Karen E. Flaherty, Ph.D.
Affiliations: | 2000 | University of Massachusetts, Amherst, Amherst, MA |
Area:
Marketing Business Administration, Management Business AdministrationGoogle:
"Karen Flaherty"Parents
Sign in to add mentor| Marc Weinberger | grad student | 2000 | U Mass Amherst | |
| (The impact of matching sales compensation with characteristics of the salesperson, the strategic business unit, and the corporation.) | ||||
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Publications
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| Allison L, Flaherty KE. (2020) Investigating firm level drivers of salesperson brand identification Journal of Business Research. 121: 154-169 |
| Singh J, Flaherty K, Sohi RS, et al. (2019) Sales profession and professionals in the age of digitization and artificial intelligence technologies: concepts, priorities, and questions Journal of Personal Selling and Sales Management. 39: 2-22 |
| Flaherty KE, Lassk F, Lee N, et al. (2018) Sales scholarship: honoring the past and defining the future (Key takeaways from the 2018 American Marketing Association Faculty Consortium: New Horizons in Selling and Sales Management) Journal of Personal Selling and Sales Management. 38: 413-421 |
| Allison L, Flaherty KE, Jung JH, et al. (2016) Salesperson brand attachment: A job demands-resources theory perspective Journal of Personal Selling and Sales Management. 36: 3-18 |
| Gilliam DA, Flaherty KE. (2015) Storytelling by the sales force and its effect on buyer-seller exchange Industrial Marketing Management. 46: 132-142 |
| Gilliam DA, Flaherty KE, Rayburn SW. (2014) The dimensions of storytelling by retail salespeople International Review of Retail, Distribution and Consumer Research. 24: 231-241 |
| Yoo J(, Flaherty K, Frankwick GL. (2014) The effect of communication practice on deviance among Korean salespeople: The mediating role of intrinsic motivation Journal of Business Research. 67: 1991-1999 |
| Flaherty KE, Pappas JM, Allison L. (2014) The influence of an optimal control system on salesperson performance and championing Industrial Marketing Management. 43: 304-311 |
| Sallee A, Flaherty K. (2013) Enhancing Salesperson Trust: An Examination of Managerial Values, Empowerment, and the Moderating Influence of SBU Strategy Journal of Personal Selling and Sales Management. 23: 299-310 |
| Flaherty KE, Pappas JM. (2013) The Role of trust in salesperson-sales manager relationships Journal of Personal Selling and Sales Management. 20: 271-278 |