Sales representative departures and customer reassignment strategies in business-to-business markets H Shi, S Sridhar, R Grewal, G Lilien Journal of Marketing 81 (2), 25-44, 2017 | 92 | 2017 |
Organizational herding in advertising spending disclosures: Evidence and mechanisms H Shi, R Grewal, H Sridhar Journal of Marketing Research 58 (3), 515-538, 2021 | 41 | 2021 |
Understanding the performance effects of “Dark” salesperson traits: Machiavellianism, narcissism, and psychopathy CB Satornino, A Allen, H Shi, W Bolander Journal of Marketing 87 (2), 298-318, 2023 | 19 | 2023 |
Value of inside sales reps in the presence of outside sales rep in business-to-business selling H Shi, S Sridhar, R Grewal Available at SSRN 3632460, 2020 | 6 | 2020 |
Impact of Buying Groups on Buyer–Supplier Relationships: Group–Dyad Interactions in Business-to-Business Markets A Kumar, H Shi, J Skiba, A Saini, Z Lu Journal of Marketing Research 60 (6), 1197-1220, 2023 | 2 | 2023 |
Building effective inside-outside sales rep dyads: A collaboration perspective H Shi, S Sridhar, R Grewal Journal of the Academy of Marketing Science, 1-24, 2023 | 2 | 2023 |
Communicating with B2B buyers after “Dropping the Ball”: Using digital and non-digital communication formats to recover from salesperson transgressions SM Mangus, H Shi, JAG Folse, E Jones, S Sridhar International Journal of Research in Marketing, 2024 | | 2024 |
The Economic Consequences of Risk-Absorption in B2B Relationships: Evidence from Indirect Auto Lending QK Zhou, H Shi, S Sridhar, A Pattabhiramaiah Huanhuan and Sridhar, Shrihari and Pattabhiramaiah, Adithya, The Economic …, 2024 | | 2024 |
Value Added of Customer-and Operations-Focused Sales Reps in Business Markets: A Human Capital Perspective H Shi, S Sridhar, R Grewal Available at SSRN 4618860, 2023 | | 2023 |
Around the World in (Almost) 80 Sales Managers: An Examination of Global Crisis Response and Future Expectations M Rouziou, W Bolander, K Peesker, P Hautamäki, R Deva, ... Journal of International Marketing, 2023 | | 2023 |