Ellen M Pullins
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Schmidt Research Professor of Sales & Sales Management
Professor of Marketing & International Business
Fulbright Specialist Roster, Marketing & International Business , College of Business and Innovation
Overview
overview
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Dr. Pullins is the Schmidt Research Professor of Sales & Sales Management. She received her Ph.D. in Marketing from the Ohio State University (1996). Dr. Pullins teaches and researches in sales and related areas. Her research has appeared in Journal of Marketing Research, Journal of Academy of Marketing Science, Journal of Personal Selling and Sales Management, Industrial Marketing Management, etc. Dr. Pullins received the prestigious Fulbright award in Spring of 2015 and spent the semester in Helsinki Finland, teaching and researching. She was again awarded a Fulbright award in 2020, currently serving on the Fulbright Specialist Roster. She has also won the DeJute Teaching Award, COBA Research Award, Brunner Service Award, Vondermbse Research Award, and Gutteridge Award for Overall Performance at UT. Dr. Pullins is active in national and international professional associations, serving in a number of leadership roles, including the Academic Council of the American Marketing Association. She has won several national awards, including the McBane Special Recognition Award for outstanding service to the profession on an international scale.
Publications
selected publications
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Article (Faculty180)
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2023
Rapport building in B2B sales interactions: the process and explananda
. Journal of Personal Selling & Sales Management. DOI: 10.1080/08853134.2023.2216935:1-19. -
2022
Persisting changes in sales due to global pandemic challenges."
. Journal of Personal Selling & Sales Management . 42:317-323. -
2022A Sales Education Journey around the Globe. Sales Education Foundation Annual. 15:2-5.
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2022Salesperson’s Identification with Supervisor and the Relationship with Turnover Intention and Performance: A Mediated Motivation Model. Journal of Personal Selling & Sales Management.
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2022Salesperson’s Identification with Supervisor and the Relationship with Turnover Intention and Performance: A Mediated Motivation Model. Journal of Personal Selling & Sales Management. 42:243-264..
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2022Salesperson’s Identification with Supervisor and the Relationship with Turnover Intention and Performance: A Mediated Motivation Model. Journal of Personal Selling & Sales Management. 7:243-264.
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2022Understanding How Salesperson Envy and Emotional Exhaustion Lead to Negative Consequences: The Role of Motivation. Journal of Business to Business Marketing.
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2022Understanding How Salesperson Envy and Emotional Exhaustion Lead to Negative Consequences: The Role of Motivation. Journal of Business-to-Business Marketing. 29:369-386.
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2022Understanding how Salesperson Envy and Emotional Exhaustion lead to Negative Consequences: The Role of Motivation. Journal of Business-to-Business Marketing.
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2021Advocates and Adversaries: Examining the Role of Supplier Advocacy on Customer Reaquisition. Journal of Personal Selling and Sales Management. 41:316-329.
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2021An intercultural, interpersonal relationship development framework. International Marketing Review. 38:1189-1216.
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2021An intercultural, interpersonal relationship development framework . International Marketing Review.. Jonna Koponen, Saara Julkunen, Mika Gabrielsson, and Ellen Pullins (forthcoming),.
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2021Dual Foci of Identification: The Role of Salesperson Brand and Organizational Identification in Driving Brand Performance. The Journal of Product and Brand Management.
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2021The Future Sales Force Will Look Different. Sales Education Foundation Annual. 38.
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2021The integrated use of social media, digital, and traditional communication tools in the B2B sales process of international SMEs. International Business Review. 30.
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2020"Sales Management, Education, and Scholarship Across Cultures: Early Findings from a Global Study and an Agenda for Future Research. Journal of Personal Selling and Sales Management, DOI: 10.1080/08853134.2020.1781649.. 40:Riley Dugan, Deva Rangarajan, Lenita Davis, Willy Bolander, Ellen Bolman Pullins, Dawn Deeter-Schmelz, Joel LeBon, Raj Agnihotri.
