| Year |
Citation |
Score |
| 2020 |
Arndt AD, Khoshghadam L, Evans K. Who do I look at? Mutual gaze in triadic sales encounters Journal of Business Research. 111: 91-101. DOI: 10.1016/J.Jbusres.2019.02.023 |
0.414 |
|
| 2020 |
Seriki OK, Nath P, Ingene CA, Evans KR. How complexity impacts salesperson counterproductive behavior: The mediating role of moral disengagement Journal of Business Research. 107: 324-335. DOI: 10.1016/J.Jbusres.2018.10.060 |
0.319 |
|
| 2019 |
Arndt AD, Evans KR, Zahedi Z, Khan E. Competent or threatening? When looking like a “salesperson” is disadvantageous Journal of Retailing and Consumer Services. 47: 166-176. DOI: 10.1016/J.Jretconser.2018.11.012 |
0.432 |
|
| 2018 |
Singh S, Marinova D, Singh J, Evans KR. Customer query handling in sales interactions Journal of the Academy of Marketing Science. 46: 837-856. DOI: 10.1007/S11747-017-0569-Y |
0.339 |
|
| 2017 |
Chen Y, Li P, Evans KR, Arnold TJ. Interaction Orientation and Product Development Performance for Taiwanese Electronics Firms: The Mediating Role of Market-Relating Capabilities Journal of Product Innovation Management. 34: 13-34. DOI: 10.1111/Jpim.12321 |
0.472 |
|
| 2017 |
Miao CF, Evans KR, Li P. Effects of top-performer rewards on fellow salespeople: a double-edged sword Journal of Personal Selling and Sales Management. 37: 280-297. DOI: 10.1080/08853134.2017.1387058 |
0.359 |
|
| 2016 |
Dong B, Sivakumar K, Evans KR, Zou S. Recovering Coproduced Service Failures: Antecedents, Consequences, and Moderators of Locus of Recovery Journal of Service Research. 19: 291-306. DOI: 10.1177/1094670516630624 |
0.415 |
|
| 2016 |
Seriki OK, Evans KR, Jeon HJ(, Dant RP, Helm A. Unintended effects of marketing messages on salespeople’s cynicism European Journal of Marketing. 50: 1047-1072. DOI: 10.1108/Ejm-07-2014-0440 |
0.508 |
|
| 2015 |
Chen Y, Li P, Evans KR. Interaction Orientation and NPD Performance: The Process through Market-relating Capabilities The Academy of Management. 2015: 13905. DOI: 10.5465/Ambpp.2015.13905Abstract |
0.431 |
|
| 2015 |
Dong B, Sivakumar K, Evans KR, Zou S. Effect of Customer Participation on Service Outcomes: The Moderating Role of Participation Readiness Journal of Service Research. 18: 160-176. DOI: 10.1177/1094670514551727 |
0.411 |
|
| 2015 |
McAmis G, Evans KR, Arnold TJ. Salesperson directive modification intention: A conceptualization and empirical validation Journal of Personal Selling and Sales Management. 35: 203-220. DOI: 10.1080/08853134.2015.1037308 |
0.413 |
|
| 2014 |
Arndt A, Evans K, Landry TD, Mady S, Pongpatipat C. The impact of salesperson credibility-building statements on later stages of the sales encounter Journal of Personal Selling and Sales Management. 34: 19-32. DOI: 10.1080/08853134.2013.870182 |
0.387 |
|
| 2014 |
Miao CF, Evans KR. Motivating industrial salesforce with sales control systems: An interactive perspective Journal of Business Research. 67: 1233-1242. DOI: 10.1016/J.Jbusres.2013.04.007 |
0.37 |
|
| 2013 |
Stan S, Evans KR, Cernusca D, Sengupta S. Retailing evolution and revolution in a privatizing economy: Small business managers' values and retail strategies in Romania Euromarketing and the Future. 55-77. DOI: 10.1300/J037V12N03_05 |
0.669 |
|
| 2013 |
Gremler DD, Bitner MJ, Evans KR. The internal service encounter Logistics Information Management. DOI: 10.1108/09576059510815691 |
0.42 |
|
| 2013 |
Murray LM, Evans KR. Store managers, profitability and satisfaction in multi-unit enterprises Journal of Services Marketing. 27: 207-222. DOI: 10.1108/08876041311330708 |
0.685 |
|
| 2013 |
Schultz RJ, Evans KR. Strategic Collaborative Communication by Key Account Representatives Journal of Personal Selling and Sales Management. 22: 23-31. DOI: 10.1080/08853134.2002.10754290 |
