Jeffrey Boichuk

University of Virginia - McIntire School of Commerce

Assistant Professor of Commerce

P.O. Box 400173

Charlottesville, VA 22904-4173

United States

SCHOLARLY PAPERS

9

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in Total Papers Downloads

1,429

CITATIONS

4

Scholarly Papers (9)

1.

Real Earnings Management in Sales

Journal of Accounting Research, Vol. 54, No. 5, 2016
Number of pages: 34 Posted: 16 Jul 2016 Last Revised: 24 Nov 2016
University of Houston - C.T. Bauer College of Business, University of Virginia - McIntire School of Commerce, Northwestern University - Kellogg School of Management and University of Virginia - Darden Graduate School of Business
Downloads 601 (43,211)
Citation 5

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ļ¬nancial accounting, disclosure, incentives, transparency, earnings management

2.

Earnings Management Practices in Sales and Strategic Accounts Survey Report

Darden Business School Working Paper No. 2324325
Number of pages: 44 Posted: 12 Sep 2013 Last Revised: 18 Nov 2013
University of Houston - C.T. Bauer College of Business, University of Virginia - McIntire School of Commerce, Northwestern University - Kellogg School of Management and University of Virginia - Darden Graduate School of Business
Downloads 233 (129,592)
Citation 1

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earnings management, strategic account management, sales force incentives

3.

Learned Helplessness Among Newly Hired Salespeople and the Influence of Leadership

Boichuk, Jeffrey P., Willy Bolander, Zachary R. Hall, Michael Ahearne, William J. Zahn, and Melissa Nieves (2014), "Learned Helplessness Among Newly Hired Salespeople and the Influence of Leadership," 78(1), 95-111.
Number of pages: 17 Posted: 15 Sep 2013 Last Revised: 17 Jan 2014
University of Virginia - McIntire School of Commerce, Florida State University, Texas Christian University - M.J. Neeley School of Business, University of Houston - C.T. Bauer College of Business, St. Edward's University and Florida State University - Department of Marketing
Downloads 231 (130,671)
Citation 1

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core transformational leadership, error management, sales force socialization, sales-oriented behaviors, sales performance failure

4.

Know Your Customer: How Salesperson Perceptions of Customer Relationship Quality Form and Influence Account Profitability

Journal of Marketing, Vol. 78 (November 2014), 38-58, Darden Business School Working Paper No. 2553393
Number of pages: 22 Posted: 23 Jan 2015 Last Revised: 23 Mar 2015
Clemson University, University of Houston - C.T. Bauer College of Business, University of Georgia - Department of Marketing, Texas Christian University - M.J. Neeley School of Business and University of Virginia - McIntire School of Commerce
Downloads 156 (186,782)
Citation 1

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salesperson accuracy, customer relationship management, dyadic modeling, perceptual bias, response surface analysis

5.

Engaging Dissatisfied Retail Employees to Voice Promotive Ideas: The Role of Continuance Commitment

Journal of Retailing, 89(2), 207-218
Number of pages: 12 Posted: 05 Jan 2013 Last Revised: 22 Apr 2013
Jeffrey Boichuk and Bulent Menguc
University of Virginia - McIntire School of Commerce and King's College, University of London - Department of Management
Downloads 139 (205,353)

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job dissatisfaction, retail employee voice, continuance commitment, internal marketing, employee engagement

6.

Customer Orientation Dissimilarity, Sales Unit Identification, and Customer-Directed Extra-Role Behaviors: Understanding the Contingency Role of Coworker Support

Journal of Business Research, Vol. 65, No. 9, pp. 1357-1363, 2012
Number of pages: 7 Posted: 23 Jul 2012 Last Revised: 06 Jan 2013
Bulent Menguc and Jeffrey Boichuk
King's College, University of London - Department of Management and University of Virginia - McIntire School of Commerce
Downloads 53 (373,523)

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customer orientation, dissimilarity, organizational identification, extra-role behaviors

7.

Managing Laggards: The Importance of a Deep Sales Bench

Journal of Marketing Research, 56 (4), 652-665 (2019)
Number of pages: 41 Posted: 11 Jul 2019
University of Virginia - McIntire School of Commerce, affiliation not provided to SSRN, University of Houston - C.T. Bauer College of Business, University of Mannheim and University of Virginia - Darden Graduate School of Business
Downloads 10 (580,404)

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Advice networks, Incentives, Matching methods, Punishments, Sales force

8.

Brand Activism

Darden Case No. UVA-M-0963
Number of pages: 13 Posted: 03 Jul 2018 Last Revised: 25 Aug 2018
Jenny Craddock, Jeffrey Boichuk, Luca Cian and Bidhan L. Parmar
University of Virginia - Darden School of Business, University of Virginia - McIntire School of Commerce, University of Virginia - Darden School of Business and University of Virginia - Darden School of Business
Downloads 6 (599,362)
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marketing, brand activism, promotion strategies, good publicity, bad publicity

9.

Generating and Sharing of Market Intelligence in Sales Teams: An Economic Social Network Perspective

Journal of Personal Selling & Sales Management, 2017
Posted: 16 Jan 2018 Last Revised: 17 Jan 2018
Zachary Hall, Ryan Mullins, Niladri B. Syam and Jeffrey Boichuk
Texas Christian University - M.J. Neeley School of Business, Clemson University, University of Houston - C.T. Bauer College of Business and University of Virginia - McIntire School of Commerce

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sales teams, market intelligence, expert peers, social networks, sales managers