Suggestions for Successfully Establishing a University Selling Center, C. David Shepherd, Jacqueline K. Eastman
Jacqueline K. Eastman

A comparative assessment of win-win and win-lose negotiation strategy use on supply chain relational outcomes, Stephanie Thomas, Jacqueline K. Eastman, C. David Shepherd, Luther Denton
Jacqueline K. Eastman

Consumers’ Sustainability Perceptions: A Focus Downstream In The Supply Chain, Mertcan Tascioglu, Jacqueline K. Eastman, Dora Bock, Karl Manrodt, C. David Shepherd
Jacqueline K. Eastman

A comparative assessment of win-win and win-lose negotiation strategy use on supply chain relational outcomes, Stephanie Thomas, Jacqueline K. Eastman, C. David Shepherd, Luther Denton
Department of Marketing Faculty Publications

An Exploratory Investigation of the Periodic Performance Evaluation Process for Marketing Faculty: A Comparison of Doctoral Granting and Non-Doctoral Granting Universities, C. David Shepherd, Susan S. Carley, Randy S. Stuart
C. David Shepherd

Consumers’ Sustainability Perceptions: A Focus Downstream In The Supply Chain, Mertcan Tascioglu, Jacqueline K. Eastman, Dora Bock, Karl Manrodt, C. David Shepherd
Department of Marketing Faculty Presentations

Is Marketing Still Part of Supply Chain Management, and Should Marketing Academics and Practitioners Care?, Stephen M. Rutner, C. David Shepherd
C. David Shepherd

Want to Sell More? Try Listening More, C. David Shepherd
C. David Shepherd

An Investigation of the Job Burnout Syndrome in Personal Selling, C. David Shepherd, Armen Tashchian, Rick E. Ridnour
C. David Shepherd

Negotiation Preparation Differences in Selling Situations: Collaborative versus Competitive Expectations, Robert M. Peterson, C. David Shepherd
C. David Shepherd

Linking Performance Outcomes to Salesperson Organizational Citizenship Behavior in an Industrial Sales Setting, Greg W. Marshall, William C. Moncrief, Felicia G. Lassk, C. David Shepherd
C. David Shepherd

Exploring the Relationship between Emotional Intelligence and Salesperson Creativity, Felicia G. Lassk, C. David Shepherd
C. David Shepherd

Customer Service has Five Quality Elements, C. David Shepherd
C. David Shepherd

Entrepreneurial Burnout: Exploring Antecedents, Dimensions, and Outcomes, C. David Shepherd, Gaia Marchisio, Sussie C. Morrish, Jonathan H. Deacon, Morgan P. Miles
C. David Shepherd

To Be or Not to Be: That Isn't the Question! An Empirical Look at Online versus Traditional Brick-and-Mortar Courses at the University Level, Dennis Bristow, C. David Shepherd, Michael Humphreys, Michael Ziebell
C. David Shepherd

Collegiality in Business Schools: Development of a Collegiality Measure and Evaluations of Its Implications, Morgan P. Miles, C. David Shepherd, Jacob M. Rose, Mark Dibben
C. David Shepherd

Preparing to Negotiate: An Exploratory Analysis of the Activities Comprising the Pre-Negotiation Process in a Buyer-Seller Interaction, Robert M. Peterson, C. David Shepherd
C. David Shepherd

Validating the Reduced Burnout Scale and Sequencing of Burnout, Brian N. Rutherford, C. David Shepherd, Armen Tashchian
C. David Shepherd

Sales Lessons from Service Quality Research, C. David Shepherd
C. David Shepherd

You Are More than ‘Just a Salesperson’, C. David Shepherd
C. David Shepherd

Sales Manager Training Practices in Small and Large Firms, C. David Shepherd, Geoffrey L. Gordon, Rick E. Ridnour, Dan C. Weilbaker, Brian Lambert
C. David Shepherd

Unintended Consequences of Starting an SCM Logistics and Transportation Doctoral Program: Lessons Learned, Stephen M. Rutner, C. David Shepherd, Paige Rutner
C. David Shepherd

