Douglas E. Hughes

affiliation not provided to SSRN

SCHOLARLY PAPERS

3

DOWNLOADS
Rank 37,161

SSRN RANKINGS

Top 37,161

in Total Papers Downloads

1,172

SSRN CITATIONS
Rank 28,796

SSRN RANKINGS

Top 28,796

in Total Papers Citations

2

CROSSREF CITATIONS

20

Scholarly Papers (3)

1.

Why Sales Reps Should Welcome Information Technology: Measuring the Impact of CRM-Based IT on Sales Effectiveness

International Journal of Research in Marketing, Vol. 24, No. 4, pp. 336-349, 2007
Number of pages: 14 Posted: 09 May 2010 Last Revised: 05 Sep 2014
Michael Ahearne, Douglas E. Hughes and Niels Schillewaert
University of Houston - C.T. Bauer College of Business, affiliation not provided to SSRN and Vlerick Leuven Ghent Management School
Downloads 486 (57,524)
Citation 1

Abstract:

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Operational CRM, SFA usage, Sales productivity, Targeting, Performance

2.

Energizing the Reseller's Sales Force: The Power of Brand Identification

Journal of Marketing, Forthcoming
Number of pages: 50 Posted: 06 Apr 2010 Last Revised: 26 Apr 2010
Douglas E. Hughes and Michael Ahearne
affiliation not provided to SSRN and University of Houston - C.T. Bauer College of Business
Downloads 401 (72,640)

Abstract:

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brand identification, organizational identification, control systems, salesperson

3.

Managing Salesforce Product Perceptions and Control Systems in the Success of New Product Introductions

Journal of Marketing Research, 2009
Number of pages: 40 Posted: 06 Apr 2010 Last Revised: 06 Oct 2014
Clemson University - Department of Marketing, affiliation not provided to SSRN, Milgard School of Business and University of Houston - C.T. Bauer College of Business
Downloads 285 (106,711)
Citation 1

Abstract:

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Product Perceptions, Control Systems, Sales Force, New Products