0.413 |
|
| 2013 |
Jacobs RS, Evans KR, Kleine RE, Landry TD. Disclosure and Its Reciprocity as Predictors of Key Outcomes of an Initial Sales Encounter Journal of Personal Selling and Sales Management. 21: 51-61. DOI: 10.1080/08853134.2001.10754256 |
0.438 |
|
| 2013 |
Evans KR, Grant JA. Compensation and Sales Performance of Service Personnel: A Service Transaction Perspective Journal of Personal Selling and Sales Management. 12: 39-49. DOI: 10.1080/08853134.1992.10753906 |
0.405 |
|
| 2013 |
Evans KR. Personal Selling & Sales Management Abstracts Journal of Personal Selling and Sales Management. 9: 58-63. DOI: 10.1080/08853134.1988.10754493 |
0.464 |
|
| 2013 |
Evans KR, Margheim L, Schlatter JL. A Review of Expectancy Theory Research in Selling Journal of Personal Selling and Sales Management. 2: 33-40. DOI: 10.1080/08853134.1982.10754336 |
0.319 |
|
| 2013 |
Miao CF, Evans KR. The interactive effects of sales control systems on salesperson performance: A job demands-resources perspective Journal of the Academy of Marketing Science. 41: 73-90. DOI: 10.1007/S11747-012-0315-4 |
0.371 |
|
| 2013 |
Hunt DM, Radford SK, Evans KR. Individual differences in consumer value for mass customized products Journal of Consumer Behaviour. 12: 327-336. DOI: 10.1002/Cb.1428 |
0.398 |
|
| 2012 |
Stan S, Evans K, Arnold T, McAmis G. The Moderating influence of organizational support on the development of salesperson job performance: Can an organization provide too much support? Journal of Personal Selling and Sales Management. 32: 405-419. DOI: 10.2753/Pss0885-3134320401 |
0.628 |
|
| 2012 |
Evans KR, McFarland RG, Dietz B, Jaramillo F. Advancing sales performance research: A focus on five underresearched topic areas Journal of Personal Selling and Sales Management. 32: 89-105. DOI: 10.2753/Pss0885-3134320108 |
0.384 |
|
| 2012 |
Stan S, Landry TD, Evans KR. Boundary spanners' satisfaction with organizational support services: An internal communications perspective Internal Relationship Management: Linking Human Resources to Marketing Performance. 43-63. DOI: 10.1300/J366V03N02_04 |
0.634 |
|
| 2012 |
Pass MW, Evans KR, Lastovicka J, Schlacter JL. Manufacturers' Representative-Principal Relationship Management: A Principal Leadership Style and Support Perspective Journal of Relationship Marketing. 11: 125-148. DOI: 10.1080/15332667.2012.704347 |
0.498 |
|
| 2012 |
Chen YC, Li PC, Evans KR. Effects of interaction and entrepreneurial orientation on organizational performance: Insights into market driven and market driving Industrial Marketing Management. 41: 1019-1034. DOI: 10.1016/J.Indmarman.2012.01.017 |
0.454 |
|
| 2012 |
Miao CF, Evans KR. Effects of formal sales control systems: A combinatory perspective International Journal of Research in Marketing. 29: 181-191. DOI: 10.1016/J.Ijresmar.2011.09.002 |
0.336 |
|
| 2011 |
Li P, Evans KR, Chen Y, Wood CM. Resource commitment behaviour of industrial exhibitors: an exploratory study Journal of Business & Industrial Marketing. 26: 430-442. DOI: 10.1108/08858621111156421 |
0.481 |
|
| 2010 |
Standifer RL, Evans KR, Dong B. The influence of spirituality on buyer perception within business-to-business marketing relationships: A cross-cultural exploration and comparison Journal of Relationship Marketing. 9: 132-160. DOI: 10.1080/15332667.2010.505458 |
0.473 |
|
| 2008 |
Evans KR, Stan S, Murray L. The customer socialization paradox: The mixed effects of communicating customer role expectations Journal of Services Marketing. 22: 213-223. DOI: 10.1108/08876040810871174 |
0.728 |
|
| 2008 |
Fang E, Palmatier RW, Evans KR. Influence of customer participation on creating and sharing of new product value Journal of the Academy of Marketing Science. 36: 322-336. DOI: 10.1007/S11747-007-0082-9 |
