Bryan Hochstein

Does the Customer Matter Most? Exploring Strategic Frontline Employees’ Influence of Customers, the Internal Business Team, and External Business Partners

Christopher R. Plouffe, Willy Bolander, Joseph A. Cote et al. · Journal of Marketing · 2015 · 171 citations

Management, Marketing, Strategic Management +13

Gritting their teeth to close the sale: the positive effect of salesperson grit on job satisfaction and performance

Riley Dugan, Bryan Hochstein, Maria Rouziou et al. · Journal of Personal Selling and Sales Management · 2018 · 147 citations

Social Sciences, Psychology, Social Psychology +14

Can’t leave it at home? The effects of personal stress on burnout and salesperson performance

Michael C. Peasley, Bryan Hochstein, Benjamin P. Britton et al. · Journal of Business Research · 2020 · 112 citations · Full text

Management, Human Resource Management, Psychology +13

Adapting influence approaches to informed consumers in high-involvement purchases: are salespeople really doomed?

Bryan Hochstein, Willy Bolander, Ronald E. Goldsmith et al. · Journal of the Academy of Marketing Science · 2018 · 98 citations

Business, Marketing, Marketing Management +10

An Industry/Academic Perspective on Customer Success Management

Bryan Hochstein, Deva Rangarajan, Nick Mehta et al. · Journal of Service Research · 2020 · 78 citations · Full text

Business, Marketing, Marketing Management +14