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Ellen Pullins
Ellen Pullins
Verified email at utoledo.edu
Title
Cited by
Cited by
Year
Technostress: negative effect on performance and possible mitigations
M Tarafdar, EB Pullins, TS Ragu‐Nathan
Information Systems Journal 25 (2), 103-132, 2015
7952015
Designing loyalty-building programs for packaged goods brands
ML Roehm, EB Pullins, HA Roehm Jr
Journal of Marketing Research 39 (2), 202-213, 2002
3762002
Methods in Sales Research: Perceived Trust in Business-to-Business Sales: A New Measure
JM Comer, RE Plank, DA Reid, EB Pullins
Journal of Personal Selling & Sales Management 19 (3), 61-71, 1999
2601999
Examining impacts of technostress on the professional salesperson's behavioural performance
M Tarafdar, E Bolman Pullins, TS Ragu-Nathan
Journal of Personal Selling & Sales Management 34 (1), 51-69, 2014
2212014
The integrated use of social media, digital, and traditional communication tools in the B2B sales process of international SMEs
S Fraccastoro, M Gabrielsson, EB Pullins
International business review 30 (4), 101776, 2021
2092021
Sales force technology usage—reasons, barriers, and support: An exploratory investigation
RE Buehrer, S Senecal, EB Pullins
Industrial Marketing Management 34 (4), 389-398, 2005
2072005
A re‐examination of B2B sales performance
R Zallocco, E Bolman Pullins, ML Mallin
Journal of Business & Industrial Marketing 24 (8), 598-610, 2009
1492009
The moderating effect of control systems on the relationship between commission and salesperson intrinsic motivation in a customer oriented environment
ML Mallin, EB Pullins
Industrial Marketing Management 38 (7), 769-777, 2009
1212009
An exploratory investigation of the relationship of sales force compensation and intrinsic motivation
EB Pullins
Industrial Marketing Management 30 (5), 403-413, 2001
1192001
Rapport building in authentic B2B sales interaction
T Kaski, J Niemi, E Pullins
Industrial Marketing Management 69, 235-252, 2018
1042018
The impact of purchase situation on salesperson communication behaviors in business markets
DA Reid, EB Pullins, RE Plank
Industrial Marketing Management 31 (3), 205-213, 2002
902002
Internationalizing sales research: Current status, opportunities, and challenges
NG Panagopoulos, N Lee, EB Pullins, GJ Avlonitis, P Brassier, P Guenzi, ...
Journal of Personal Selling & Sales Management 31 (3), 219-242, 2011
862011
How the performance of mentoring activities affects the mentor's job outcomes
EB Pullins, LM Fine
Journal of Personal Selling & Sales Management 22 (4), 259-271, 2002
832002
Peer mentoring in the industrial sales force: An exploratory investigation of men and women in developmental relationships
LM Fine, EB Pullins
Journal of Personal Selling & Sales Management 18 (4), 89-103, 1998
741998
Identifying peer mentors in the sales force: An exploratory investigation of willingness and ability
EB Pullins, LM Fine, WL Warren
Journal of the Academy of Marketing Science 24, 125-136, 1996
711996
Individual differences in intrinsic motivation and the use of cooperative negotiation tactics
E Bolman Pullins, CP Haugtvedt, PR Dickson, LM Fine, RJ Lewicki
Journal of Business & Industrial Marketing 15 (7), 466-478, 2000
692000
Measuring buyers’ perceptions of conflict in business‐to‐business sales interactions
DA Reid, E Bolman Pullins, RE Plank, RE Buehrer
Journal of Business & Industrial Marketing 19 (4), 236-249, 2004
672004
Buyer versus salesperson expectations for an initial B2B sales meeting
TA Kaski, P Hautamaki, EB Pullins, H Kock
Journal of business & industrial marketing 32 (1), 46-56, 2017
612017
The top ten sales articles of the 20th century
TW Leigh, EB Pullins, LB Comer
Journal of Personal Selling & Sales Management 21 (3), 217-227, 2001
572001
The impact of salesperson-brand personality congruence on salesperson brand identification, motivation and performance outcomes
B S. Gammoh, M L. Mallin, E Bolman Pullins
Journal of Product & Brand Management 23 (7), 543-553, 2014
552014
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