Robert E. Widing

Case Western Reserve University — United States

Business, Management and Accounting · Social Sciences

18h-index1.8kcitations52works0.02yr avg
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Research Topics

Customer Service Quality and Loyalty(25), Digital Marketing and Social Media(9), Technology Adoption and User Behaviour(8), Consumer Behavior in Brand Consumption and Identification(7), Innovation and Knowledge Management(6)

Publications52 total

Optimizing Salesperson Performance: A Flow Theory Perspective
Journal of Marketing Development and Competitiveness·2023Open Access
A Parsimonious Measure of the Interpersonal Orientation of Salespeople
International Journal of Business Excellence·2022
Manifest conflict, customer orientation and performance outcomes in international buyer-seller relationships
Journal of Business and Industrial Marketing·2017· 12 cited
The Effects of Organizational Structure on Selling Behaviors
2015
A Model for Researching Computer Assisted Cutoff Processes: An Exploratory Study
Developments in marketing science: proceedings of the Academy of Marketing Science·2015
Internal and External Organisational Orientations: Comparing the Resource Based View and Market Orientation
Developments in marketing science: proceedings of the Academy of Marketing Science·2015· 4 cited
Level and Quota Cutoffs in Choice
Developments in marketing science: proceedings of the Academy of Marketing Science·2015
An Analysis of the Properties of Four Scales Measuring Attitudes Toward Sexual Embeds in Advertising
Developments in marketing science: proceedings of the Academy of Marketing Science·2015
The Effects of Salespersons’ Perceptions of Customer Trust on Selling Behaviors
Developments in marketing science: proceedings of the Academy of Marketing Science·2015· 1 cited
The Internal Consistency of Importance Ratings on Research and Service Activities Used to Evaluate Marketing Faculty
Developments in marketing science: proceedings of the Academy of Marketing Science·2015
The Ethical Judgment of an Advertisement and its Effects
Developments in marketing science: proceedings of the Academy of Marketing Science·2014
The Sales Manager’s Attributional Process for a Failed Sales Effort: an Exploratory Study of the Influence on Feedback Provided to the Salesperson
Developments in marketing science: proceedings of the Academy of Marketing Science·2014
A Theoretical Model for Understanding Satisfaction/Dissatisfaction Outcomes of Complaint Responses
Developments in marketing science: proceedings of the Academy of Marketing Science·2014
Selling behaviours and sales performance: the moderating and mediating effects of interpersonal mentalizing
Journal of Personal Selling and Sales Management·2014· 63 cited
Distinguishing Between the Roles of Customer-Oriented Selling and Adaptive Selling in Managing Dysfunctional Conflict in Buyer–Seller Relationships
Journal of Personal Selling and Sales Management·2013· 51 cited
The Role of Top Management in Developing a Customer-Oriented Sales Force
Journal of Personal Selling and Sales Management·2012· 15 cited
The Consequences of Open Versus Closed Influence Strategies of Salespeople in a Developing Economy
Marketing Management Journal·2011· 1 citedOpen Access
Technological turbulence, supplier market orientation, and buyer satisfaction
Journal of Business Research·2010· 64 cited
The Effects of Perceived Customer Dependence on Salesperson Influence Strategies
Journal of Personal Selling and Sales Management·2010· 31 cited
Closed Influence Tactics : Do Smugglers Win in the Long Run?
Journal of Personal Selling and Sales Management·2010· 12 cited
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Frequent Co-authors

Gene Brown(21), Subhra Chakrabarty(14), W. Wayne Talarzyk(8), Greg Whitwell(6), Ronald L. Coulter(4), Penny M. Simpson(3), Ronald Hoverstad(3), Sue Pulendran(2), Richard Speed(2), Civilai Terawatanavong(2), Erik L. Olson(2), Harry A. Harmon(2), Kevin Hammond(2), Ángela Paladino(2), Judy A. Siguaw(1), Jagdip Singh(1), Simon J. Bell(1), Bülent Mengüç(1), Aron O’Cass(1), Ronald D. Taylor(1)