0.664 |
|
| 2008 |
Palmatier RW, Scheer LK, Evans KR, Arnold TJ. Achieving relationship marketing effectiveness in business-to-business exchanges Journal of the Academy of Marketing Science. 36: 174-190. DOI: 10.1007/S11747-007-0078-5 |
0.707 |
|
| 2008 |
Dong B, Evans KR, Zou S. The effects of customer participation in co-created service recovery Journal of the Academy of Marketing Science. 36: 123-137. DOI: 10.1007/S11747-007-0059-8 |
0.418 |
|
| 2007 |
Miao CF, Evans KR. The impact of salesperson motivation on role perceptions and job performance - A cognitive and affective perspective Journal of Personal Selling and Sales Management. 27: 89-101. DOI: 10.2753/Pss0885-3134270106 |
0.356 |
|
| 2007 |
Stan S, Evans KR, Wood CM, Stinson JL. Segment differences in the asymmetric effects of service quality on business customer relationships Journal of Services Marketing. 21: 358-369. DOI: 10.1108/08876040710773660 |
0.652 |
|
| 2007 |
Miao CF, Evans KR, Shaoming Z. The role of salesperson motivation in sales control systems - Intrinsic and extrinsic motivation revisited Journal of Business Research. 60: 417-425. DOI: 10.1016/J.Jbusres.2006.12.005 |
0.341 |
|
| 2007 |
Palmatier RW, Scheer LK, Houston MB, Evans KR, Gopalakrishna S. Use of relationship marketing programs in building customer-salesperson and customer-firm relationships: Differential influences on financial outcomes International Journal of Research in Marketing. 24: 210-223. DOI: 10.1016/J.Ijresmar.2006.12.006 |
0.706 |
|
| 2007 |
Evans KR, Landry TD, Li P, Zou S. How sales controls affect job-related outcomes: the role of organizational sales-related psychological climate perceptions Journal of the Academy of Marketing Science. 35: 445-459. DOI: 10.1007/S11747-007-0033-5 |
0.403 |
|
| 2006 |
Palmatier RW, Dant RP, Grewal D, Evans KR. Factors influencing the effectiveness of relationship marketing: A meta-analysis Journal of Marketing. 70: 136-153. DOI: 10.1509/Jmkg.70.4.136 |
0.726 |
|
| 2005 |
Fang E, Evans KR, Landry TD. Control systems' effect on attributional processes and sales outcomes: A cybernetic information-processing perspective Journal of the Academy of Marketing Science. 33: 553-574. DOI: 10.1177/0092070305275249 |
0.426 |
|
| 2005 |
Fang E, Evans KR, Zou S. The moderating effect of goal-setting characteristics on the sales control systems-job performance relationship Journal of Business Research. 58: 1214-1222. DOI: 10.1016/J.Jbusres.2004.03.006 |
0.382 |
|
| 2004 |
Fang E, Palmatier RW, Evans KR. Goal-Setting Paradoxes? Trade-Offs Between Working Hard and Working Smart: The United States Versus China Journal of the Academy of Marketing Science. 32: 188-202. DOI: 10.1177/0092070303261413 |
0.646 |
|
| 2004 |
Pass MW, Evans KR, Schlacter JL. Sales force involvement in CRM information systems: Participation, support, and focus Journal of Personal Selling and Sales Management. 24: 229-234. DOI: 10.1080/08853134.2004.10749033 |
0.354 |
|
| 2002 |
Evans KR, Schlacter JL, Schultz RJ, Gremler DD, Pass M, Wolfe WG. Salesperson and Sales Manager Perceptions of Salesperson Job Characteristics and Job Outcomes: A Perceptual Congruence Approach The Journal of Marketing Theory and Practice. 10: 30-44. DOI: 10.1080/10696679.2002.11501924 |
0.396 |
|
| 2001 |
Good DJ, Evans KR. Relationship unrest ‐ A strategic perspective for business‐to‐business marketers European Journal of Marketing. 35: 549-565. DOI: 10.1108/03090560110388105 |
0.468 |
|
| 2000 |
Stan S, Evans KR. Small Business Retailing in Privatizing Economies Journal of East-West Business. 5: 123-143. DOI: 10.1300/J097V05N01_07 |
0.625 |
|
| 2000 |
Evans KR, Kleine RE, Landry TD, Crosby LA. How first impressions of a customer impact effectiveness in an initial sales encounter Journal of the Academy of Marketing Science. 28: 512-526. DOI: 10.1177/0092070300284004 |