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2020Attracting Students to Sales Positions: The Case of Effective Salesperson Recruitment Ads,” , 42(2), 170-190. . Journal of Marketing Education. 42:Deeter-Schmelz, Dawn R., Andrea L. Dixon, Robert C. Erffmeyer, Kyoungmi Kim, Raj Agnihotri, Michael T. Krush, Ellen Pullins (2020). “.
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2020Dual Foci of Identification: The Role of Salesperson Brand and Organizational Identification in Driving Brand Performance. The Journal of Product and Brand Management.
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2020Dual Foci of Identification: The Role of Salesperson Brand and Organizational Identification in driving Brand Performance. Journal of Product and Brand Management. ahead-of-print :ahead.
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2020Tell me more: how salespeople encourage customer disclosure. Journal of Business & Industrial Marketing. https://doi.org/10.1108/JBIM.
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2020The dark side of sales technologies: how technostress affects sales professionals, https://doi.org/10.1108/JOEPP-04-2020-0045.. Journal of Organizational Effectiveness: People and Performance. 7:297-320.
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2020The integrated use of social media, digital, and traditional communication tools in the B2B sales process of international SMEs.. International Business Review. .
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2019Fostering collaborative mind-sets among customers: a transformative learning approach. Journal of Personal Selling & Sales Management. 39:42-59.
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2019Current Trends and Environmental Changes Impacting Sales Practice. Journal Of Selling.
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2019
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2018Attracting Students to Sales Positions: The Case of Effective Salesperson Recruitment Ads. Journal of Marketing . 00:1-21.
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2018Fostering Collaborative Mind-sets Among Customers: A Transformative Learning Approach. Journal of Personal Selling & Sales Management. 39:42-59.
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2018Mobile Social Networking and Salesperson Maladaptive Dependence Behaviors. Computers in Human Behavior.
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2018Rapport Building in Authentic B2B Sales Interaction. Industrial Marketing Management. 69:235-252.
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2018Sales Scholarship: Honoring the Past and Defining the Future (Key Takeaways from the 2018 American Marketing Association Faculty Consortium: New Horizons in Selling and Sales Management. Journal of Personal Selling & Sales Management . 38:413-421.
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2018The Role of Salesperson Brand Selling Confidence in Enhancing Important Sales Management Outcomes: A Social Identity Approach. Journal of Business and Industrial Marketing. 33:277-290.
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2017A New Perspective of Salesperson Motivation and Salesforce Outcomes: The Mediating Role of Salesperson-Brand Identification. Journal of Marketing Theory and Practice. 25:357-374.
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2017An Investigation of the Theory Practice Gap in Professional Sales. Journal of Marketing Theory and Practice. 25:17.
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2017Buyer versus salesperson expectations for an initial B2B sales meeting. Journal of Business & Industrial Marketing. 32.
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2017
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2016The Sales Center: A Structure Addressing Multiple Dynamics Facing Business Education.. Journal of the Academy of Business Education. 17.
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2015Designing Sales Contests in Call Centers: Understanding Inside Salespeople's Preferences for Compensation. Journal of Selling. 15:56-68.
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2015Examining the Relationship between Technostress and Technology- enable Performance in the Professional Sales Context. Information Systems Journal. 25:103-132.
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2015Technostress: negative effect on performance and possible mitigations. Information Systems Journal. 25:103.
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2014Antecedents and Consequences of Salesperson Identification with the Brand and Company. Journal of Personal Selling and Sales Management. 34:1-16.
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2014Antecedents and consequences of salesperson identification with the brand and company. Journal of Personal Selling & Sales Management. 34:3.
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2014Comparing drivers of social media marketing adoption by salespeople in Australia and the USA: a pilot study. International Journal of Information Systems and Management. 1:146.
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2014Developing a stakeholder approach for recruiting top-level sales students. Journal of Marketing Education. 36:75.
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2014Examining Impacts of Technostress on the Professional Salesperson's Behavioral Performance. Journal of Personal Selling and Sales Management. 34:51-69.
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2014Intergenerational Recruiting: The Impact of Sales Job Candidate Perception of Interviewer Age. American Journal of Business. 29:146-163.
