Ryan Mullins
Ryan Mullins
Professor of Marketing at Clemson University
Verified email at - Homepage
Cited by
Cited by
Exploring the dynamics of antecedents to consumer–brand identification with a new brand
SK Lam, M Ahearne, R Mullins, B Hayati, N Schillewaert
Journal of the Academy of Marketing Science 41, 234-252, 2013
Sales profession and professionals in the age of digitization and artificial intelligence technologies: concepts, priorities, and questions
J Singh, K Flaherty, RS Sohi, D Deeter-Schmelz, J Habel, ...
Journal of Personal Selling & Sales Management 39 (1), 2-22, 2019
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 role of brand communications on front line service employee beliefs, behaviors, and performance
TL Baker, A Rapp, T Meyer, R Mullins
Journal of the academy of marketing science 42, 642-657, 2014
The role of team goal monitoring in the curvilinear relationship between team efficacy and team performance.
TL Rapp, DG Bachrach, AA Rapp, R Mullins
Journal of Applied Psychology 99 (5), 976, 2014
Intangible sales team resources: Investing in team social capital and transactive memory for market-driven behaviors, norms and performance
DG Bachrach, RR Mullins, AA Rapp
Industrial Marketing Management 62, 88-99, 2017
Manager–salesperson congruence in customer orientation and job outcomes: The bright and dark sides of leadership in aligning values
R Mullins, N Syam
Journal of Personal Selling & Sales Management 34 (3), 188-205, 2014
Do sales and service compete? The impact of multiple psychological climates on frontline employee performance
J Ogilvie, A Rapp, DG Bachrach, R Mullins, J Harvey
Journal of Personal Selling & Sales Management 37 (1), 11-26, 2017
A dual-process contingency model of leadership, transactive memory systems and team performance
DG Bachrach, R Mullins
Journal of Business Research 96, 297-308, 2019
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
Technology usage and sales teams: A multilevel analysis of the antecedents of usage
L Weinstein, R Mullins
Journal of Personal Selling & Sales Management 32 (2), 245-259, 2012
Antecedents and performance outcomes of value-based selling in sales teams: A multilevel, systems theory of motivation perspective
R Mullins, B Menguc, NG Panagopoulos
Journal of the Academy of Marketing Science 48 (6), 1053-1074, 2020
Sales force downsizing and firm-idiosyncratic risk: The contingent role of investors’ screening and firm’s signaling processes
NG Panagopoulos, R Mullins, P Avramidis
Journal of Marketing 82 (6), 71-88, 2018
Digital selling: organizational and managerial influences for frontline readiness and effectiveness
R Mullins, R Agnihotri
Journal of the Academy of Marketing Science 50 (4), 800-821, 2022
You don’t always get what you want, and you don’t always want what you get: An examination of control–desire for control congruence in transactional relationships.
RR Mullins, DG Bachrach, AA Rapp, D Grewal, LS Beitelspacher
Journal of Applied Psychology 100 (4), 1073, 2015
Understanding the theory and practice of team selling: An introduction to the special section and recommendations on advancing sales team research
RR Mullins, NG Panagopoulos
Industrial Marketing Management 77, 1-3, 2019
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
Choreographing salesperson face-to-face visits with a buyer organization: a social network perspective
S Forkmann, R Mullins, SC Henneberg, TL Baker
Journal of the Academy of Marketing Science, 1-24, 2022
How and should firms motivate salesperson effort across a multi-brand portfolio?
R Mullins, S Swain, SB Friend
Journal of Business Research 158, 113677, 2023
Will you speak up for me? Inducing retail store managers’ engagement with MNCs’ brands across cultures
NG Panagopoulos, B Menguc, R Mullins
Journal of International Business Studies 54 (7), 1222-1255, 2023
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