Susan DelVecchio

The Quality of Salesperson-Manager Relationship: The Effect of Latitude, Loyalty and Competence

Susan DelVecchio · Journal of Personal Selling and Sales Management · 1998 · 75 citations · Full text

Customer Satisfaction, Salesperson-manager Relationship, Leader-member Exchange Theory +16

Updating the Adaptive Selling Behaviours: Tactics to Keep and Tactics to Discard

Susan DelVecchio, James E. Zemanek, Roger P. McIntyre et al. · Journal of Marketing Management · 2004 · 23 citations

Adaptive Selling, Consumer Research, Market Design +19

Explaining the Appeal of Sales Careers: A Comparison of Black and White College Students

Susan DelVecchio, Earl D. Honeycutt · Journal of Marketing Education · 2002 · 22 citations

Ethnicity, Workforce Development, Sales Careers +15

Buyers’ Perceptions of Salesperson Tactical Approaches

Susan DelVecchio, James E. Zemanek, Roger P. McIntyre et al. · Journal of Personal Selling and Sales Management · 2003 · 20 citations · Full text

Customer Satisfaction, Specific Sales Tactics, Consumer Research +18

The Salesperson’s Operating Freedom

Susan DelVecchio · Industrial Marketing Management · 1998 · 17 citations

Management, Business, Administrative Law +4