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2014The Impact of Salesperson-Brand Personality Congruence on Salesperson Brand Identification, Motivation and Performance Outcomes. Journal of Product and Brand Management. 23:543-553.
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2014The Impact of Salesperson-Brand Personality Congruence on Salesperson Brand Identification, Motivation and Performance Outcomes. Journal of Product and Brand Management. 23:543-553.
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2014Valuing the Salesperson: Assessing Financial Consequences of B2B Customer Loyalty. Journal of Selling. 14:31-43.
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2013Comparing Drivers of Social Media Marketing Adoption by Salespeople in Australia and the USA: A Pilot Study. International Journal of Information Systems and Management. 146-165.
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2013Intergenerational Relationship Selling for Real Estate. Keller Center Research Report. 6:10-17.
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2012Intergenerational Relationship Selling in Real Estate. Keller Center Research Report.
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2012The role of creativity in sales: current research and future directions. Journal of Ethics and Entrepreneurship. 2:73.
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2011How Salespeople Deal with Intergenerational Relationship Selling. Journal of Business and Industrial Marketing. 26:443-455.
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2011Internationalizing sales research: Current status, opportunities, and challenges. Journal of Personal Selling & Sales Management. 31:219.
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2010Index to Volume 30 of Journal of Personal Selling & Sales Management. Journal of Personal Selling & Sales Management. 30:389.
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2010Media as factor in student perceptions for sales jobs: A framework for research. Journal of Personal Selling & Sales Management. 30:343.
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2009Necessity is the mother of invention: Why salesperson creativity is more important now than ever and what we can do to encourage it. Journal of Selling & Major Account Management. 9:20.
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2009The moderating effect of control systems on the relationship between commission and salesperson intrinsic motivation in a customer oriented environment. Industrial Marketing Management. 38:769.
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2008Expanding International Sales Education: Reporting on an EU-US Workshop and Introducing the Global Sales Science Institute. Journal of Selling and Major Account Management.
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2008Special Abstract Section: 2008 National Conference in Sales Management. Journal of Personal Selling & Sales Management. 28:315.
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2008Valuing the Salesperson: Assessing Financial Consequences of B2B Customer Loyalty to the Salesperson. Journal of Selling & Major Account Management.
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2007Technology Empowerment as a Determinant of Salesforce Technology Usage. Journal of Selling and Major Account Management. 7:20.
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2007Valuing the Salesperson: Assessing Financial Consequences of B2B Customer Loyalty. DEVELOPMENTS IN MARKETING SCIENCE. 30:185.
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2006Situational salesforce leadership using sales control and trust. Journal of Selling & Major Account Management. 6:1.
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2005Sales force technology usage—reasons, barriers, and support: An exploratory investigation. Industrial Marketing Management. 34:389.
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2004Gender Issues in Buyer-Seller Relationships: Does Gender Matter in Purchasing?. Journal of Supply Chain Management. 40:40.
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2002A realistic sales experience: Providing feedback by integrating buying, selling, and managing experiences. Journal of Personal Selling & Sales Management. 22:33.
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2002Designing loyalty-building programs for packaged goods brands. Journal of Marketing Research. 39:202.
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2002How the performance of mentoring activities affects the mentor's job outcomes. Journal of Personal Selling & Sales Management. 22:259.
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2002The impact of purchase situation on salesperson communication behaviors in business markets. Industrial Marketing Management. 31:205.
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2001An exploratory investigation of the relationship of sales force compensation and intrinsic motivation. Industrial Marketing Management. 30:403.
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2001
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2001The top ten sales articles of the 20th century. Journal of Personal Selling & Sales Management. 21:217.
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1999Methods in Sales Research: Perceived Trust in Business-to-Business Sales: A New Measure. Journal of Personal Selling & Sales Management. 19:61.
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1998Peer mentoring in the industrial sales force: An exploratory investigation of men and women in developmental relationships. Journal of Personal Selling & Sales Management. 18:89.
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1996Identifying peer mentors in the sales force: An exploratory investigation of willingness and ability. Journal of the Academy of Marketing Science. 24:125.
