| Learning orientation, working smart, and effective selling H Sujan, BA Weitz, N Kumar Journal of marketing 58 (3), 39-52, 1994 | 1893 | 1994 |
| Knowledge, motivation, and adaptive behavior: A framework for improving selling effectiveness BA Weitz, H Sujan, M Sujan Journal of marketing 50 (4), 174-191, 1986 | 1887 | 1986 |
| The influence of mood on categorization: A cognitive flexibility interpretation. N Murray, H Sujan, ER Hirt, M Sujan Journal of Personality and Social Psychology 59 (3), 411, 1990 | 710 | 1990 |
| Smarter versus harder: An exploratory attributional analysis of salespeople's motivation H Sujan Journal of Marketing Research 23 (1), 41-49, 1986 | 492 | 1986 |
| Knowledge structure differences between more effective and less effective salespeople H Sujan, M Sujan, JR Bettman Journal of marketing research 25 (1), 81-86, 1988 | 439 | 1988 |
| Managing consumer uncertainty in the adoption of new products: Temporal distance and mental simulation R Castaņo, M Sujan, M Kacker, H Sujan Journal of Marketing Research 45 (3), 320-336, 2008 | 399 | 2008 |
| Volunteer behavior: A hierarchical model approach for investigating its trait and functional motive antecedents JC Mowen, H Sujan Journal of consumer psychology 15 (2), 170-182, 2005 | 311 | 2005 |
| Effects of consumer expectations on information processing in selling encounters M Sujan, JR Bettman, H Sujan Journal of Marketing Research 23 (4), 346-353, 1986 | 289 | 1986 |
| Increasing sales productivity by getting salespeople to work smarter H Sujan, BA Weitz, M Sujan Journal of Personal Selling & Sales Management 8 (2), 9-19, 1988 | 272 | 1988 |
| Salesperson selection, training, and development: Trends, implications, and research opportunities WL Cron, GW Marshall, J Singh, RL Spiro, H Sujan Journal of Personal Selling & Sales Management 25 (2), 123-136, 2005 | 219 | 2005 |
| Marketing the unfamiliar: the role of context and item-specific information in electronic agent recommendations ADJ Cooke, H Sujan, M Sujan, BA Weitz Journal of marketing research 39 (4), 488-497, 2002 | 179 | 2002 |
| The importance of starting right: the influence of accurate intuition on performance in salesperson–customer interactions ZR Hall, M Ahearne, H Sujan Journal of Marketing 79 (3), 91-109, 2015 | 129 | 2015 |
| The embedded sales force: Connecting buying and selling organizations K Bradford, S Brown, S Ganesan, G Hunter, V Onyemah, R Palmatier, ... Marketing Letters 21, 239-253, 2010 | 123 | 2010 |
| Optimism and street-smarts: Identifying and improving salesperson intelligence H Sujan Journal of Personal Selling & Sales Management 19 (3), 17-33, 1999 | 98 | 1999 |
| Customer choice: A preemptive strategy to buffer the effects of service failure and improve customer loyalty D Cranage, H Sujan Journal of Hospitality & Tourism Research 28 (1), 3-20, 2004 | 72 | 2004 |
| The practical know-how of selling: Differences in knowledge content between more-effective and less-effective performers H Sujan, M Sujan, JR Bettman Marketing Letters 2, 367-378, 1991 | 34 | 1991 |
| Commentary: Extending the Learned Helplessness Paradigm: A Critique of Schulman's “Learned Optimism” H Sujan Journal of Personal Selling & Sales Management 19 (1), 39-42, 1999 | 30 | 1999 |
| The 3M model of motivation and personality: Theory and empirical applications to consumer behavior H Sujan JMR, Journal of Marketing Research 38 (3), 396, 2001 | 16 | 2001 |
| Sharing the responsibility for service failure with customers: The effects of informed choice and outcome foreseeability on customer loyalty and exit DA Cranage, H Sujan, G Godbey Journal of Hospitality & Leisure Marketing 13 (3-4), 207-239, 2006 | 11 | 2006 |
