引用次数
引用: 7,715
H-指数: 19
I10-指数 : 23
出版物: 64
Negotiation: an Interdisciplinary Approach
Rami Zwick , Harish Sujan
Advances in Consumer Research 21 ( 1) 435
1994
Increasing Sales Productivity by Getting Salespeople To Work Smarter
Barton A. Weitz , Mita Sujan , Harish Sujan
Journal of Personal Selling and Sales Management 8 ( 2) 9 -19
252
2013
Sources of Consumers Stress and Their Coping Strategies
James R. Bettman , Theo M.M. Verhallen , Harish Sujan , Mita Sujan
ACR European Advances 182 -187
27
1999
Revising Negative Initial Judgments of Salespeople: the Role of Implicit Theories in Overcoming the Perils of Active Listening
Mita Sujan , Subbu Sivaramakrishnan , Harish Sujan
ACR North American Advances
2007
The Effects of Positive Mood and Optimism on Processing Flexibility
Mita Sujan , Harish Sujan
ACR Asia-Pacific Advances
1994
The practical know-how of selling: Differences in knowledge content between more-effective and less-effective performers
Harish Sujan , Mita Sujan , James R. Bettman
Marketing Letters 2 ( 4) 367 -378
10
1991
Salespeople's Influence on Consumers' and Business Buyers' Goals and Wellbeing
Harish Sujan
Oxford Handbooks Online
1
2011
Book Review: Product Quality: An Investigation into the Concept and how it is Perceived by Consumers:
Harish Sujan
Journal of Marketing 55 ( 2) 82 -82
1991
Knowledge Structure Differences between More Effective and Less Effective Salespeople
Harish Sujan , Mita Sujan , James R. Bettman
Journal of Marketing Research 25 ( 1) 81 -81
216
1988
Marketing the Unfamiliar: The Role of Context and Item-Specific Information in Electronic Agent Recommendations
Alan D.J. Cooke , Harish Sujan , Mita Sujan , Barton A. Weitz
Journal of Marketing Research 39 ( 4) 488 -497
2002
Managing Consumer Uncertainty in the Adoption of New Products: Temporal Distance and Mental Simulation
Raquel Castaño , Mita Sujan , Manish Kacker , Harish Sujan
Journal of Marketing Research 45 ( 3) 320 -336
169
2008
The Importance of Starting Right: The Influence of Accurate Intuition on Performance in Salesperson–Customer Interactions
Zachary R. Hall , Michael Ahearne , Harish Sujan
Journal of Marketing 79 ( 3) 91 -109
99
2015
Sharing the Responsibility for Service Failure with Customers: The Effects of Informed Choice and Outcome Foreseeability on Customer Loyalty and Exit
David A. Cranage , Harish Sujan , Geoffrey Godbey
Journal of Hospitality & Leisure Marketing 13 207 -239
6
2006
Volunteer Behavior: A Hierarchical Model Approach for Investigating Its Trait and Functional Motive Antecedents
John C. Mowen , Harish Sujan
Journal of Consumer Psychology 15 ( 2) 170 -182
154
2005
Customer Choice: A Preemptive Strategy to Buffer the Effects of Service Failure and Improve Customer Loyalty:
David Cranage , Harish Sujan
Journal of Hospitality & Tourism Research 28 ( 1) 3 -20
71
2004
Smarter versus Harder: An Exploratory Attributional Analysis of Salespeople's Motivation:
Harish Sujan
Journal of Marketing Research 23 ( 1) 41 -49
264
1986
Effects of Consumer Expectations on Information Processing in Selling Encounters
Mita Sujan , James R. Bettman , Harish Sujan
Journal of Marketing Research 23 ( 4) 346 -353
151
1986
Learning orientation, working smart, and effective selling
Harish Sujan , Barton A. Weitz , Nirmalya Kumar
Journal of Marketing 58 ( 3) 39 -52
846
1994
The embedded sales force: Connecting buying and selling organizations
Kevin Bradford , Steven Brown , Shankar Ganesan , Gary Hunter
Marketing Letters 21 ( 3) 239 -253
57
2010
The influence of mood on categorization: A cognitive flexibility interpretation.
Noel Murray , Harish Sujan , Edward R. Hirt , Mita Sujan
Journal of Personality and Social Psychology 59 ( 3) 411 -425
643
1990