Faculty & Research Faculty Publications
Bol, J.C. and J. Blanche. 2021. Operational Risk Management: Organizational Controls and Incentive System Design.
Bol, J.C., L. Laviers, and J Sandvik. 2023. Creativity Contests: An Experimental Investigation of Eliciting Employee Creativity. Journal of Accounting Research
Bol, J.C. and S. Loftus. 2022. The Dual-Role Framework: A Structured Approach for Analyzing Management Controls. Journal of Management Accounting Research. 1049-2127
Bol, J.C. and J. Leiby. 2021. Status Motives and Agent-to-Agent Information Sharing Review of Accounting Studies, April
Bol, J.C., C. Estep, F. Moers and M. Peecher. 2018. The Role of Tacit Knowledge in Auditor Expertise and Human Capital Development Journal of Accounting Research, 56(4):1205-1252
Bol, J.C. and J. Leiby. 2018. Subjectivity in Professionals' Incentive Systems: Differences between Promotion- and Performance-Based Assessments Contemporary Accounting Research, volume 35(1)
Bol, J.C. and J. Lill. 2015. Performance Target Revisions in Incentive Contracts: Do Information and Trust Reduce Ratcheting and the Ratchet Effect? The Accounting Review, 90(5): 1755- 1778
Bushee, B.J., J.E. Core, W.R. Guay, and S.J.W. Hamm. 2010. The role of the business press as an information intermediary. Journal of Accounting Research 48(1): 1-19.
Hamm, S.J.W., M.J. Jung, and C. Wang. 2015. Making sense of one dollar CEO salaries. Contemporary Accounting Research 32(3): 941-972.
Hamm, S.J.W., B. Jung, and W. Lee. 2018. Labor unions and income smoothing. Contemporary Accounting Research, 35(3): 1201-1228.
Hamm, S.J.W., M.J. Jung and M. Park. 2021. Corporate venture capital, disclosure, and financial reporting. Corporate Governance: An International Review
Hamm, S.J.W., B. Jung, W. Lee, and D.G. Yang. 2022. Organized labor and inventory stockpiling, The Accounting Review, 97 (2): 241â€“266. Jake Krupa
Krupa, J. and, Minutti-Meza, M., 2022. Regression and Machine Learning Methods to Predict Discrete Outcomes in Accounting Research. Journal of Financial Reporting (2022) 7 (2): 131–178.
Gutierrez, E., Krupa, J., Minutti-Meza, M. and Vulcheva, M., 2020. Do going concern opinions provide incremental information to predict corporate defaults?. Review of Accounting Studies, 25(4), pp.1344-1381. Lisa LaViers
Pincus, M., LaViers, L., Prietula, M. J., & Berns, G. (2017). The Conforming Brain and Deontological Resolve. Thinking about Bribery: Neuroscience, Moral Cognition and the Psychology of Bribery. Cambridge University Press.
LaViers, L. Sandvik, J., and Xu, D. "Fairness is in the Eye of the Investor: CEO Pay Ratio Disclosure Strategies and Market Reactions". Forthcoming at The Review of Accounting Studies
Bol, J., LaViers, L., Sandvik, J. "The Creativity Contest: An Experimental Investigation of Eliciting Employee Creativity" (2022)
LaViers, L. and Sandvik, J. (2023) The Effect of Workplace Gender Diversity Disclosures on Job Search Decisions Gans Narayanamoorthy
Heitz, A. and G. Narayanamoorthy (2020) "Creditor Rights and Bank Loan Losses", Journal of Financial and Quantitative Analysis, forthcoming
He., S., G. Narayanamoorthy (2020), "Earnings Acceleration and Stock Returns" Journal of Accounting and Economics, Vol. 69, Issue 1, 26-47
Cassell, C., Hunt, E., G. Narayanamoorthy and S. Rowe (2019), "A hidden risk of auditor industry specialization: evidence from the financial crisis" Review of Accounting Studies, Vol. 24, Issue 3, 891-926
Narayanamoorthy, G. and H. Zhou (2016), "Litigation Settlements, Market Expectations and Financial Distress Costs", Australian Journal of Management Vol. 41, Issue 3, 459-483
Cao, Z. and G. Narayanamoorthy (2014), "Accounting and Litigation Risk: Evidence from D&O Insurance Pricing" Review of Accounting Studies Vol. 19, Issue 1, 1-42
Beck, P. and G. Narayanamoorthy (2013), Did the SEC Impact Banks' Loan Loss Reserve Policies and their Informativeness? Journal of Accounting and Economics Vol. 56, Nos. 2-3, 42-65
Cao, S. and G. Narayanamoorthy (2012), "Earnings Volatility, Post-Earnings Announcement Drift and Trading Frictions" Journal of Accounting Research 50 41-74 John Page
"Bank Accounting Practices and Current Financial System Uncertainty", The CPA Journal
Wheeler, P.B. "Loan Loss Accounting and Procyclical Bank Lending: The Role of Direct Regulatory Actions." Journal of Accounting and Economics, 67, No. 2-3 (2019): 463-495.
