Willy Bolander

Social Networks within Sales Organizations: Their Development and Importance for Salesperson Performance

Willy Bolander, Cinthia B. Satornino, Douglas E. Hughes et al. · Journal of Marketing · 2015 · 268 citations

Relational Centrality, Social Influence, Social Network +18

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 · 165 citations

Customer Experience, Customer Satisfaction, Influence Tactics +19

Managing the Drivers of Organizational Commitment and Salesperson Effort: An Application of Meyer and Allen's Three-Component Model

Frank Q. Fu, Willy Bolander, Eli Jones · The Journal of Marketing Theory and Practice · 2009 · 111 citations

Customer Satisfaction, Organizational Characteristic, Human Resource Management +17

Why Are Some Salespeople Better at Adapting to Organizational Change?

Michael Ahearne, Son K. Lam, John E. Mathieu et al. · Journal of Marketing · 2010 · 107 citations

Human Resource Management, Organizational Behavior, Performance Management +19

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 · 96 citations

Customer Satisfaction, Behavioral Decision Making, Consumer Study +12