization-Related Information on Donation Choice and Amount
TM Fajardo, C Townsend, W Bolander
Journal of Marketing 82 (2), 142-152, 2018
842018
Curbing the undesirable effects of emotional exhaustion on ethical behaviors and performance: A salesperson–manager dyadic approach
B Lussier, NN Hartmann, W Bolander
Journal of Business Ethics 169 (4), 747-766, 2021
772021
Operationalizing salesperson performance with secondary data: aligning practice, scholarship, and theory (vol 49, pg 462, 2021)
W Bolander, NN Chaker, A Pappas, DR Bradbury
JOURNAL OF THE ACADEMY OF MARKETING SCIENCE 49 (6), 1267-1268, 2021
69*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
482017
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
452020
Managing new salespeople’s ethical behaviors during repetitive failures: when trying to help actually hurts
W Bolander, WJ Zahn, TW Loe, M Clark
Journal of Business Ethics 144 (3), 519-532, 2017
372017
Selling your network: how political skill builds social capital and enhances salesperson performance
TP Munyon, RE Frieder, CB Satornino, AM Carnes, W Bolander, ...
Journal of Personal Selling & Sales Management 41 (3), 233-249, 2021
352021
Exploring the unintended negative impact of an ethical climate in competitive environments
BW Hochstein, WJ Zahn, W Bolander
Marketing Letters 28 (4), 621-635, 2017
272017
Hiring for sales success: The emerging importance of salesperson analytical skills
KM Peesker, PD Kerr, W Bolander, LJ Ryals, JA Lister, HF Dover
Journal of Business Research 144, 17-30, 2022
232022
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
222021
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