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Keith A. Richards
Baylor University
17Publications
8H-index
537Citations
Publications 17
Newest
#1Douglas E. Hughes (MSU: Michigan State University)H-Index: 13
#2Keith A. Richards (Baylor University)H-Index: 8
Last.Richard A. Spreng (MSU: Michigan State University)H-Index: 16
view all 5 authors...
Abstract The organizational frontline in retail represents the frontline for an entire supply chain. This channel structure distances the branded supplier from the end consumer and makes the supplier dependent on a retail frontline salesperson that (1) it does not control and (2) also represents competing brands. This study reveals mechanisms that the supplier may use to influence retail frontline salespeople. We demonstrate the importance of consumer marketing programs and supplier representati...
1 CitationsSource
#1Willy Bolander (FSU: Florida State University)H-Index: 9
#2Keith A. Richards (Baylor University)H-Index: 8
3 CitationsSource
#1Wyatt A. Schrock (WVU: West Virginia University)H-Index: 2
#2Yanhui Zhao (UNO: University of Nebraska Omaha)H-Index: 2
Last.Mohammad Sakif Amin (WVU: West Virginia University)H-Index: 1
view all 5 authors...
This research uses a combination of text mining, co-word analysis, and social network analysis (SNA) to review 132 international sales and sales management (ISSM) articles published between 1980 and 2017. The study provides a unique view of the past and future of ISSM research and provides three principal contributions. First, from a social network–analytic perspective, it offers a unique examination of the ways ISSM research topics are interconnected, as reflected by keyword network structure. ...
2 CitationsSource
#1Diane HalsteadH-Index: 15
#2Keith A. RichardsH-Index: 8
3 Citations
#1Wyatt A. Schrock (WVU: West Virginia University)H-Index: 2
#2Yanhui Zhao (UNO: University of Nebraska Omaha)H-Index: 2
Last.Keith A. Richards (Baylor University)H-Index: 8
view all 4 authors...
Bibliometric analyses are applied to 35,975 citations from 721 articles published in the Journal of Personal Selling & Sales Management, spanning the journal’s first 35 years of existence (1980–2015). For each of three time periods (1980s, 1990s, and 2000s), the sales literature’s most influential article publications are objectively identified. Multidimensional scaling is then used to identify key intellectual themes across time. Based on the citation data, historical developments in the litera...
15 CitationsSource
#1C. Fred Miao (PSU: Portland State University)H-Index: 11
#2Douglas E. Hughes (MSU: Michigan State University)H-Index: 13
Last.Frank Q. Fu (College of Business Administration)H-Index: 10
view all 4 authors...
5 CitationsSource
#1C. Fred Miao (PSU: Portland State University)H-Index: 11
#2Douglas E. Hughes (MSU: Michigan State University)H-Index: 13
Last.Frank Q. Fu (College of Business Administration)H-Index: 10
view all 4 authors...
Source
#1Wyatt A. Schrock (MSU: Michigan State University)H-Index: 2
#2Douglas E. Hughes (MSU: Michigan State University)H-Index: 13
Last.Eli Jones (UA: University of Arkansas)H-Index: 27
view all 5 authors...
This study assesses the direct and interactive effects of trait competitiveness and competitive psychological climate on organizational commitment and sales performance using data collected from industrial salespeople and company records. Findings indicate that the positive impact of trait competitiveness on sales performance is contingent upon a highly competitive psychological climate, helping to explain inconsistent findings in the literature and underscoring the need for firms to manage the ...
19 CitationsSource
#1Frank Q. FuH-Index: 10
#2Keith A. RichardsH-Index: 8
Last.Eli JonesH-Index: 27
view all 4 authors...
New products are critical to a firm's ongoing vitality, although they are often costly and fraught with risk. Despite their importance, only a small percentage of new product initiatives succeed in the marketplace (Delre, Jager, Bijmolt, and Janssen 2007), reinforcing the need for research into factors that lead to successful new product commercialization. Arguably one of the most pivotal, and under-researched, contributors to the success of a new product launch is the sales force. Acting as bou...
Source
#1Eli JonesH-Index: 27
#2Keith A. RichardsH-Index: 8
Last.Diane HalsteadH-Index: 15
view all 3 authors...
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