Zobrazeno 1 - 10 of 15 pro vyhledávání: '"John R. Sparks"'
1
A scientific realism perspective on scientific progress in marketing: An analysis of theory testing in marketing's major journals
Autor: Thomas P. Kenworthy, John R. Sparks
Publikováno v: European Management Journal. 34:466-474
Marketing's scientific progress depends on, among other things, the development and testing of theories that explain and predict marketing phenomena. Ultimately, theory testing should advance the discipline toward broader theories with greater explan
Externí odkaz: https://explore.openaire.eu/search/publication?articleId=doi_________::b646578647ff31d15c8f2c4d1fa07e17
https://doi.org/10.1016/j.emj.2016.06.012
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2
A social cognitive explanation of situational and individual effects on moral sensitivity
Autor: John R. Sparks
Publikováno v: Journal of Applied Social Psychology. 45:45-54
Models of moral decision making describe the process as beginning with the recognition of moral content in the decision environment. This recognition ability, or moral sensitivity, represents a key input to moral decision making. Adopting a social co
Externí odkaz: https://explore.openaire.eu/search/publication?articleId=doi_________::beaadca569304a138d0c97be405bcfbe
https://doi.org/10.1111/jasp.12274
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3
Predictors, consequence, and measurement of ethical judgments: Review and meta-analysis
Autor: John R. Sparks, Yue Pan
Publikováno v: Journal of Business Research. 65:84-91
As a central construct in theories of ethical decision making, ethical judgments have been the subject of more than one hundred empirical studies. Despite its size, the ethical judgments literature seems to lack clarity in three areas. First, empiric
Externí odkaz: https://explore.openaire.eu/search/publication?articleId=doi_________::0709085918546a36369967f2cb49413c
https://doi.org/10.1016/j.jbusres.2011.02.002
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4
Ethical Judgments in Business Ethics Research: Definition, and Research Agenda
Autor: John R. Sparks, Yue Pan
Publikováno v: Journal of Business Ethics. 91:405-418
Decades of empirical and theoretical research has produced an extensive literature on the ethical judgments construct. Given its importance to understanding people’s ethical choices, future research should explore the psychological processes that p
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https://doi.org/10.1007/s10551-009-0092-2
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6
Socialization Communication, Organizational Citizenship Behaviors, and Sales in a Multilevel Marketing Organization
Autor: Joseph A. Schenk, John R. Sparks
Publikováno v: Journal of Personal Selling & Sales Management. 26:161-180
Multilevel marketing organizations (MLMs) are a rapidly growing but often controversial marketing organizational type boasting nearly 10 million members and over $20 billion in annual sales. The success of the MLM business model rests largely on form
Externí odkaz: https://explore.openaire.eu/search/publication?articleId=doi_________::bcfb0b76b32adc1579ddeb3851a643b9
https://doi.org/10.2753/pss0885-3134260204
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7
Language power and persuasion
Autor: John R. Sparks, Charles S. Areni
Publikováno v: Psychology and Marketing. 22:507-525
Powerless language involves the use of various linguistic markers (i.e., hedges, intensifiers, deictic phrases, overly polite language, tag questions, and verbal and nonverbal hesitations), which signify relatively low social status in a given commun
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https://doi.org/10.1002/mar.20071
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8
The effects of sales presentation quality and initial perceptions on persuasion: a multiple role perspective
Autor: Charles S. Areni, John R. Sparks
Publikováno v: Journal of Business Research. 55:517-528
To explore the issue of style over substance during initial contact between salesperson and prospect, the authors introduce the construct, sales presentation quality, to capture the skill with which sales presentations are actually delivered. Drawing
Externí odkaz: https://explore.openaire.eu/search/publication?articleId=doi_________::3dfd57276986c4a55339f2f6efa4de7b
https://doi.org/10.1016/s0148-2963(00)00173-9
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9
An Experimental Investigation of Personal Selling Job Attributes and their Effects on Job Desirability, Prestige and Dimensions of Sales Success
Autor: Mark C. Johlke, John R. Sparks
Publikováno v: Proceedings of the 1995 Academy of Marketing Science (AMS) Annual Conference ISBN: 9783319131467
Firms of all types rely on recent college graduates to fill entry level sales positions. Consequently, research on the recruitment process is of great interest to both academics and managers (c.f., Wotruba, Simpson, and ReedDraznik 1989; Weilbaker an
Externí odkaz: https://explore.openaire.eu/search/publication?articleId=doi_________::a6229fceadfd04d66c9ff524a75572a9
https://doi.org/10.1007/978-3-319-13147-4_34
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10
Explaining the effects of transformational leadership: an investigation of the effects of higher-order motives in multilevel marketing organizations
Autor: John R. Sparks, Joseph A. Schenk
Publikováno v: Journal of Organizational Behavior. 22:849-869
Multilevel marketing organizations (MLMs) are a rapidly growing organizational type enlisting nearly 10 million members and producing over 20 billion dollars in sales annually. Despite their remarkable recent growth, few studies have examined these u
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https://doi.org/10.1002/job.116
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