SelectedWorks - Christopher R. Plouffe

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Selected Works of Christopher R. Plouffe

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About Christopher R. Plouffe

Present	Associate Professor, The University of Akron
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Present	Department of Marketing, The University of Akron
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Present	Director of the Fisher Institute of Professional Selling, The University of Akron
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Marketing

Phone: (330) 972 6191

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"I Think I Can…I Think I Can": The Impact ...

Industrial Marketing Management (2015)

Leff Bonney, Christopher Plouffe and Jeremey Wolter

Salespeople have considerable autonomy in the choices they make with respect to both the types and amounts of resources they ...

Outcomes of Downstream Selling Behaviors and Performance: An Empirical Test ...

Department of Marketing (2012)

Christopher Plouffe

Driving Workplace Performance Through Navigation: Learnings from Salespeople for the ...

Department of Marketing (2011)

Christopher Plouffe

Elaboration on Potential Outcomes (EPO) in the Sales Context: Investigating ...

Department of Marketing (2011)

Christopher Plouffe

Solutions-Oriented Firms, Salespeople, and the New Product Development Process: Leveraging ...

Department of Marketing (2011)

Christopher Plouffe

Intraorganizational Employee Navigation and Socially-Derived Outcomes: Conceptualization, Validation, and Effects ...

Personnel Psychology (2011)

Christopher Plouffe and Yany Gregoire

Intraorganizational employee navigation (IEN) is conceptualized as a means of better understanding how the organizational actor proactively works across their ...

Enabling Customer Solutions Across Stakeholder Types: Influence Tactics, Usage Styles ...

Department of Marketing (2011)

Christopher Plouffe

Using Case Studies in Sales and Sales Management Classes

Department of Marketing (2011)

Christopher Plouffe

Exploratory Navigation and Salesperson Performance: Investigating Selected Antecedents and Boundary ...

Department of Marketing (2010)

Christopher Plouffe

Salesperson behavior aimed at improving internal company response to customer requests has received little attention in the industrial marketing literature ...

Current Trends Affecting the Sales Force and Its Ability to ...

Department of Marketing (2010)

Christopher Plouffe

Customer-Directed Selling Behaviors and Performance: A Comparison of Existing Perspectives

Department of Marketing (2009)

Christopher Plouffe

Sales researchers have spent decades developing and empirically testing various scales that reflect distinct theoretical perspectives of salesperson behavior and ...

Inside Information: An Untapped Source for Sales Success

Department of Marketing (2009)

Christopher Plouffe

SOCOs Impact on Individual Sales Performance: The Integration of Selling ...

Department of Marketing (2009)

Christopher Plouffe

Conventional wisdom suggests that a customer orientation is a vital cornerstone upon which the success of salespeople is predicated in ...

File Swapping via Peer-to-Peer Systems over the Internet: An Empirical ...

Department of Marketing (2008)

Christopher Plouffe

Navigating Difficult Waters: Publishing Trends and Scholarship in Sales Research

Department of Marketing (2008)

Christopher Plouffe

In this paper, we examine long-term knowledge-dissemination trends and future prospects for personal selling and sales management research. We augment ...

Assessing the Evolution of Sales Knowledge: A 20-Year Content Analysis

Department of Marketing (2007)

Christopher Plouffe

1012 articles appearing in 15 prominent journals over the period 1983–2002 were content analyzed in order to assess the state ...

On the Brink of a Career

Department of Marketing (2007)

Christopher Plouffe

Report on Business, Monday Morning Manager

Department of Marketing (2007)

Christopher Plouffe

Salesperson Navigation: The Intra-organizational

Department of Marketing (2007)

Christopher Plouffe

Salespeople require the ability to navigate within their own organization to get what they need to be successful given today's ...

Research in the Sales Stream from Up-and-Coming Faculty

Department of Marketing (2007)

Christopher Plouffe

Masters at Marketing Themselves

Department of Marketing (2007)

Christopher Plouffe

Savvy Selling Podcast

Department of Marketing (2007)

Christopher Plouffe

Two Place High in Sales Competition

Department of Marketing (2007)

Christopher Plouffe

Anti-Commercial Consumer Rebellion: Conceptualization and Measurement

Department of Marketing (2005)

Christopher Plouffe

Accounts indicate that consumers are increasingly concerned with the negative impact of business on global economics, politics, cultures and the ...

Whos on First? Stakeholder Differences in Customer Relationship Management and ...

Department of Marketing (2004)

Christopher Plouffe

After first demonstrating that definitions of customer relationship management (CRM) vary widely, we build upon stakeholder and network theories and ...