Bolander, Willy Professor

academic article

• Pappas, A., Fumagalli, E., Rouziou, M., & Bolander, W. (2023). More than Machines: The Role of the Future Retail Salesperson in Enhancing the Customer Experience. Journal of Retailing.  99(4), 518-531.
  
• Pappas, A., Schrock, W., Samaraweera, M., & Bolander, W. (2023). A competitive path to cohesion: multilevel effects of competitiveness in the sales force. Journal of Personal Selling and Sales Management.  43(3), 222-240.
  
• Samaraweera, M., Gelb, B. D., Bolander, W., & Zahn, W. J. (2023). Treating top salespeople like superstars: the role of an informal sales climate in boosting sales output. Journal of Personal Selling and Sales Management.  43(3), 207-221.
  
• Satornino, C., Allen, A., Shi, H., & Bolander, W. (2023). Understanding the Performance Effects of "Dark" Salesperson Traits: Machiavellianism, Narcissism, and Psychopathy. Journal of Marketing.  87(2), 298-318.
  
• Bolander, W., Chaker, N. N., Pappas, A., & Bradbury, D. R. (2021). Correction to: Operationalizing salesperson performance with secondary data: aligning practice, scholarship, and theory. Journal of the Academy of Marketing Science.  49(6), 1267-1268.
  
• Munyon, T. P., Frieder, R. E., Satornino, C. B., Carnes, A. M., Bolander, W., & Ferris, G. R. (2021). Selling your network: how political skill builds social capital and enhances salesperson performance. Journal of Personal Selling and Sales Management.  41(3), 233-249.
  
• Bolander, W., Chaker, N. N., Pappas, A., & Bradbury, D. R. (2021). Operationalizing salesperson performance with secondary data: aligning practice, scholarship, and theory. Journal of the Academy of Marketing Science.  49(3), 462-481.
  
• Dugan, R., Rangarajan, D., Davis, L., Bolander, W., Pullins, E. B., Deeter-Schmelz, D., LeBon, J., & Agnihotri, R. (2020). Sales management, education, and scholarship across cultures: early findings from a global study and an agenda for future research. Journal of Personal Selling and Sales Management.  40(3), 198-212.
  
• Bolander, W., Satornino, C. B., Allen, A. M., Hochstein, B., & Dugan, R. (2020). Whom to hire and how to coach them: a longitudinal analysis of newly hired salesperson performance. Journal of Personal Selling and Sales Management.  40(2), 78-94.
  
• Hochstein, B., Bolander, W., Goldsmith, R., & Plouffe, C. R. (2019). Adapting influence approaches to informed consumers in high-involvement purchases: are salespeople really doomed?. Journal of the Academy of Marketing Science.  47(1), 118-137.
  
• Bolander, W., & Richards, K. A. (2018). Why study intraorganizational issues in selling and sales management?. Journal of Personal Selling and Sales Management.  38(2), 169-171.
  
• Fajardo, T. M., Townsend, C., & Bolander, W. (2018). Toward an Optimal Donation Solicitation: Evidence from the Field of the Differential Influence of Donor-Related and Organization-Related Information on Donation Choice and Amount. Journal of Marketing.  82(2), 142-152.
  
• Hochstein, B. W., Zahn, W. J., & Bolander, W. (2017). Exploring the unintended negative impact of an ethical climate in competitive environments. Marketing Letters.  28(4), 621-635.
  
• Holmes, Y. M., Beitelspacher, L. S., Hochstein, B., & Bolander, W. (2017). Let's make a deal: Price outcomes and the interaction of customer persuasion knowledge and salesperson negotiation strategies. Journal of Business Research.  78, 81-92.
  
• Bolander, W., Dugan, R., & Jones, E. (2017). Time, change, and longitudinally emergent conditions: understanding and applying longitudinal growth modeling in sales research. Journal of Personal Selling and Sales Management.  37(2), 153-169.
  
• Bolander, W., Satornino, C. B., Hughes, D. E., & Ferris, G. R. (2015). Social Networks within Sales Organizations: Their Development and Importance for Salesperson Performance. Journal of Marketing.  79(6), 1-16.
  
• Plouffe, C. R., Bolander, W., & Cote, J. A. (2014). Which influence tactics lead to sales performance? It is a matter of style. Journal of Personal Selling and Sales Management.  34(2), 141-159.
  
• Boichuk, J. P., Bolander, W., Hall, Z. R., Ahearne, M., Zahn, W. J., & Nieves, M. (2014). Learned Helplessness among Newly Hired Salespeople and the Influence of Leadership. Journal of Marketing.  78(1), 95-111.
  
• Ahearne, M., Lam, S. K., Mathieu, J. E., & Bolander, W. (2010). Why Are Some Salespeople Better at Adapting to Organizational Change?. Journal of Marketing.  74(3), 65-79.
  
• Fu, F., Bolander, W., & Jones, E. (2009). MANAGING THE DRIVERS OF ORGANIZATIONAL COMMITMENT AND SALESPERSON EFFORT: AN APPLICATION OF MEYER AND ALLEN'S THREE-COMPONENT MODEL. Journal of Marketing Theory and Practice.  17(4), 335-350.
  
• Fu, F., Jones, E., & Bolander, W. (2008). PRODUCT INNOVATIVENESS, CUSTOMER NEWNESS, AND NEW PRODUCT PERFORMANCE: A TIME-LAGGED EXAMINATION OF THE IMPACT OF SALESPERSON SELLING INTENTIONS ON NEW PRODUCT PERFORMANCE. Journal of Personal Selling and Sales Management.  28(4), 351-364.