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1994MEASURING THE ABILITY AND WILLINGNESS TO MENTOR IN THE SALES ORGANIZATION. Marketing Theory and Applications. 5:152.
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1992Organizational ethics development and the expanding role of the human resource professional.. The Health Care Manager. 11:52.
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Article (Web of Science)
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2021The integrated use of social media, digital, and traditional communication tools in the B2B sales process of international SMEs. INTERNATIONAL BUSINESS REVIEW. 30.Full Text via DOI: 10.1016/j.ibusrev.2020.101776
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2021Advocates and adversaries: examining the role of supplier advocacy on customer reacquisition. JOURNAL OF PERSONAL SELLING & SALES MANAGEMENT.Full Text via DOI: 10.1080/08853134.2021.1919521
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2021An intercultural, interpersonal relationship development framework. INTERNATIONAL MARKETING REVIEW. 38:1189-1216.Full Text via DOI: 10.1108/imr-11-2019-0267
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2021Dual foci of identification: the role of salesperson brand and organizational identification in driving brand performance. JOURNAL OF PRODUCT AND BRAND MANAGEMENT. 30:866-882.Full Text via DOI: 10.1108/jpbm-12-2019-2679
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2021Tell me more: how salespeople encourage customer disclosure. JOURNAL OF BUSINESS & INDUSTRIAL MARKETING. 36:717-728.Full Text via DOI: 10.1108/jbim-11-2019-0482
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2020Attracting Students to Sales Positions: The Case of Effective Salesperson Recruitment Ads. JOURNAL OF MARKETING EDUCATION. 42:170-190.Full Text via DOI: 10.1177/0273475318810335
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2020Sales management, education, and scholarship across cultures: early findings from a global study and an agenda for future research. JOURNAL OF PERSONAL SELLING & SALES MANAGEMENT.Full Text via DOI: 10.1080/08853134.2020.1781649
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2020The dark side of sales technologies: how technostress affects sales professionals. JOURNAL OF ORGANIZATIONAL EFFECTIVENESS-PEOPLE AND PERFORMANCE. 7:297-320.Full Text via DOI: 10.1108/joepp-04-2020-0045
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2019Fostering collaborative mind-sets among customers: a transformative learning approach. JOURNAL OF PERSONAL SELLING & SALES MANAGEMENT. 39:42-59.Full Text via DOI: 10.1080/08853134.2018.1489727
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2018Mobile social networking and salesperson maladaptive dependence behaviors. COMPUTERS IN HUMAN BEHAVIOR. 81:235-249.Full Text via DOI: 10.1016/j.chb.2017.12.025
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2018Rapport building in authentic B2B sales interaction. INDUSTRIAL MARKETING MANAGEMENT. 69:235-252.Full Text via DOI: 10.1016/j.indmarman.2017.08.019
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2018Sales scholarship: honoring the past and defining the future (Key takeaways from the 2018 American Marketing Association Faculty Consortium: New Horizons in Selling and Sales Management). JOURNAL OF PERSONAL SELLING & SALES MANAGEMENT. 38:413-421.Full Text via DOI: 10.1080/08853134.2018.1537796
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2018The role of salesperson brand selling confidence in enhancing important sales management outcomes: a social identity approach. JOURNAL OF BUSINESS & INDUSTRIAL MARKETING. 33:277-290.Full Text via DOI: 10.1108/JBIM-11-2016-0274
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2018The role of salesperson brand selling confidence in enhancing important sales management outcomes: a social identity approach. JOURNAL OF BUSINESS & INDUSTRIAL MARKETING. 33:277-290.Full Text via DOI: 10.1108/jbim-11-2016-0274
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2017A NEW PERSPECTIVE OF SALESPERSON MOTIVATION AND SALESFORCE OUTCOMES: THE MEDIATING ROLE OF SALESPERSON-BRAND IDENTIFICATION. JOURNAL OF MARKETING THEORY AND PRACTICE. 25:357-374.Full Text via DOI: 10.1080/10696679.2017.1345597
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2017Buyer versus salesperson expectations for an initial B2B sales meeting. JOURNAL OF BUSINESS & INDUSTRIAL MARKETING. 32:47-57.Full Text via DOI: 10.1108/JBIM-12-2015-0246
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2017An Investigation of the Theory Practice Gap in Professional Sales. JOURNAL OF MARKETING THEORY AND PRACTICE. 25:17-38.Full Text via DOI: 10.1080/10696679.2016.1236665
