Bryan Hochstein
Bryan Hochstein
University of Alabama, Assistant Professor of Marketing
Verified email at - Homepage
Cited by
Cited by
Does the customer matter most? Exploring strategic frontline employees’ influence of customers, the internal business team, and external business partners
CR Plouffe, W Bolander, JA Cote, B Hochstein
Journal of Marketing 80 (1), 106-123, 2016
Gritting their teeth to close the sale: the positive effect of salesperson grit on job satisfaction and performance
R Dugan, B Hochstein, M Rouziou, B Britton
Journal of Personal Selling & Sales Management 39 (1), 81-101, 2019
Adapting influence approaches to informed consumers in high-involvement purchases: are salespeople really doomed?
B Hochstein, W Bolander, R Goldsmith, CR Plouffe
Journal of the academy of marketing science 47 (1), 118-137, 2019
“Let's make a deal:” Price outcomes and the interaction of customer persuasion knowledge and salesperson negotiation strategies
YM Holmes, LS Beitelspacher, B Hochstein, W Bolander
Journal of Business Research 78, 81-92, 2017
Incorporating a counterproductive work behavior perspective into the salesperson deviance literature: Intentionally harmful acts and motivations for sales deviance
BW Hochstein, B Lilly, SM Stanley
Journal of Marketing Theory and Practice 25 (1), 86-103, 2017
Exploring the unintended negative impact of an ethical climate in competitive environments
BW Hochstein, WJ Zahn, W Bolander
Marketing Letters 28 (4), 621-635, 2017
An industry/academic perspective on customer success management
B Hochstein, D Rangarajan, N Mehta, D Kocher
Journal of Service Research 23 (1), 3-7, 2020
Can’t leave it at home? The effects of personal stress on burnout and salesperson performance
MC Peasley, B Hochstein, BP Britton, RV Srivastava, GT Stewart
Journal of Business Research 117, 58-70, 2020
Boosting sales force morale in highly dynamic, complex markets: The role of job resources
NG Panagopoulos, B Hochstein, TL Baker, MA Pimentel
Industrial Marketing Management 74, 237-253, 2018
Whom to hire and how to coach them: a longitudinal analysis of newly hired salesperson performance
W Bolander, CB Satornino, AM Allen, B Hochstein, R Dugan
Journal of Personal Selling & Sales Management 40 (2), 78-94, 2020
Positive and negative social reactions to salesperson deviance
BW Hochstein, L Bonney, M Clark
Journal of Marketing Theory and Practice 23 (3), 303-320, 2015
It is better to be loved than feared: Machiavellianism and the dark side of internal networking
R Dugan, M Rouziou, B Hochstein
Marketing Letters 30 (3), 261-274, 2019
A systematic literature review of negative psychological states and behaviors in sales
T Lyngdoh, E Chefor, B Hochstein, BP Britton, D Amyx
Journal of Business Research 122, 518-533, 2021
Internal selling: Antecedents and the importance of networking ability in converting internal selling behavior into salesperson performance
Y Liu, B Hochstein, W Bolander, K Bradford, BA Weitz
Journal of Business Research 117, 176-188, 2020
Evaluation of salespeople by the purchasing function: implications for the evolving role of salespeople
B Paesbrugghe, D Rangarajan, B Hochstein, A Sharma
Journal of Personal Selling & Sales Management 40 (4), 289-305, 2020
Examining salesperson versus sales manager evaluation of customer opportunities: A psychological momentum perspective on optimism, confidence, and overconfidence
L Bonney, CR Plouffe, B Hochstein, LL Beeler
Industrial Marketing Management 88, 339-351, 2020
One Approach to Repeat Business:'Customer Success Managers'
B Gelb, D Rangarajan, B Hochstein, M Blaisdell
Rutgers Business Review 5 (1), 13-27, 2020
The Disruptive Impact of Customer Engagement on the Business-to-Consumer Sales Force
BW Hochstein, W Bolander
Customer engagement marketing, 203-218, 2018
Purchaser perceptions of early phase supplier relationships: The role of similarity and likeability
DM Nagel, L Giunipero, H Jung, J Salas, B Hochstein
Journal of Business Research 128, 174-186, 2021
The Austrian view and value co-creation process in solution-oriented firms: A seven stage,“solution prototyping” framework
CR Plouffe, D Nagel, L Bonney, B Hochstein, J Salas
Journal of Marketing Theory and Practice 28 (1), 79-97, 2020
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