Christopher R. Plouffe
Christopher R. Plouffe
Gary W. Rollins College of Business, University of Tennessee -- Chattanooga (UTC)
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Richness versus parsimony in modeling technology adoption decisions—understanding merchant adoption of a smart card-based payment system
CR Plouffe, JS Hulland, M Vandenbosch
Information systems research 12 (2), 208-222, 2001
Intermediating technologies and multi‐group adoption: a comparison of consumer and merchant adoption intentions toward a new electronic payment system
CR Plouffe, M Vandenbosch, J Hulland
Journal of Product Innovation Management: An International Publication of …, 2001
Assessing the evolution of sales knowledge: A 20-year content analysis
BC Williams, CR Plouffe
Industrial Marketing Management 36 (4), 408-419, 2007
SOCO's impact on individual sales performance: The integration of selling skills as a missing link
T Wachner, CR Plouffe, Y Grégoire
Industrial marketing management 38 (1), 32-44, 2009
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
Customer-directed selling behaviors and performance: a comparison of existing perspectives
CR Plouffe, J Hulland, T Wachner
Journal of the Academy of Marketing Science 37, 422-439, 2009
Salesperson navigation: The intraorganizational dimension of the sales role
CR Plouffe, DW Barclay
Industrial Marketing Management 36 (4), 528-539, 2007
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, 118-137, 2019
Exploratory navigation and salesperson performance: Investigating selected antecedents and boundary conditions in high-technology and financial services contexts
CR Plouffe, S Sridharan, DW Barclay
Industrial Marketing Management 39 (4), 538-550, 2010
Navigating difficult waters: Publishing trends and scholarship in sales research
CR Plouffe, BC Williams, T Wachner
Journal of Personal Selling & Sales Management 28 (1), 79-92, 2008
Examining “peer‐to‐peer”(P2P) systems as consumer‐to‐consumer (C2C) exchange
CR Plouffe
European Journal of marketing 42 (11/12), 1179-1202, 2008
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
Anti-commercial consumer rebellion: Conceptualisation and measurement
C Graham Austin, CR Plouffe, C Peters
Journal of Targeting, Measurement and Analysis for Marketing 14, 62-78, 2005
Who’s on first? Stakeholder differences in customer relationship management and the elusive notion of “shared understanding”
CR Plouffe, BC Williams, TW Leigh
Journal of Personal Selling & Sales Management 24 (4), 323-338, 2004
Why smart cards have failed: looking to consumer and merchant reactions to a new payment technology
CR Plouffe, M Vandenbosch, J Hulland
International Journal of Bank Marketing 18 (3), 112-123, 2000
Testing an enhanced, process-based view of the sales process
CR Plouffe, YH Nelson, F Beuk
Journal of Personal Selling & Sales Management 33 (2), 141-163, 2013
Is it navigation, networking, coordination… or what? A multidisciplinary review of influences on the intraorganizational dimension of the sales role and performance
CR Plouffe
Journal of Personal Selling & Sales Management 38 (2), 241-264, 2018
Salesperson influence tactics and the buying agent purchase decision: Mediating role of buying agent trust of the salesperson and moderating role of buying agent regulatory …
N Hartmann, CR Plouffe, P Kohsuwan, JA Cote
Industrial Marketing Management 87, 31-46, 2020
Intraorganizational employee navigation and socially derived outcomes: Conceptualization, validation, and effects on overall performance
CR Plouffe, Y Grégoire
Personnel Psychology 64 (3), 693-738, 2011
Investigations of sales representatives’ valuation of options
L Bonney, CR Plouffe, M Brady
Journal of the Academy of Marketing Science 44, 135-150, 2016
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