Jerry R. Goolsby

TL;DR: Many academic disciplines are approaching the study of ethics from a cognitive orientation by exploring the moral reasoning processes individuals use to make ethical judgments as mentioned in this paper, and many of these disciplines are interested in exploring the process of making ethical judgments.

TL;DR: In this article, the authors define the burnout construct and develop hypotheses to examine if burnout act as a predictor of customer service representatives' job performance degradation and burnout in marketing boundary spanners.

TL;DR: In this paper, the authors report the results of a paired-comparison ethnographic study of the dynamics of implementing a customer orientation in a major public school district and provide answers to the question of how an organization adopts customer orientation by refining understanding of the roles of leadership, interfunctional coordination, and the collection and dissemination of customer-focused data in the transformation process.

TL;DR: In this article, two relational communication traits, communication apprehension and interaction involvement, are investigated within an adaptive selling framework to assess their impact on salesperson adaptiveness and sales performance, using a sample of 239 insurance salespeople, results demonstrate that salespeople exhibiting lower levels of communication apprehension are more highly involved in communication interactions.

TL;DR: In this paper, a theory for role stress and its effects on marketing organizations is presented. But, despite the tremendous volume of research, the boundary spanning roles of marketing organizations continue to be plagued by the deleterious effects of role stress.