David A. Locander

Linking thinking styles to sales performance: The importance of creativity and subjective knowledge

Mark D. Groza, David A. Locander, Charles H. Howlett · Journal of Business Research · 2016 · 93 citations

Customer Satisfaction, Creativity, Management +6

How Do Salespeople Make Decisions? The Role of Emotions and Deliberation on Adaptive Selling, and the Moderating Role of Intuition

David A. Locander, Jay Prakash Mulki, Frankie J. Weinberg · Psychology and Marketing · 2014 · 59 citations

Customer Satisfaction, Behavioral Decision Making, Social Psychology +20

How salesperson traits and intuitive judgments influence adaptive selling: A sensemaking perspective

David A. Locander, Jennifer A. Locander, Frankie J. Weinberg · Journal of Business Research · 2020 · 45 citations

Customer Satisfaction, Behavioral Sciences, Salesperson Traits +10

Salesperson Lone Wolf Tendencies: The Roles of Social Comparison and Mentoring in a Mediated Model of Performance

David A. Locander, Frankie J. Weinberg, Jay Prakash Mulki et al. · The Journal of Marketing Theory and Practice · 2015 · 24 citations

Social Psychology, Peer Relationship, Social Influence +25

Examining the impact of salesperson orientation on creative selling, passive deviance, and organizational outcomes

David A. Locander, Mahmoud A. Darrat, Barry J. Babin · Journal of Business Research · 2022 · 19 citations

Creative Selling, Customer Satisfaction, Employee Attitude +10