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Thomas N. Ingram

Observed names: Ingram, Thomas, T N Ingram, T. N. Ingram, THOMAS N. INGRAM, Thomas Ingram, Thomas N Ingram, Thomas N. Ingram and
OpenAlex ID: A5112416744
Behavior-Based and Outcome-Based Salesforce Control Systems
1993 · David W. Cravens, Thomas N. Ingram, et al. · Journal of Marketing · 637
Determinants of relationship quality: An artificial neural network analysis
1996 · David Bejou, Barry Wray, et al. · Journal of Business Research · 304
Salesforce Socialization
1986 · Alan J. Dubinsky, Roy D. Howell, et al. · Journal of Marketing · 299
Investigating the relationships among sales, management control, sales territory design, salesperson performance, and sales organization effectiveness
1996 · Emin Babakus, David W. Cravens, et al. · International Journal of Research in Marketing · 231
The influence of ethical climate and ethical conflict on role stress in the sales force
1997 · Charles H. Schwepker, O. C. Ferrell, et al. · Journal of the Academy of Marketing Science · 228
Service Provider Job Satisfaction and Customer
1992 · K. Douglas Hoffman, Thomas N. Ingram · Journal of Services Marketing · 228
Correlates of salespeople's ethical conflict: An exploratory investigation
1984 · Alan J. Dubinsky, Thomas N. Ingram · Journal of Business Ethics · 166
Selling in the new millennium
2002 · Thomas N Ingram, Raymond W LaForge, et al. · Industrial Marketing Management · 155
Personal and Organizational Variables: Their Relative Effect on Reward Valences of Industrial Salespeople
1983 · Thomas N. Ingram, Danny N. Bellenger · Journal of Marketing Research · 139
Creating customer-oriented employees: the case in home health care.
1991 · K D Hoffman, T N Ingram · PubMed · 127
Sales Management: Analysis and Decision-making
1989 · Thomas N. Ingram, Raymond W. LaForge, et al. · 124
New Directions in Sales Leadership Research
2005 · Thomas N. Ingram, Raymond W. LaForge, et al. · Journal of Personal Selling and Sales Management · 122
An Empirical Assessment of Salesperson Motivation, Commitment, and Job Outcomes
2013 · Thomas N. Ingram, Keun S. Lee, et al. · Journal of Personal Selling and Sales Management · 109
Salesperson Ethical Decision Making: The Impact of Sales Leadership and Sales Management Control Strategy
2007 · Thomas N. Ingram, Raymond W. LaForge, et al. · Journal of Personal Selling and Sales Management · 107
Why salespeople fail
1992 · Thomas N. Ingram, Charles H. Schwepker, et al. · Industrial Marketing Management · 99
Managing Culturally Diverse Buyer-Seller Relationships: The Role of Intercultural Disposition and Adaptive Selling in Developing Intercultural Communication Competence
2001 · V. D. Bush, G. M. Rose, et al. · Journal of the Academy of Marketing Science · 96
The Future of Sales Training: Challenges and Related Research Questions
2012 · Felicia G. Lassk, Thomas N. Ingram, et al. · Journal of Personal Selling and Sales Management · 95
Improving sales performance through ethics: The relationship between salesperson moral judgment and job performance
1996 · Charles H. Schwepker, Thomas N. Ingram · Journal of Business Ethics · 87
Future Themes in Sales and Sales Management: Complexity, Collaboration, and Accountability
2004 · Thomas N. Ingram · The Journal of Marketing Theory and Practice · 83
An Empirical Test of the Job Satisfaction-Turnover Relationship: Assessing the Role of Job Performance for Retail Managers
1990 · George H. Lucas, Emin Babakus, et al. · Journal of the Academy of Marketing Science · 79
Ethical leadership in the salesforce: effects on salesperson customer orientation, commitment to customer value and job stress
2016 · Charles H. Schwepker, Thomas N. Ingram · Journal of Business and Industrial Marketing · 76
Marketing: Principles and Perspectives
1997 · Raymond W. LaForge, Thomas N. Ingram, et al. · 70
Commitment and Involvement: Assessing a Salesforce Typology
1991 · Thomas N. Ingram, Keun S. Lee, et al. · Journal of the Academy of Marketing Science · 59
A portfolio approach to account profitability
1984 · Alan J. Dubinsky, Thomas N. Ingram · Industrial Marketing Management · 54
Sales Organization Recovery Management and Relationship Selling: A Conceptual Model and Empirical Test
2010 · Gabriel R. Gonzalez, K. Douglas Hoffman, et al. · Journal of Personal Selling and Sales Management · 48
Works count: 109
Citation count: 4,525
H-index: 32
I10-index: 48
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