Dawn R. Deeter-Schmelz
Kansas State University
The InternetTeamworkAdvertisingTeam compositionSales managementBusinessPsychologyMarketingCognitionValue (ethics)Test (assessment)PurchasingBusiness environmentSales forceSales managerPublic relationsSample (statistics)Need for cognitionKnowledge managementTeam effectivenessScale (social sciences)Applied psychologySocial psychologyExploratory research
Publications 47
#1James W. Peltier (University of Wisconsin–Whitewater)H-Index: 39
#2Dawn R. Deeter-Schmelz (KSU: Kansas State University)H-Index: 22
#1Dawn R. Deeter-Schmelz (KSU: Kansas State University)H-Index: 22
#2Andrea L. Dixon (Baylor University)H-Index: 17
Last. Ellen Bolman Pullins (UT: University of Toledo)H-Index: 19
view all 7 authors...
Given the recent proliferation in sales programs, business colleges face a new set of challenges. Sales competencies are changing rapidly, and firms struggle with identifying and attracting sales c...
#1Riley Dugan (UD: University of Dayton)H-Index: 8
#2Deva Rangarajan (BSU: Ball State University)H-Index: 14
Last. Raj Agnihotri (Iowa State University)H-Index: 19
view all 8 authors...
While interest from the practitioner community in topics pertaining to global sales forces continues to accelerate, academic sales research that examines the challenges faced by these salespeople a...
#1Edward L. NowlinH-Index: 7
#2Doug WalkerH-Index: 7
Last. Nawar N. ChakerH-Index: 6
view all 4 authors...
Traditionally, companies have managed salespeople differently than other members of the firm, emphasizing the importance of individual performance. However, practitioner research notes a change in the relationship between individual performance and unit profitability. Specifically, between 2002 and 2012, the impact of individual performance on firm profitability decreased more than 20%; whereas the impact of “employee network” performance increased by more than 20%. As such, firms now rely incre...
#1Dawn R. Deeter-Schmelz (KSU: Kansas State University)H-Index: 22
#2Timothy P. Lauer (KSU: Kansas State University)H-Index: 1
Last. John M. Rudd (Warw.: University of Warwick)H-Index: 15
view all 3 authors...
AbstractAs more organizations implement multinational strategies, sales managers leading sales forces encounter complex cultural challenges that affect relationships, processes, and outcomes. We undertake a qualitative study with the objective of understanding the sales manager–salesperson relationship when the sales manager is leading sales representatives located in other cultures. Because of the significant size and growth of Asian countries, we focus our study on the Asia-Pacific Rim region....
#1Jagdip Singh (AT&T)H-Index: 43
#2Karen E. Flaherty (OSU: Oklahoma State University–Stillwater)H-Index: 18
Last. Vincent Onyemah (Babson College)H-Index: 13
view all 9 authors...
Recognizing the rapid advances in sales digitization and artificial intelligence technologies, we develop concepts, priorities, and questions to help guide future research and practice in the field of personal selling and sales management. Our analysis reveals that the influence of sales digitalization technologies, which include digitization and artificial intelligence, is likely to be more significant and more far reaching than previous sales technologies. To organize our analysis of this infl...
#1Edward L. Nowlin (College of Business Administration)H-Index: 7
#2Doug Walker (College of Business Administration)H-Index: 7
Last. Alexander HaasH-Index: 1
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Purpose The purpose of this paper is to investigate whether and under what condition does affective orientation (AO) drive salesperson performance (SP) and whether there is a tradeoff between affective orientation and the need for cognition (NFC). Using career stage theory, this research proposes that emotion is important and that the relationship between AO and SP is conditional and mediated. Design/methodology/approach The hypothesized model is tested using survey data that were collected from...
#1Raj AgnihotriH-Index: 19
Last. Ellen Bolman PullinsH-Index: 19
view all 6 authors...
INTRODUCTIONIt is no surprise that business schools are being forced to become more competitive as they face enrollment challenges and decreased funding. State funding for public universities decreased 12 percent between 2003 and 2012, and median tuition increases exceeded 50 percent during this time span [Emrey-Arras, 2014]. Increased competition continues to emanate from on-line universities [Tompson and Brownlee, 2013], and heightened expectations are held by students and parents regarding a ...
For instructors seeking ways to provide sales students with experiential learning projects designed to develop and enhance skills in an authentic environment, corporate-academic partnerships offer a viable option. The author describes a unique and innovative corporate-academic integrated project, including course content, role plays, and corporate partner involvement, implemented in the sales management course. After reviewing the experiential learning literature and outlining the project, asses...
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