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2017Buyer versus salesperson expectations for an initial B2B sales meeting. JOURNAL OF BUSINESS & INDUSTRIAL MARKETING. 32:46-56.Full Text via DOI: 10.1108/jbim-12-2015-0246
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2014Antecedents and consequences of salesperson identification with the brand and company. JOURNAL OF PERSONAL SELLING & SALES MANAGEMENT. 34:3-18.Full Text via DOI: 10.1080/08853134.2013.870181
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2014Developing a Stakeholder Approach for Recruiting Top-Level Sales Students. JOURNAL OF MARKETING EDUCATION. 36:75-86.Full Text via DOI: 10.1177/0273475314522039
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2014Examining impacts of technostress on the professional salesperson's behavioural performance. JOURNAL OF PERSONAL SELLING & SALES MANAGEMENT. 34:51-69.Full Text via DOI: 10.1080/08853134.2013.870184
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2014Intergenerational recruiting: the impact of sales job candidate perception of interviewer age. American Journal of Business. 29:146-163.Full Text via DOI: 10.1108/ajb-03-2013-0018
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2014The impact of salesperson-brand personality congruence on salesperson brand identification, motivation and performance outcomes. JOURNAL OF PRODUCT AND BRAND MANAGEMENT. 23:543-553.Full Text via DOI: 10.1108/jpbm-10-2013-0434
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2011How salespeople deal with intergenerational relationship selling. JOURNAL OF BUSINESS & INDUSTRIAL MARKETING. 26:443-455.Full Text via DOI: 10.1108/08858621111156430
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2011Internationalizing Sales Research: Current Status, Opportunities, and Challenges. JOURNAL OF PERSONAL SELLING & SALES MANAGEMENT. 31:219-242.Full Text via DOI: 10.2753/pss0885-3134310302
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2010Media as Factor in Student Perceptions for Sales Jobs: A Framework for Research. JOURNAL OF PERSONAL SELLING & SALES MANAGEMENT. 30:343-353.Full Text via DOI: 10.2753/pss0885-3134300404
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2009The moderating effect of control systems on the relationship between commission and salesperson intrinsic motivation in a customer oriented environment. INDUSTRIAL MARKETING MANAGEMENT. 38:769-777.Full Text via DOI: 10.1016/j.indmarman.2008.03.004
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2009A re-examination of B2B sales performance. JOURNAL OF BUSINESS & INDUSTRIAL MARKETING. 24:598-609.Full Text via DOI: 10.1108/08858620910999466
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2008Special Abstract Section: 2008 National Conference in Sales Management. JOURNAL OF PERSONAL SELLING & SALES MANAGEMENT. 28:315-319.Full Text via DOI: 10.2753/pss0885-3134280307
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2007The extent of technology usage and salespeople: an exploratory investigation. JOURNAL OF BUSINESS & INDUSTRIAL MARKETING. 22:52-61.Full Text via DOI: 10.1108/08858620710722824
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2005Sales force technology usage - reasons, barriers, and support: An exploratory investigation. INDUSTRIAL MARKETING MANAGEMENT. 34:389-398.Full Text via DOI: 10.1016/j.indmarman.2004.09.017
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2002Designing Loyalty-Building Programs for Packaged Goods Brands. Journal of Marketing Research. 39:202-213.Full Text via DOI: 10.1509/jmkr.39.2.202.19085
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2002The impact of purchase situation on salesperson communication behaviors in business markets. INDUSTRIAL MARKETING MANAGEMENT. 31:205-213.Full Text via DOI: 10.1016/s0019-8501(00)00149-8
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2001An Exploratory Investigation of the Relationship of Sales Force Compensation and Intrinsic Motivation. INDUSTRIAL MARKETING MANAGEMENT. 30:403-413.Full Text via DOI: 10.1016/s0019-8501(99)00095-4
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2001The interaction of reward contingencies and causality orientation on the introduction of cooperative tactics in buyer-seller negotiations. PSYCHOLOGY & MARKETING. 18:1241-1257.Full Text via DOI: 10.1002/mar.1051
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Book (Faculty180)
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1995Identifying Peer Mentors in the Sales Force: An Exploratory Investigation. Max M. Fisher College of Business, Ohio State University.