Who Is the World’S Greatest Salesperson?, C. David Shepherd
C. David Shepherd

Boundary Spanner Multi-Faceted Role Ambiguity and Burnout: An Exploratory Study, Scott C. Ambrose, Brian N. Rutherford, C. David Shepherd, Armen Tashchian
C. David Shepherd

Unintended Consequences of Starting an SCM Logistics and Transportation Doctoral Program: Lessons Learned, Stephen M. Rutner, C. David Shepherd, Paige Rutner
Department of Marketing Faculty Publications

Validating the Reduced Burnout Scale and Sequencing of Burnout, Brian N. Rutherford, C. David Shepherd, Armen Tashchian
Department of Marketing Faculty Publications

Collegiality in Business Schools: Development of a Collegiality Measure and Evaluations of Its Implications, Morgan P. Miles, C. David Shepherd, Jacob M. Rose, Mark Dibben
Department of Marketing Faculty Publications

Boundary Spanner Multi-Faceted Role Ambiguity and Burnout: An Exploratory Study, Scott C. Ambrose, Brian N. Rutherford, C. David Shepherd, Armen Tashchian
Department of Marketing Faculty Publications

The State of Salesperson Burnout Research and Scaling, Scott C. Ambrose, Brian N. Rutherford, C. David Shepherd, Armen Taschian
Department of Marketing Faculty Publications

Exploring the Relationship between Emotional Intelligence and Salesperson Creativity, Felicia G. Lassk, C. David Shepherd
Department of Marketing Faculty Publications

Linking Performance Outcomes to Salesperson Organizational Citizenship Behavior in an Industrial Sales Setting, Greg W. Marshall, William C. Moncrief, Felicia G. Lassk, C. David Shepherd
Department of Marketing Faculty Publications

Sales Manager Training Practices in Small and Large Firms, C. David Shepherd, Geoffrey L. Gordon, Rick E. Ridnour, Dan C. Weilbaker, Brian Lambert
Department of Marketing Faculty Publications

To Be or Not to Be: That Isn't the Question! An Empirical Look at Online versus Traditional Brick-and-Mortar Courses at the University Level, Dennis Bristow, C. David Shepherd, Michael Humphreys, Michael Ziebell
Department of Marketing Faculty Publications

Negotiation Preparation Differences in Selling Situations: Collaborative versus Competitive Expectations, Robert M. Peterson, C. David Shepherd
Department of Marketing Faculty Publications

An Investigation of the Job Burnout Syndrome in Personal Selling, C. David Shepherd, Armen Tashchian, Rick E. Ridnour
Department of Marketing Faculty Publications

Preparing to Negotiate: An Exploratory Analysis of the Activities Comprising the Pre-Negotiation Process in a Buyer-Seller Interaction, Robert M. Peterson, C. David Shepherd
Department of Marketing Faculty Publications

Entrepreneurial Burnout: Exploring Antecedents, Dimensions, and Outcomes, C. David Shepherd, Gaia Marchisio, Sussie C. Morrish, Jonathan H. Deacon, Morgan P. Miles
Department of Marketing Faculty Publications

An Exploratory Investigation of the Periodic Performance Evaluation Process for Marketing Faculty: A Comparison of Doctoral Granting and Non-Doctoral Granting Universities, C. David Shepherd, Susan S. Carley, Randy S. Stuart
Department of Marketing Faculty Publications

Strategic Sales Conversations as a Foundation for Effective Partnership Selling, C. David Shepherd, Morgan P. Miles, Linda S. Munilla
Department of Marketing Faculty Publications

Suggestions for Successfully Establishing a University Selling Center, C. David Shepherd
Department of Marketing Faculty Publications

Business Faculty Perceptions of Positive and Negative Student Behaviors, C. David Shepherd, Kathy D. Shepherd, Sheb true
Department of Marketing Faculty Publications

To Be Or Not To Be: That Isn't the Questions! An Empirical Look at On-Line Vs. Traditional Brick and Mortar Courses at the University Level, Dennis Bristow, C. David Shepherd, Michael Humphreys, Michael Ziebell
Department of Marketing Faculty Publications

