Karen E. Flaherty

Oklahoma State University William S. Spears School of Business Stillwater OK 74078 USA

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Papers26 papers

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Investigating firm level drivers of salesperson brand identification

Lee Allison,Karen E. Flaherty

Journal of Business Research, (2020): 154-169

Bibtex

Sales profession and professionals in the age of digitization and artificial intelligence technologies: concepts, priorities, and questions

Jagdip Singh,Karen Flaherty,Ravipreet S. Sohi, Dawn Deeter-Schmelz, Johannes Habel,Kenneth Le Meunier-FitzHugh,Avinash Malshe,Ryan Mullins,Vincent Onyemah

Journal of Personal Selling and Sales Management, no. 1 (2019): 2-22

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Sales scholarship: honoring the past and defining the future (Key takeaways from the 2018 American Marketing Association Faculty Consortium: New Horizons in Selling and Sales Management)

Karen E. Flaherty,Felicia Lassk,Nick Lee,Greg W. Marshall,William C. Moncrief,Jay P. Mulki,Ellen Bolman Pullins

Journal of Personal Selling and Sales Management, no. 4 (2018): 413-421

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The Role of the Sales-Service Interface and Ambidexterity in the Evolving Organization: A Multilevel Research Agenda

Adam Rapp,Daniel G. Bachrach,Karen E. Flaherty, Douglas E. Hughes, Arun Sharma,Clay M. Voorhees

Journal of Service Research, no. 1 (2017): 59-75

Cited by10Bibtex

Salesperson brand attachment: a job demands-resources theory perspective

Lee Allison,Karen E. Flaherty, Jin Ho Jung,Isaac J. Washburn

Journal of Personal Selling and Sales Management, no. 1 (2016): 3-18

Bibtex

Storytelling by the sales force and its effect on buyer–seller exchange

David A Gilliam,Karen E Flaherty

Industrial Marketing Management, (2015): 132-142

Cited by2Bibtex

The effect of communication practice on deviance among Korean salespeople: The mediating role of intrinsic motivation

Jaewon Yoo,Karen E Flaherty,Gary L Frankwick

Journal of Business Research, no. 9 (2014): 1991-1999

Cited by6Bibtex

The dimensions of storytelling by retail salespeople

David A Gilliam,Karen E Flaherty, Steven W Rayburn

The International Review of Retail, Distribution and Consumer Research, (2014)

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The influence of an optimal control system on salesperson performance and championing

Karen E Flaherty,James M Pappas, Lee Allison

Industrial Marketing Management, no. 2 (2014): 304-311

Cited by1Bibtex

Enhancing Salesperson Trust: An Examination of Managerial Values, Empowerment, and the Moderating Influence of SBU Strategy

Amy Sallee,Karen E. Flaherty

Journal of Personal Selling and Sales Management, no. 4 (2013): 299-310

Bibtex

The Role of Trust in Salesperson—Sales Manager Relationships

Karen E Flaherty,James M Pappas

Journal of Personal Selling and Sales Management, (2013)

Cited by37Bibtex

The Influence of Career Stage on Job Attitudes: Toward a Contingency Perspective

Karen E. Flaherty,James M. Pappas

Journal of Personal Selling and Sales Management, (2013)

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Social Network Theory and the Sales Manager Role: Engineering the Right Relationship Flows

Karen E Flaherty,Son K Lam,Nick Lee,Jay Prakash Mulki,Andrea L Dixon

Journal of Personal Selling and Sales Management, no. 1 (2012): 29-40

Cited by35Bibtex

Control mechanisms, idea transfer, and performance in sales organizations

Karen E Flaherty,James M Pappas

Industrial Marketing Management, no. 5 (2012): 841-848

Cited by4Bibtex

Expanding the sales professional's role: A strategic re-orientation

Karen E. Flaherty,James M. Pappas

Industrial Marketing Management, no. 7 (2009): 806-813

Cited by14Bibtex

Role Stressors and Retail Performance: The Role of Perceived Competitive Climate

Todd Arnold,Karen E. Flaherty,Kevin E. Voss,John C. Mowen

Journal of Retailing, no. 2 (2009): 194-205

Cited by26EIBibtex

Styles of Thought

Flaherty, James

AMERICAN CATHOLIC PHILOSOPHICAL QUARTERLY, no. 2.0 (2009): 309-313

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The effect of trust on customer contact personnel strategic behavior and sales performance in a service environment

James M. Pappas,Karen E. Flaherty

Journal of Business Research, no. 9 (2008): 894-902

Cited by21EIBibtex

Leadership Propensity and Sales Performance among Sales Personnel and Managers in a Specialty Retail Store Setting

Karen E. Flaherty,John C. Mowen,Tom J. Brown,Greg W. Marshall

Journal of Personal Selling and Sales Management, no. 1 (2008): 43-60

Cited by36Bibtex

Linking cause-related marketing to sales force responses and performance in a direct selling context

Brian V. Larson,Karen E. Flaherty,Alex R. Zablah,Tom J. Brown,Joshua L. Wiener

Journal of The Academy of Marketing Science, no. 2 (2008): 271-277

Cited by84Bibtex

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