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Gary K. Hunter
Gary K. Hunter
FNC Founders Chair in Marketing & Data Analytics, University of Mississippi
Verified email at bus.olemiss.edu - Homepage
Title
Cited by
Cited by
Year
Making sales technology effective
GK Hunter, WD Perreault Jr
Journal of Marketing 71 (1), 16-34, 2007
4402007
Sales technology orientation, information effectiveness, and sales performance
GK Hunter, WD Perreault Jr
Journal of Personal Selling & Sales Management 26 (2), 95-113, 2006
2612006
The embedded sales force: Connecting buying and selling organizations
K Bradford, S Brown, S Ganesan, G Hunter, V Onyemah, R Palmatier, ...
Marketing Letters 21, 239-253, 2010
1212010
Interrelationships among key aspects of the organizational procurement process
GK Hunter, MD Bunn, WD Perreault Jr
International Journal of Research in Marketing 23 (2), 155-170, 2006
902006
The four faces of the Hispanic consumer: An acculturation-based segmentation
CMO Alvarez, PR Dickson, GK Hunter
Journal of Business Research 67 (2), 108-115, 2014
612014
Commitment to technological change, sales force intelligence norms, and salesperson key outcomes
GK Hunter, NG Panagopoulos
Industrial Marketing Management 50, 162-179, 2015
592015
Strategic account management: Conceptualizing, integrating, and extending the domain from fluid to dedicated accounts
KD Bradford, GN Challagalla, GK Hunter, WC Moncrief III
Journal of Personal Selling & Sales Management 32 (1), 41-56, 2012
562012
Sales technology
GK Hunter
The Oxford Handbook of Strategic Sales and Sales Management, Editors: DW …, 2011
39*2011
On conceptualizing, measuring, and managing augmented technology use in business-to-business sales contexts
GK Hunter
Journal of Business Research 105, 201-213, 2019
282019
Customer business development: identifying and responding to buyer-implied information preferences
GK Hunter
Industrial Marketing Management 43 (7), 1204-1215, 2014
282014
Sales technology, relationship-forging tasks, and sales performance in business markets
GK Hunter
University of North Carolina at Chapel Hill, 1999
261999
The pursuit of excellence in process thinking and customer relationship management
PR Dickson, WM Lassar, G Hunter, S Chakravorti
Journal of Personal Selling & Sales Management 29 (2), 111-124, 2009
242009
Systems-savvy selling, interpersonal identification with customers, and the sales manager’s motivational paradox: a constructivist grounded theory approach
DP St. Clair, GK Hunter, PA Cola, RJ Boland
Journal of Personal Selling & Sales Management 38 (4), 391-412, 2018
212018
Sales technology, selling smart, and sales performance in business markets
GK Hunter, WD Perreault Jr, GM Armstrong
1998 Summer AMA Conference: Enhancing Knowledge Development in Marketing, 1–2, 1998
61998
Systems-savvy selling: A grounded theory approach to understanding what motivates contemporary industrial salespeople
DP St Clair, RJ Boland Jr, GK Hunter
AMA Conference Proceedings, 2016
32016
Boundary Blurring Theory and the strategic management of business-to-business relationships
GK Hunter
2004 Summer AMA Conference Proceedings: Enhancing Knowledge Development in …, 2004
22004
Integrating technology within the sales-service ecosystem: the emergent sales techno-ecosystem
C Bauer, JM Galvan, T Hancock, GK Hunter, CA Nelson, J Riley, ...
European Journal of Marketing, 2023
12023
Professional Selling (2 ed.)
DR Deeter, GK Hunter, TW Loe, GA Rich, R Mullins, L Beeler, W Schrock
Sage Publications, 2023
1*2023
In Extremis Leadership: Full Mental Jacket
D Dixon, RJ Boland, J Gaskin, MR . Weeks, GK Hunter
Academy of Management Proceedings 1 (2014), doi: 10.5465/AMBPP.2014 …, 2014
12014
The Organizational Design for Pricing and its Consequences on Relative Firm Performance
S Liozu, RJ Boland, A Hinterhuber, G Hunter, A Somers
Academy of Management Proceedings 2012 (1), 10420, 2012
12012
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