Suggestions for Successfully Establishing a University Selling Center, C. David Shepherd, Jacqueline K. Eastman
Department of Marketing Faculty Publications

A Marketer’s Guide to Market Research, Daniel Fell, C. David Shepherd
C. David Shepherd

How to Impress Your Professor: An Exploratory Study of Student Behaviors that are Perceived Positively by Professors, C. David Shepherd, Sheb True, Kathy D. Shepherd
C. David Shepherd

The Impact of Practical Experiences and Coursework on Student Attitudes Toward Sales Careers, Earl D. Honeycutt Jr., Cassandra DiRienzo, Shawn T. Thelen, C. David Shepherd
C. David Shepherd

Cognitive Insights into the Highly Skilled or Expert Salesperson, C. David Shepherd, Sarah F. Gardial, Michael G. Johnson, Joseph O. Rentz
C. David Shepherd

Consumer Rage: A Research Agenda, C. David Shepherd
C. David Shepherd

Salesperson Empathy and Listening: Impact on Relationship Outcomes, Praveen Aggarwal, Stephen B. Castleberry, Rick Ridnour, C. David Shepherd
C. David Shepherd

Salesperson Listening: A Replication and Extension of the ILPS Scale, Stephen B. Castleberry, Rick E. Ridnour, C. David Shepherd
C. David Shepherd

Burnout in Professional Sales, C. David Shepherd, Armen Tashchian, Rick Ridnour
C. David Shepherd

Online Sales Research: Update and Recommendations, Felicia Lassk, C. David Shepherd
C. David Shepherd

Emotional Intelligence, Primal Leadership, and Sales Management: A Research Agenda, C. David Shepherd, Felicia G. Lassk, Rick E. Ridnour
C. David Shepherd

Hospital Marketing and the Internet: The Adoption of an Innovation, C. David Shepherd, Daniel Fell
C. David Shepherd

The Training of Effective Listening Skills in Personal Selling, Rick Ridnour, C. David Shepherd, Stephen B. Castleberry
C. David Shepherd

A Measure of Selling Skill: Scale Development and Validation, Joseph O. Rentz, C. David Shepherd, Armen Tashchian, Pratibha A. Dabhokar, Robert T. Ladd
C. David Shepherd

An Exploratory Assessment of Sales Culture Variables: Strategic Implications within the Banking Industry, Rick E. Ridnour, Felicia G. Lassk, C. David Shepherd
C. David Shepherd

Creating a Sales Culture: An Organizational Framework for Growth and Profitability, Rick E. Ridnour, Felicia G. Lassk, C. David Shepherd
C. David Shepherd

Incivility in the Classroom: Fact or Fiction, Sheb True, C. David Shepherd
C. David Shepherd

A Comprehensive Framework for Service Quality: An Investigation of Critical Conceptual and Measurement Issues through a Longitudinal Study, Pratibha A. Dabholkar, C. David Shepherd, Dayle I. Thorpe
C. David Shepherd

Validation of a Measure of Emotional Intelligence in Professional Selling, Susan S. Carley, R. Keith Tudor, C. David Shepherd
C. David Shepherd

Job Burnout in Personal Selling: An Exploratory Investigation, C. David Shepherd, Armen Tashchian
C. David Shepherd

Effective Interpersonal Listening in the Personal Selling Environment: Conceptualization, Measurement, and Nomological Validity, Stephen B. Castleberry, C. David Shepherd
C. David Shepherd

The Role of Job Burnout in Early Disengagement in Personal Selling Careers, C. David Shepherd
C. David Shepherd

Service Quality and the Sales Force: A Tool for Competitive Advantage, C. David Shepherd
C. David Shepherd

Insights into Sexual Harassment of Salespeople by Customers: The Role of Gender and Customer Power, Leslie M. Fine, C. David Shepherd, Susan L. Josephs
C. David Shepherd

Marketing’s Role in Hospital Web Site Development, C. David Shepherd, Daniel Fell
C. David Shepherd

Building Web Sites that Attract Visitors, C. David Shepherd, Daniel Fell
C. David Shepherd

