Ronald E. Michaels

Influence of Formalization on the Organizational Commitment and Work Alienation of Salespeople and Industrial Buyers

Ronald E. Michaels, William L. Cron, Alan J. Dubinsky et al. · Journal of Marketing Research · 1988 · 263 citations

Management, Organization Studies, Organizational Behavior +8

Sales and Marketing Integration: A Proposed Framework

Dominique Rouziès, Erin Anderson, Ajay K. Kohli et al. · Journal of Personal Selling and Sales Management · 2005 · 249 citations · Full text

Management, Marketing, Marketing Management +13

Measuring Customer Orientation of Salespeople: A Replication with Industrial Buyers

Ronald E. Michaels, Ralph L. Day · Journal of Marketing Research · 1985 · 183 citations

Business, Marketing, Marketing Management +11

Role Stress among Industrial Buyers: An Integrative Model

Ronald E. Michaels, Ralph L. Day, Erich A. Joachimsthaler · Journal of Marketing · 1987 · 167 citations

Business, Marketing, Marketing Management +10

The Influence of Career Stages on Components of Salesperson Motivation

William L. Cron, Alan J. Dubinsky, Ronald E. Michaels · Journal of Marketing · 1988 · 146 citations

Management, Marketing, Marketing Management +11