| Sales profession and professionals in the age of digitization and artificial intelligence technologies: concepts, priorities, and questions J Singh, K Flaherty, RS Sohi, D Deeter-Schmelz, J Habel, ... Journal of Personal Selling & Sales Management 39 (1), 2-22, 2019 | 377 | 2019 |
| The role of trust in salesperson—sales manager relationships KE Flaherty, JM Pappas Journal of Personal Selling & Sales Management 20 (4), 271-278, 2000 | 373 | 2000 |
| Role stressors and retail performance: The role of perceived competitive climate T Arnold, KE Flaherty, KE Voss, JC Mowen Journal of Retailing 85 (2), 194-205, 2009 | 186 | 2009 |
| Linking cause-related marketing to sales force responses and performance in a direct selling context BV Larson, KE Flaherty, AR Zablah, TJ Brown, JL Wiener Journal of the Academy of Marketing Science 36, 271-277, 2008 | 172 | 2008 |
| Storytelling by the sales force and its effect on buyer–seller exchange DA Gilliam, KE Flaherty Industrial Marketing Management 46, 132-142, 2015 | 123 | 2015 |
| The role of the sales-service interface and ambidexterity in the evolving organization: A multilevel research agenda AA Rapp, DG Bachrach, KE Flaherty, DE Hughes, A Sharma, ... Journal of Service Research 20 (1), 59-75, 2017 | 117 | 2017 |
| The impact of perceived humor, product type, and humor style in radio advertising K Flaherty, MG Weinberger, CS Gulas Journal of Current Issues & Research in Advertising 26 (1), 25-36, 2004 | 95 | 2004 |
| The moderating role of individual‐difference variables in compensation research JM Pappas, KE Flaherty Journal of Managerial Psychology 21 (1), 19-35, 2006 | 91 | 2006 |
| Tapping into hospital champions-strategic middle managers JM Pappas, KE Flaherty, B Wooldridge Health Care Management Review 29 (1), 8-16, 2004 | 84 | 2004 |
| The effect of trust on customer contact personnel strategic behavior and sales performance in a service environment JM Pappas, KE Flaherty Journal of Business Research 61 (9), 894-902, 2008 | 82 | 2008 |
| The influence of career stage on job attitudes: Toward a contingency perspective KE Flaherty, JM Pappas Journal of Personal Selling & Sales Management 22 (3), 135-143, 2002 | 80 | 2002 |
| Social network theory and the sales manager role: engineering the right relationship flows K Flaherty, SK Lam, N Lee, JP Mulki, AL Dixon Journal of Personal Selling & Sales Management 32 (1), 29-40, 2012 | 76 | 2012 |
| Using career stage theory to predict turnover intentions among salespeople KE Flaherty, JM Pappas Journal of Marketing Theory and Practice 10 (3), 48-57, 2002 | 74 | 2002 |
| Salesperson brand attachment: a job demands-resources theory perspective L Allison, KE Flaherty, JH Jung, I Washburn Journal of Personal Selling & Sales Management 36 (1), 3-18, 2016 | 67 | 2016 |
| Enhancing salesperson trust: An examination of managerial values, empowerment, and the moderating influence of SBU strategy A Sallee, K Flaherty Journal of Personal Selling & Sales Management 23 (4), 299-310, 2003 | 66 | 2003 |
| Leadership propensity and sales performance among sales personnel and managers in a specialty retail store setting KE Flaherty, JC Mowen, TJ Brown, GW Marshall Journal of Personal Selling & Sales Management 29 (1), 43-59, 2009 | 65 | 2009 |
| The influence of the selling situation on the effectiveness of control: toward a holistic perspective KE Flaherty, TJ Arnold, C Shane Hunt Journal of Personal Selling & Sales Management 27 (3), 221-233, 2007 | 45 | 2007 |
| The dimensions of storytelling by retail salespeople DA Gilliam, KE Flaherty, SW Rayburn The International Review of Retail, Distribution and Consumer Research 24 (2 …, 2014 | 42 | 2014 |
| Achieving strategic consensus in the hospital setting: A middle management perspective JM Pappas, KE Flaherty, B Wooldridge Hospital topics 81 (1), 15-22, 2003 | 42 | 2003 |
| Expanding the sales professional's role: A strategic re-orientation? KE Flaherty, JM Pappas Industrial Marketing Management 38 (7), 806-813, 2009 | 41 | 2009 |
