Hughes, Douglas E. (2013), "This Ad's for You: The Effect of Advertising Perceptions on Salesperson Effort and Performance" Journal of the Academy of Marketing Science
, 41 (1), 1-18 (lead article).
Hughes, Douglas E., Joel Le Bon, and Adam Rapp (2013), Gaining and Leveraging Customer-Based Competitive Intelligence: The Pivotal Role of Social Capital and Salesperson Adaptive Selling Skills," Journal of the Academy of Marketing Science
, 41 (1), 91-110.
Hughes, Douglas E., Avinash Malshe, and Joel LeBon (2012), "The Marketing-Sales Interface at the Interface: Creating Market-Based Capabilities through Organizational Synergy," Journal of Personal Selling and Sales Management
, 32 (1), 57-72.
Hughes, Douglas E. and Michael Ahearne (2010), "Energizing the Reseller's Sales Force: The Power of Brand Identification," Journal of Marketing
, 74 (4), 81-96.
Ahearne, Michael, Adam Rapp, Douglas E. Hughes, and Rupinder Jindal (2010), "Managing Sales Force Product Perceptions and Control Systems in the Success of New Product Introductions," Journal of Marketing Research
, 47 (4), 764-776. Note: All authors contributed equally.
Fu, Frank, Keith Richards, Douglas E. Hughes, and Eli Jones (2010), "Motivating Salespeople to Sell New Products: The Relative Influence of Attitudes, Subjective Norms and Self-Efficacy," Journal of Marketing
, 74 (6), 61-76. Note: All authors contributed equally.
LeBon, Joel and Douglas E. Hughes (2009), "The Dilemma of Outsourced Customer Service and Care: a Transaction Cost Perspective," Industrial Marketing Management
, 38 (4), 391-397. Note: Both authors contributed equally.
Ahearne, Michael, Douglas E. Hughes, and Niels Schillewaert (2007), "Why Sales Reps Should Welcome Information Technology: Measuring the Impact of CRM-based IT on Sales Effectiveness," International Journal of Research in Marketing
, 24 (4), 336-349.
Rapp, Adam, Dhruv Grewal, Lauren Beitelspacher, and Douglas E. Hughes (2013), "Understanding Social Media Effects Across Seller, Retailer, and Consumer Interactions," Journal of the Academy of Marketing Science
, 41 (5), 547-566.
Wyatt, Douglas E. Hughes, Frank Fu, Keith Richards, and Eli Jones
(2016), "Better Together: Trait Competitiveness and Competitive
Psychological Climate as Antecedents of Salesperson Organizational Commitment
and Sales Performance," Marketing
Letters, 27 (2), 351-60.
Willy, Cinthia Santornino, Douglas E. Hughes, and Gerald R. Ferris (2015),
“Social Networks within Sales Organizations:
Their Development and Importance for Salesperson Performance,” Journal of Marketing, 79 (6), 1-16 (lead article).
Adam, Dan Bachrach, Karen Flaherty, Douglas E. Hughes, Arun Sharma, and Clay
Voorhees (2017), “The Role of the Sales-Service Interface and Ambidexterity in
the Evolving Organization: A Multi-level Research Agenda,” Journal of Service Research, 20 (1), 59-75.
ArticleSchrock, Wyatt, Yanhui Zhou, Keith Richards, and Douglas E. Hughes
(2018), “On the Nature of International Sales and Sales Management Research: A
Social Network Analytic Perspective,” Journal
of Personal Selling & Sales Management, 38 (1), 56-77.
Schrock, Wyatt, Yanhui Zhao, Douglas E. Hughes, and Keith Richards (2016), “JPSSM Since the Beginning: Intellectual Cornerstones, Knowledge Structure, and Thematic Developments,” Journal of Personal Selling & Sales Management, 36 (4), 321-343
Hughes, Douglas E., Keith Richards, Roger Calantone, Brian Baldus, and Rich Spreng, “Driving In-Role and Extra-Role Brand Performance Among Retail Frontline Salespeople: Antecedents and the Moderating Role of Customer Orientation,” (2019), forthcoming at Journal of Retailing