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Chapter (Faculty180)
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2021Decision-Making in Salesperson–Customer Interaction: Establishing a Common Ground for Obtaining Commitment. Intersubjectivity in action. John Benjamins.
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Correction (Web of Science)
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2014Corrigendum. JOURNAL OF PERSONAL SELLING & SALES MANAGEMENT. 172-172.Full Text via DOI: 10.1080/08853134.2014.894220
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Lecture or Panel Discussion (Faculty180)
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2020Diversity and Inclusion in Sales. presented at the Winter American Marketing Association Academic Conference, 2/14/20, San Diego..
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2020Moderator, Presentor and Special Session Proposer, "Global Sales Science: Around the World in 80 Minutes," . accepted at the Global Sales Science Institute, Montpelier France.
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2019Social Media Engagement with Luxury Brands: An Exploratory Study: An Abstract. In: Rossi P., Krey N. (eds) Finding New Ways to Engage and Satisfy Global Customers. AMSWMC 2018. Developments in Marketing Science: Proceedings of the Academy of Marketing Science. Springer, Cham.
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2019Trends in Sales Leadership paper presented . at National Conference in Sales Management with Susan Shultz and Mike Mallin, Jacksonville.
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2017Obtaining Incremental Commitment to Advance the Sales Process. Paper Abstract in Proceedings, presented at The Global Sales Science Institute, Mauritius, Africa..
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2017Sales Incremental Commitment. Global Sales Science Institute Proceedings, June 2017, Mauritius Island..
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2016Sales Rapport Building, in the Proceedings of the American Marketing Association Conference. Summer Educator’s Conference, Atlanta, GA, August 2016..
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2016Transformative Thinking. Proceedings of the National Conference on Sales Management, Milwaukee, Wisconsin.
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2015Abstract of Comparisons of BtoB Buyer versus Salesperson Expectations for an Initial Sales Meeting. Global Sales Science Institute Proceedings, June 2015, Hiroshima, Japan.
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2015Abstract of When to Fragment? Developing a New Theoretical Framework for Sales Channels in a Dynamic Environment. Global Sales Science Institute Proceedings, June 2015, Hiroshima, Japan.
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2013A Cross-cultural Examination of Media Effects on Students Expectations for Sales Careers. Proceedings of the 6th Annual Conference of the Global Sales Science Institute, Aalen Germany..
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2013Antecedents of Adopting Social Media Marketing for Sales: Comparing Emerging and Developed Economies. Proceedings of the 6th Annual Conference of the Global Sales Science Institute, Aalen Germany..
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2012Adoption of social media marketing by salespeople: A pilot study exploring roles of social influence and personal innovativeness in Australia and the United States. Proceedings of the Australian/New Zealand Marketing Association Conference. December 2012, Adelaide Australia.
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2012Cross-Cultural Equivalence: the Case of Global Sales Training. 6th Annual Proceedings of the Global Sales Science Institute, Turku, Finland.
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2012Intergenerational Recruiting. Published in the 6th Annual Proceedings of the Global Sales Science Institute, Turku, Finland..
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2011Examining Impacts of Technostress on Innovation and Performance: The Professional Sales Context. Tenth HCI Workshop, Shanghai.
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2010The Role of Creativity in Sales: Current Research and Future Directions. Advancing Sales: measuring and refining for sales research, education and practice, Global Sales Science Institute: Poznan, Poland. .
