Search Results - "Magnotta, Sarah"

The Joint and Multilevel Effects of Training and Incentives from Upstream Manufacturers on Downstream Salespeople's Efforts.

Authors: Magnotta, Sarah Murtha, Brian Challagalla, Goutam

Source: Journal of Marketing Research (JMR). Aug2020, Vol. 57 Issue 4, p695-716. 22p. 1 Diagram, 4 Charts, 1 Graph.

Personal selling and sales management abstracts.

Authors: Mangus, Stephanie M. E. McClure, Colleen

Source: Journal of Personal Selling & Sales Management. Jun2025, Vol. 45 Issue 2, p188-199. 12p.

HOOK, LINE, AND SINKER: CATCHING AND MAINTAINING STUDENTS' ATTENTION WITH MARKETING HOOKS.

Authors: Magnotta, Sarah Thomas, Veronica L. Steffes, Erin et al.

Source: Marketing Education Review. Summer 2021, Vol. 31 Issue 2, p162-168. 7p.

Subject Terms: *Student engagement, *Flipped classrooms, Hooks

Personal selling and sales management abstracts.

Authors: Deeter-Schmelz, Dawn R.¹ (AUTHOR)

Source: Journal of Personal Selling & Sales Management. Jun2021, Vol. 41 Issue 2, p167-179. 13p.

Conceptualizing an integrative typology of sales enablement strategy.

Authors: Friend, Scott B. Mangus, Stephanie M. Pullins, Ellen Bolman et al.

Source: Journal of Personal Selling & Sales Management. Mar2025, Vol. 45 Issue 1, p64-81. 18p.

Why Salespeople Avoid Big-Whale Sales Opportunities.

Authors: Xu, Juan van der Borgh, Michel Nijssen, Edwin J. et al.

Source: Journal of Marketing. Sep2022, Vol. 86 Issue 5, p95-116. 22p. 2 Diagrams, 4 Charts, 2 Graphs.

Personal selling and sales management abstracts.

Authors: Deeter-Schmelz, Dawn R.¹ (AUTHOR)

Source: Journal of Personal Selling & Sales Management. Jun2020, Vol. 40 Issue 2, p149-160. 12p.

DESCRIPTION AND EVALUATION OF AN INNOVATIVE SEGMENTATION, TARGETING, AND POSITIONING ACTIVITY USING STUDENT PERCEIVED LEARNING AND ACTUAL STUDENT LEARNING.

Authors: Vinuales, Gema Magnotta, Sarah R. Steffes, Erin et al.

Source: Marketing Education Review. Spring2019, Vol. 29 Issue 1, p24-36. 13p. 1 Color Photograph, 2 Charts.

Subject Terms: *Learning, *Teaching methods, *Student engagement, *Experiential learning, Marketing

Everyone's a Winner: The Initiation and Effectiveness of an Intracollegiate Sales Competition.

Authors: Magnotta, Sarah R. Peev, Plamen Steffes, Erin

Source: Journal of Marketing Education. Dec2020, Vol. 42 Issue 3, p243-256. 14p.

CAN YOU HEAR ME NOW? AN INNOVATIVE EXPERIENTIAL LEARNING MODULE TO PREPARE TOMORROW’S INSIDE SALESPEOPLE.

Authors: Magnotta, Sarah R.¹ smagnotta@towson.edu

Source: Marketing Education Review. Summer2018, Vol. 28 Issue 2, p75-79. 5p.

Subject Terms: *Experiential learning, *Marketing education in universities & colleges, *Teaching methods, *Educational technology, *Business education

Gamification in virtual sales training: evidence from a field experiment.

Authors: Friess, Maximilian¹ (AUTHOR) friess@lmu.de

Source: Journal of Personal Selling & Sales Management. Sep2025, Vol. 45 Issue 3, p224-237. 14p.

Secondary Selling: Beyond the Salesperson–Customer Dyad.

Authors: Burchett, Molly R. Murtha, Brian Kohli, Ajay K.

Source: Journal of Marketing. Jul2023, Vol. 87 Issue 4, p575-600. 26p. 1 Diagram, 10 Charts, 1 Graph.

Influence of salesperson political skill: improving relationship building and reducing customer-directed deviance.

Authors: Schwepker Jr., Charles H. Good, Megan C.

Source: Journal of Personal Selling & Sales Management. Sep2021, Vol. 41 Issue 3, p200-217. 18p. 1 Diagram, 5 Charts.