Using the Watson-Barker Listening Test to Measure Salesperson Listening, Stephen B. Castleberry, C. David Shepherd, Rick Ridnour
C. David Shepherd

Job Burnout in Personal Selling, C. David Shepherd, Leslie M. Fine
C. David Shepherd

Sales Management/Personal Selling, Jamie Halpin, Don Howard, C. David Shepherd
C. David Shepherd

An Exploratory Study of Gender and Age Matching in Salesperson-Prospective Customer Dyad: Testing Similarity-Performance Predictions, Sean Dwyer, Richard Orlando, C. David Shepherd
C. David Shepherd

Hospital Marketing and the Internet: Revisited, C. David Shepherd, Daniel Fell
C. David Shepherd

Marketing and the Internet, Sheb True, Tom Pritchett, C. David Shepherd
C. David Shepherd

An Empirical Study Linking Ethical Philosophy to Personal Selling Behavior, C. David Shepherd, Sarah F. Gradial
C. David Shepherd

Linking Effective Listening With Salesperson Performance: An Exploratory Investigation, C. David Shepherd, Stephen B. Castleberry, Rick E. Ridnour
C. David Shepherd

Doing the Right Things and Doing Them Right: A Strategic Approach to Marketing the Accounting Firm, C. David Shepherd
C. David Shepherd

Health Care Marketing and the Internet: An Exploratory Investigation, C. David Shepherd, Daniel Fell
C. David Shepherd

Advertising the Accounting Firm: A Review with Managerial Suggestions, C. David Shepherd, Marilyn M. Helms
C. David Shepherd

Marketing on the Internet: A Look at How Providers are Using the New Media to Communicate, C. David Shepherd, Daniel Fell
C. David Shepherd

A Comparison of the Sales Management Training Practices of Smaller and Larger Organizations, C. David Shepherd, Rick Ridnour
C. David Shepherd

Sexual Harassment in the Sales Force: An Empirical Investigation, Leslie M. Fine, Susan Josephs, C. David Shepherd
C. David Shepherd

Total Quality Management Measures: Reliability and Validity Issues, C. David Shepherd, Marilyn M. Helms
C. David Shepherd

Discrimination Issues Impacting the Selection of Salespeople in the United States: A Review with Managerial Suggestions, C. David Shepherd
C. David Shepherd

The Training of Sales Managers: An Exploratory Study of Sales Management Training Practices, C. David Shepherd, Rick E. Ridnour
C. David Shepherd

Sexual Harassment in the Salesforce: The Customer Is NOT Always Right, Leslie M. Fine, C. David Shepherd, Susan L. Josephs
C. David Shepherd

Role Conflict and Role Ambiguity Reconsidered, C. David Shepherd, Leslie M. Fine
C. David Shepherd

Effective Interpersonal Listening and Personal Selling, Stephen B. Castleberry, C. David Shepherd
C. David Shepherd

Antecedents and Consequences of Service Quality for Institutional Users, Pratibha A. Dabholkar, C. David Shepherd, Dayle I. Thorpe
C. David Shepherd

Japanese Marketing: A Review, C. David Shepherd, Marilyn M. Helms, Rodney C. Tillotson
C. David Shepherd

A Comprehensive Selection Process: The Key to Salesforce Retention, C. David Shepherd, Marilyn M. Helms, Paula J. Haynes
C. David Shepherd

Discrimination Issues in the Selection of Salespeople: A Review and Managerial Suggestions, C. David Shepherd, James Heartfield
C. David Shepherd

A Method for Investigating the Cognitive Processes and Knowledge Structures of Expert Salespeople, C. David Shepherd, Joseph O. Rentz
C. David Shepherd

Expertise in Personal Sales, C. David Shepherd, Joseph O. Rentz
C. David Shepherd

A Muddling Through Model of Family Purchase Conflict Management, C. David Shepherd, Robert B. Woodruff
C. David Shepherd

An Empirical Investigation of the Relationship between the Price and Quality of Consumer Products in the European Community and the United States: 1968 to 1984, David J. Faulds, C. David Shepherd, Jeonpyo Noh
C. David Shepherd