G
Gary K. Hunter
Researcher at Clemson University
Publications - 16
Citations - 1202
Gary K. Hunter is an academic researcher from Clemson University. The author has contributed to research in topics: Sales management & Customer relationship management. The author has an hindex of 14, co-authored 16 publications receiving 1077 citations. Previous affiliations of Gary K. Hunter include Case Western Reserve University & Florida International University.
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Making Sales Technology Effective
TL;DR: In this article, the authors proposed relationship-forging tasks that are critical to the link between sales technologies use and key aspects of salesperson performance (i.e., a salesperson's relationship-building performance with customers and administrative performance).
Journal ArticleDOI
Making Sales Technology Effective
TL;DR: In this paper, the authors proposed relationship-forging tasks that are critical to the link between sales technologies use and key aspects of salesperson performance (i.e., a salesperson's relationship-building performance with customers and administrative performance).
Posted Content
Sales Technology Orientation, Information Effectiveness, and Sales Performance
TL;DR: In this article, a behavioral process-model approach is proposed to evaluate sales technology implementations, and the results indicate that a salesperson's technology orientation has a direct impact on internal role performance and it affects performance with customers.
Journal ArticleDOI
Sales technology orientation, information effectiveness, and sales performance
TL;DR: In this article, a behavioral process model approach is proposed to evaluate sales technology implementations, and the results indicate that a salesperson's technology orientation has a direct impact on internal role performance, and it affects performance with customers.
Journal ArticleDOI
The embedded sales force: Connecting buying and selling organizations
Kevin D. Bradford,Steven P. Brown,Shankar Ganesan,Gary K. Hunter,Vincent Onyemah,Robert W. Palmatier,Dominique Rouzies,Rosann L. Spiro,Harish Sujan,Barton A. Weitz +9 more
TL;DR: In this paper, the authors examine some issues affecting the interfaces between elements of the embedded sales force and suggest some directions for future research and methods for examining these issues, which are discussed in detail.