Rosann L. Spiro
Affiliations: | Indiana University, Bloomington, Bloomington, IN, United States |
Area:
Marketing Business Administration, Management Business AdministrationGoogle:
"Rosann Spiro"
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Publications
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| Cron WL, Marshall GW, Singh J, et al. (2013) Salesperson Selection, Training, and Development: Trends, Implications, and Research Opportunities Journal of Personal Selling and Sales Management. 25: 123-136 |
| Williams KC, Spiro RL, Fine LM. (2013) The Customer-Salesperson Dyad: An Interaction/Communication Model and Review Journal of Personal Selling and Sales Management. 10: 29-43 |
| Strahle W, Spiro RL. (2013) Linking Market Share Strategies to Salesforce Objectives, Activities, and Compensation Policies Journal of Personal Selling and Sales Management. 6: 11-18 |
| Bradford K, Brown S, Ganesan S, et al. (2010) The embedded sales force: Connecting buying and selling organizations Marketing Letters. 21: 239-253 |
| Hartman KB, Spiro RL. (2005) Recapturing store image in customer-based store equity: A construct conceptualization Journal of Business Research. 58: 1112-1120 |
| Dixon AL, Spiro RL, Forbes LP. (2003) Attributions and Behavioral Intentions of Inexperienced Salespersons to Failure: An Empirical Investigation Journal of the Academy of Marketing Science. 31: 459-467 |
| Dixon AL, Spiro RL, Jamil M. (2001) Successful and unsuccessful sales calls: Measuring salesperson attributions and behavioral intentions Journal of Marketing. 65: 64-78 |
| McGee LW, Spiro RL. (1988) The marketing concept in perspective Business Horizons. 31: 40-45 |
| Spiro RL, Kossack S, Kossack E. (1981) The Introductory Marketing Text: An Examination of Readability Journal of Marketing Education. 3: 41-51 |
| Spiro RL, Perreault WD. (1979) Influence Use by Industrial Salesmen: Influence-Strategy Mixes and Situational Determinants The Journal of Business. 52: 435-455 |