Zachary Hall
Zachary Hall
Associate Professor of Marketing, Texas Christian University
Verified email at - Homepage
Cited by
Cited by
Know your customer: How salesperson perceptions of customer relationship quality form and influence account profitability
RR Mullins, M Ahearne, SK Lam, ZR Hall, JP Boichuk
Journal of Marketing 78 (6), 38-58, 2014
The dark side of retailing: towards a scale of corporate social irresponsibility
T Wagner, P Bicen, ZR Hall
International Journal of Retail & Distribution Management 36 (2), 124-142, 2008
The importance of starting right: the influence of accurate intuition on performance in salesperson–customer interactions
ZR Hall, M Ahearne, H Sujan
Journal of Marketing 79 (3), 91-109, 2015
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
Cooperation in B2B relationships: Factors that influence customers' perceptions of salesperson cooperation
B Lussier, ZR Hall
Industrial Marketing Management 69, 209-220, 2018
The ambidextrous sales force: aligning salesperson polychronicity and selling contexts for sales-service behaviors and customer value
R Mullins, R Agnihotri, Z Hall
Journal of Service Research 23 (1), 33-52, 2020
The impact of mergers and acquisitions on the sales force
R Bommaraju, M Ahearne, ZR Hall, S Tirunillai, SK Lam
Journal of Marketing Research 55 (2), 254-264, 2018
Open negotiation: The back-end benefits of salespeople’s transparency in the front end
Y Atefi, M Ahearne, S Hohenberg, Z Hall, F Zettelmeyer
Journal of Marketing Research 57 (6), 1076-1094, 2020
Generating and sharing of market intelligence in sales teams: an economic social network perspective
ZR Hall, RR Mullins, N Syam, JP Boichuk
Journal of Personal Selling & Sales Management 37 (4), 298-312, 2017
Onboarding salespeople: Socialization approaches
P Wiseman, M Ahearne, Z Hall, S Tirunillai
Journal of Marketing 86 (6), 13-31, 2022
Taking the measure of measurement in sales research: introduction to the special issue
ZR Hall, N Lee
Journal of Personal Selling & Sales Management 39 (3), 201-206, 2019
The impact of the information revolution on the classical sales model
M Pourmasoudi, M Ahearne, Z Hall, P Krishnamurthy
Journal of Personal selling & sales ManageMent 42 (2), 193-208, 2022
Selling in the digital age
M Ahearne, Z Hall, P Krishnamurthy, M Pourmasoudi
Marketing Science Institute Working Paper Series Report, 2019
Enabling Comparability of Responses in International Sales Force Surveys: Evidence from a Cross-National Survey of Salespeople and Sales Managers
M Pourmasoudi, P Wiseman, M Ahearne, Z Hall
Journal of International Marketing 32 (1), 15-32, 2024
Skilled Intuition and Selling Performance: An Abstract
ZR Hall, H Sujan, M Ahearne
Creating Marketing Magic and Innovative Future Marketing Trends: Proceedings …, 2017
How Should Firms Onboard New Salespeople? The Relative Efficacy of Centralized Versus On-the-Job Training
M Ahearne, P Wiseman, Z Hall, S Tirunillai
Working paper, 2019
Information disclosure in negotiating with informed customers
M Ahearne, Y Atefi, Z Hall, S Hohenberg, F Zettelmeyer
Marketing Science Institute Report, 2019
Measurement in Sales Research
ZR Hall, N Lee
Routledge, 2019
Information Disclosure in Negotiating with Informed Customers
FZ Michael Ahearne, Yashar Atefi, Zachary R. Hall, Sebastian Hohenberg
Marketing Science Institute Working Paper Series, 62, 2019
Salesperson Intuition: Its Critical Role and Antecedents
ZR Hall
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