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Nathaniel N. Hartmann
University of Hawaii
BusinessEconomicsMarketingSocial psychologyOrganizational commitment
15Publications
9H-index
173Citations
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Publications 17
Newest
#1Nathaniel N. Hartmann (UH: University of Hawaii)H-Index: 9
#2Christopher R. Plouffe (NMSU: New Mexico State University)H-Index: 15
Last. Joseph A. Cote (WSU: Washington State University)H-Index: 22
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Abstract Little is known about antecedents of salesperson influence tactic usage or how and which influence tactics impact buying agent purchase decisions. To aid such understanding, we draw from the relationship selling literature, and both regulatory fit and focus theories, to propose a novel theoretical framework and test hypotheses. The study's findings, derived by applying the critical incidence methodology to a heterogeneous dataset of buying agents (n > 200) representing small and medium ...
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#1Adam Rapp (OU: Ohio University)H-Index: 7
#2Thomas L. Baker (UA: University of Alabama)H-Index: 23
Last. Michael Ahearne (UH: University of Houston)H-Index: 36
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Blurring roles in the front line are changing how many organizations interact with their customers. Whereas frontline employees were tasked with functional roles of service or selling, an increased...
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#1Margaret L. Sheng (NTUST: National Taiwan University of Science and Technology)H-Index: 8
Abstract As subsidiaries' cross-border knowledge increases in tacitness, it becomes more difficult for subsidiaries to articulate and for multinational corporations' (MNCs') headquarters to integrate and apply. Herein, dynamic capabilities and social capital theory frame structural and relational social capital as capabilities that improve the productivity of subsidiaries' cross-border knowledge tacitness shared on MNCs' headquarters explorative and exploitative innovation capability. The hypoth...
1 CitationsSource
#1Bruno Lussier (HEC Montréal)H-Index: 3
#2Nathaniel N. Hartmann (UH: University of Hawaii)H-Index: 9
Last. Willy Bolander (FSU: Florida State University)H-Index: 9
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Recent events and popularized stereotypes call into question the ethics of salesperson behaviors. Although prior research demonstrates that salespeople’s emotional exhaustion can have negative consequences for several job outcomes, little is known about the factors that can mitigate such relationships—particularly the relationship between emotional exhaustion and ethical behavior. To remedy this knowledge gap, we draw from self-control theory to propose a novel theoretical framework and develop ...
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#1Nathaniel N. Hartmann (UH: University of Hawaii)H-Index: 9
#2Heiko Wieland (California State University, Monterey Bay)H-Index: 6
Last. Stephen L. Vargo (UH: University of Hawaii)H-Index: 49
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AbstractThis article demonstrates that the sales literature is converging on a systemic and institutional perspective that recognizes that selling and value creation unfold over time and are embedded in broader social systems. This convergence illustrates that selling needs a more robust theoretical foundation. To contribute to this foundation, the authors draw on institutional theory and service-dominant logic to advance a service ecosystems perspective. This perspective leads them to redefine ...
28 CitationsSource
#1Heiko Wieland (California State University, Monterey Bay)H-Index: 6
Last. Stephen L. VargoH-Index: 49
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It is widely recognized that business models can serve as important strategic tools in innovation and market formation processes. Consequently, business models should have a prominent position in the marketing literature. However, marketing scholars have, so far, paid little attention to the business model concept, perhaps because it lacks an established definition and clear theoretical foundation. This article offers a definition for the business model concept that, using a fractal approach, co...
28 CitationsSource
#1Bruno Lussier (HEC Montréal)H-Index: 3
#2Nathaniel N. Hartmann (UH: University of Hawaii)H-Index: 9
Abstract This research examines the relationships among psychological resourcefulness, customer-oriented behaviors, sales performance, and customer satisfaction. Drawing from positive organizational behavior and broaden-and-build theory, the authors propose that (1) psychological resourcefulness positively influences customer-oriented behaviors and (2) customer-oriented behaviors mediate the influence of psychological resourcefulness on sales performance and customer satisfaction. The authors te...
14 CitationsSource
#1Bruno Lussier (HEC Montréal)H-Index: 3
#2Nathaniel N. Hartmann (UH: University of Hawaii)H-Index: 9
This study explores the role of positive organizational behavior capacities and their influence on customer relationship outcomes. First, the influence of salesperson optimism and resilience on customer-oriented behaviors is examined. Second, the mediating role of customer-oriented behaviors in explaining the influence of optimism and resilience on salesperson performance and customer satisfaction is explored. Drawing on broaden-and-build theory, optimism and resilience may increase customer-ori...
Source
#1Nathaniel N. Hartmann (UH: University of Hawaii)H-Index: 9
#2Heiko Wieland (California State University, Monterey Bay)H-Index: 6
Last. Stephen L. Vargo (UH: University of Hawaii)H-Index: 49
view all 3 authors...
Changes in modern and dynamic markets are bringing about major changes to the sales role. Some believe these changes will diminish the strategic importance of salespeople. Others believe the strategic importance of salespeople will increase. Moreover, although sales scholars generally recognize that salespeople operate among a set of actors, work employing systemic perspectives that account for such interrelations is generally nonexistent. Herein, we employ a service-ecosystem and service-domina...
1 CitationsSource
#1Nathaniel N. Hartmann (UH: University of Hawaii)H-Index: 9
#2Brian N. Rutherford (KSU: Kennesaw State University)H-Index: 16
Last. JungKun Park (Hanyang University)H-Index: 2
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Advancements in the multi-faceted business-to-business job satisfaction literature suggest the facets are sequenced. This research examines the robustness of this sequencing within business-to-business salespeople in addition to assessing the generalizability of the sequencing to business-to-consumer salespeople. The results provide a large degree of support for the robustness of the sequencing as well as its generalizability. The results also suggest that the relationship between satisfaction w...
3 CitationsSource
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