0.46 |
|
| 1999 |
Evans KR, Arnold TJ, Grant JA. Combining Service and Sales at the Point of Customer Contact: A Retail Banking Example Journal of Service Research. 2: 34-49. DOI: 10.1177/109467059921004 |
0.443 |
|
| 1999 |
Schultz RJ, Evans KR, Good DJ. Intercultural interaction strategies and relationship selling in industrial markets Industrial Marketing Management. 28: 589-599. DOI: 10.1016/S0019-8501(98)00032-7 |
0.463 |
|
| 1999 |
Stan S, Evans KR. Small business retailing in privatizing economies: The influence of managers' individualistic and collectivist values Journal of East-West Business. 5: 123-143. |
0.318 |
|
| 1998 |
Evans KR, Ferris SP, Thompson GR. Ethics and the ivory tower: The case of academic departments of finance Teaching Business Ethics. 2: 17-34. DOI: 10.1023/A:1009745812749 |
0.338 |
|
| 1997 |
Evans KR, Schultz RJ. Toward an Understanding of Public Purchaser and Salesperson Interaction Activities Journal of Nonprofit & Public Sector Marketing. 4: 55-75. DOI: 10.1300/J054V04N04_05 |
0.363 |
|
| 1996 |
Christiansen T, Evans KR, Schlacter JL, Wolfe WG. Training Differences Between Services and Goods Firms: Impact on Performance, Satisfaction, and Commitment Journal of Professional Services Marketing. 15: 47-70. DOI: 10.1300/J090V15N01_04 |
0.356 |
|
| 1996 |
Evans KR, Christiansen T, Gill JD. The impact of social influence and role expectations on shopping center patronage intentions Journal of the Academy of Marketing Science. 24: 208-218. DOI: 10.1177/0092070396243002 |
0.333 |
|
| 1995 |
Evans KR, Gremler DD, Schlacter JL, Wolfe WG. The impact of salesperson socialization on organizational commitment, satisfaction, and performance in a professional service organization Journal of Professional Services Marketing. 11: 139-156. DOI: 10.1300/J090V11N02_10 |
0.395 |
|
| 1994 |
Gremler DD, Bitner MJ, Evans KR. The Internal Service Encounter International Journal of Service Industry Management. 5: 34-56. DOI: 10.1108/09564239410057672 |
0.421 |
|
| 1994 |
Schultz RJ, Evans KR. Examining the Process by Which Salespeople Determine Buying Firm’s Corporate Culture The Journal of Marketing Theory and Practice. 2: 29-45. DOI: 10.1080/10696679.1994.11501657 |
0.386 |
|
| 1993 |
Evans KR, Barnes JW, Schlacter JL. A General Systems Approach to Retail Evolution: An Existing Institutional Perspective The International Review of Retail, Distribution and Consumer Research. 3: 79-100. DOI: 10.1080/09593969300000005 |
0.311 |
|
| 1991 |
Crosby LA, Evans KR, Jacobs RS. Effects of Life Insurance Price Rebating on Simulated Sales Encounters Journal of Risk and Insurance. 58: 583. DOI: 10.2307/253076 |
0.472 |
|
| 1990 |
Crosby LA, Evans KR, Cowles D. Relationship Quality in Services Selling: An Interpersonal Influence Perspective: Journal of Marketing. 54: 68-81. DOI: 10.2307/1251817 |
0.482 |
|
| 1988 |
Beltramini RF, Evans KR. Salesperson motivation to perform and job satisfaction: A sales contest participant perspective Journal of Personal Selling and Sales Management. 8: 35-42. DOI: 10.1080/08853134.1988.10754489 |
0.386 |
|
| 1987 |
Evans KR, Beltramini RF. A Theoretical Model of Consumer Negotiated Pricing: An Orientation Perspective: Journal of Marketing. 51: 58-73. DOI: 10.1177/002224298705100205 |
0.396 |
|
| 1985 |
Beltramini RF, Evans KR. Perceived believability of research results information in advertising Journal of Advertising. 14: 18-31. DOI: 10.1080/00913367.1985.10672953 |
0.327 |
|
| 1982 |
Jackson DW, Ostrom LL, Evans KR. Measures used to evaluate industrial marketing activities Industrial Marketing Management. 11: 269-274. DOI: 10.1016/0019-8501(82)90016-5 |
0.379 |
|
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