Harish Sujan
Harish Sujan
Verified email at tulane.edu - Homepage
Cited by
Cited by
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
Learning orientation, working smart, and effective selling
H Sujan, BA Weitz, N Kumar
Journal of marketing 58 (3), 39-52, 1994
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
Smarter versus harder: An exploratory attributional analysis of salespeople's motivation
H Sujan
Journal of Marketing Research 23 (1), 41-49, 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
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
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
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
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
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
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
Tacit knowledge in sales
RK Wagner, H Sujan, M Sujan, CA Rashotte, RJ Sternberg
Tacit knowledge in professional practice, 155-182, 1999
Optimism and street-smarts: Identifying and improving salesperson intelligence
H Sujan
Journal of Personal Selling & Sales Management 19 (3), 17-33, 1999
The embedded sales force: Connecting buying and selling organizations
K Bradford, S Brown, S Ganesan, G Hunter, V Onyemah, R Palmatier, ...
Marketing Letters 21 (3), 239-253, 2010
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
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
Sources of consumers’ stress and their coping strategies
M Sujan, H Sujan, JR Bettman, TMM Verhallen
ACR European Advances, 1999
Sales force automation systems and sales force productivity: critical issues and research agenda
P Clark, RA Rocco, AJ Bush
Journal of Relationship Marketing 6 (2), 67-87, 2007
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
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 (4), 367-378, 1991
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