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2009Consequences From Perceptions of Age Discrimination Among Younger Salespeople. National Conference in Sales Management Proceedings,.
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2008Continuous Development in Sales Education: The UT Case (powerpoint). Scholarship and Practice in Sales and Sales Management: Reconciling the Two Worlds, Global Sales Science Institute Proceedings, Athens, Greece.
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2008Dissertations in Sales: A Comparison of France and the U.S.. Scholarship and Practice in Sales and Sales Management: Reconciling the Two Worlds, Global Sales Science Institute Proceedings, Athens, Greece..
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2008The Impact of Supply Chain Management on Salesperson. accepted as conference abstract and presented by Sufian Qrunfleh, with Sufian Qrunfleh, at Decision Sciences Institute, November 2008..
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2007The Millennial Salesperson Challenge: A Research Agenda for Intergenerational Selling. National Conference on Sales Management Proceedings, Irvine, CA..
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2007Valuing the Salesperson: Assessing Financial Consequences of B2B Customer Loyalty. Academy of Marketing Science Proceedings, Coral Gable, FL.
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2006Commission Compensation, Control Systems, and Salesperson Motivation. Proceedings of the National Conference in Sales Management: Professional Sales and Sales Management Practice for the 21st Century, Mark C. Johlke, Ed., Kennesaw State University Press, 27-29..
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2006Empowerment of Technology Belief and Sales Task Performance. Decision Sciences Proceedings, (Refereed Conference Abstract).
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2002Sales Training 101: Best Practices for Keeping Track of Rapid Change In Selling. Jon M. Hawes, Ed., National Conference In Sales Management Proceedings, Akron: Fisher Institute for Professional Selling..
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2001A Scale for Measuring Perceived Sales Interaction Conflict In Business-to-Business Sales. Jon M. Hawes, Ed., National Conference In Sales Management Proceedings, Akron: Fisher Institute for Professional Selling..
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1999Career Rejuvination and Increased Feelings of Worth for Disengaging Salesperson Peer Mentors. National Conference in Sales Management Proceedings, ISU, 128.
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1999The Impact of Salesperson Cognitive Association Strength and Favorability on Purchase Agent Loyalty Behavior. 1999 Winter AMA Educators’ Conference: Marketing Theory and Applications, 10, Chicago, 227.
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1998The Impact of Purchasing Situation on the Behavior-Sales Performance Relationship Revisited. Humphreys, M.A. (Ed.), National Conference in Sales Management Proceedings: Professional Sales and Sales Management Practices leading toward the 21st Century, 166-178.
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1997Gender Differences in Selling: Reviewing the Literature, 1980-1994. AMA Winter Educator’s Conference: Marketing Theory and Applications, 6, Chicago: AMA, 230..
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1997Peer Mentoring Dyads in the Industrial Salesforce: does gender Matter. AMA Summer Educator’s Conference: Enhancing Knowledge Development in Marketing, 8, Chicago: AMA, 134.
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1997Which Salespeople Will Cooperate?: An Investigation of an Autonomy Causality Orientation on the Use of Integrative Negotiation Tactics. AMA Winter Educator’s Conference: Marketing Theory and Applications, 8, Chicago: AMA, 12-13.
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Other Scholarly Work (Faculty180)
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2023The Renaissance of Sales Scholarship. Sales Education Foundation Annual.
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1996This article investigates the construct validity of three measures of spouses’ relative influence. A joint decision-making exercise was developed and completed by 65 couples in which relative influence was measured by two self-report measures and one outcome measure. The self-report measures were a balanced 5-point “who won” continuum and a 100-point constant sum scale. The outcome measure was derived.... Journal of the Academy of Marketing Science.
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Presentation (Faculty180)
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Proceedings (Faculty180)
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2017
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1994
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Review (Faculty180)
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Review Article (Web of Science)
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2015Technostress: negative effect on performance and possible mitigations. INFORMATION SYSTEMS JOURNAL. 103-132.Full Text via DOI: 10.1111/isj.12042
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Contact
full name
- Ellen M Pullins
visualizations
Cumulative publications in Scholars@UToledo
