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  1. No Access

    Chapter and Conference Paper

    Preliminary Tests of the Consumer Normalcy Scale: An Abstract

    This study develops a scale based on the concept of “consumer normalcy,” which is composed of four dimensions: (1) ability to participate in the marketplace, (2) demonstrating competence and control, (3) achie...

    Alex H. Cohen, Jorge E. Fresneda… in Marketing Opportunities and Challenges in … (2020)

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    Chapter

    Joseph F. Hair Jr.: My Friend and Coauthor for Fifty Years

    This chapter focuses on the early days of Joe Hair’s academic career: the working environment, including a description of his student cohort and mentors, and provides insights into the foundation of Joe’s futu...

    Rolph E. Anderson in The Great Facilitator (2019)

  3. Chapter and Conference Paper

    Buyer Organization Map**: New CRM Tool for Salespeople

    Traditionally, salespeople have been called the "eyes and ears" of a company in the marketplace. But, in the era of customer relationship management, they have been largely underutilized even though scholars c...

    Prabakar Kothandaraman, Rolph E. Anderson… in Proceedings of the 2009 Academy of Marketi… (2015)

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    Article

    Salesperson Failure: A Case of Sales Manager Risk and Responsibility

    Sales managers operate in an environment that is rife with uncertainty (or risk). As a result, they generally experience some level of ambiguity when making decisions that affect salespeople's performance. Thi...

    Alan J Dubinsky, Marvin A Jolson, Rolph E Anderson, Rajiv Mehta in Risk Management (2001)