Wheeler, P.B. "Unrecognized Expected Credit Losses and Bank Share Prices." Journal of Accounting Research, 59, No. 3 (2021), 805-866.
Wallace, Monica Hof and Otten, Christopher Gerald (2014). A Primer on Kentucky's Same-Sex Marriage Lawsuit, LGBT Litigator, American Bar Association, Summer 2014, Vol. 4, No. 2
Hof Wallace, Monica and Otten, Christopher Gerald, Marriage Equality: The 'States' of the Law Post-Windsor and Perry, 16 LOY. J. PUB. INT. L. 215 (2014) Oleg Gredil
Do Private Equity Funds Manipulate Reported Returns? (with G.Brown & S.Kaplan) , Journal of Financial Economics, 132 (2), 2019
Governance under the Gun: Spillover Effects of Hedge Fund Activism (with N.Gantchev & P.Jotikasthira), Review of Finance 23(6), 2019
Do Private Equity Managers Have Superior Information on Public Markets? Journal of Financial and Quantitative Analysis, 51 (1), 2022
On the Information Content of Credit Ratings and Market-based Measures of Default Risk (w/ N.Kapadia & J.Lee), Journal of Financial Economics, 146 (1), 2022
Nowcasting Net Asset Values: The Case of Private Equity (with G.Brown & E.Ghysels), Review of Financial Studies, 36 (3), 2023
Finding Fortune: How Do Institutional Investors Pick Asset Managers? (with G.Brown & P.Kantak), Review of Financial Studies, 2023
Benchmarking private equity: The direct alpha method (with B.Griffiths, & R.Stucke), Journal of Corporate Finance, 2023 Michael Burke
Burke, M., Smith-Crowe, K., Burke, M., Cohen, A., Doveh, E., & Sun, S. (2021). The Relative Importance and Interaction of Contextual and Methodological Predictors of Mean rWG for Work Climate. Journal of Business and Psychology.
Valenzuela, L., & Burke, M.J. (2020). Toward a greater understanding of Colombian professional truck drivers' safety performance. Transportation Research Part F, 73, 188-204
Burke, M.J., Cohen, A., Doveh, E., & Smith-Crowe, K. (2018). Central tendency matched difference approaches for assessing interrater agreement. Journal of Applied Psychology, 103, 1198-1229.
Hofmann, D.A., Burke, M.J., & Zohar, D. (2017). 100 years of occupational safety research: From basic protections and work analysis to a multilevel view of workplace safety and risk. Journal of Applied Psychology, 102, 375-388.
Burke, M.I., Landis, R.L., & Burke, M.J. (2017). Estimating group-level relationships General recommendations and considerations for the use of intraclass correlation coefficients. Journal of Business and Psychology, 32, 611-626.
Wallace, J.C., Edwards, B., Paul, J., Burke, M., Christian, M., & Eissa, G. (2016). Change the referent? A meta-analytic investigation of direct and referent-shift consensus models for organizational climate. Journal of Management, 42, 838-861
Becker, W., & Burke, M.J. (2014). Instructional staff rides for management learning and education. Academy of Management Learning & Education. 13, 510-524. Huaizhong Chen
Knotts, K., Houghton, J. D., Pearce, C. L., Chen, H., Stewart, G. L., Manz, C. C. (in press) Leading from the inside out: A meta-analysis of self-leadership and individual outcomes. European Journal of Work and Organizational Psychology.
Sun, S., Burke, M., Chen, H., Tan, Y., Zhang, J., Hou, L. (2021). Mitigating the psychologically detrimental effects of supervisor undermining: Joint effects of voice and political skill. Human Relations.
Sun, S. & Chen, H. (2017). Is political behavior a viable coping strategy to organizational politics? Unveiling the underlying resource dynamics. Journal of Applied Psychology, 102(10), 1471-1482.
Performance appraisal and performance management: 100 Years of Progress? JOURNAL OF APPLIED PSCYHOLOGY, 2017.
Success and Failure in Internaitonal assignments: A Review and Proposed Multi-dimensional Model. JOURNAL OF GLOBAL MOBILITY, 2016.
Cross-level effects of demography and diversity cilmate efefcts on organizational attachment anf firm efefctiveness. JOURNAL OF ORGANIZATIONAL BEHAVIOR, 2009.
Host country nationals: The mising key expatruate success and failure? ACADEMY OF MANAGEMENT EXCUTIVE, 2005.
The effects of feddback niterventions on performance: Historical review, meta-analysis, and a preliminary feedback intervention theiry. PSYCHOLOGICAL BULLETIN, 1996.
THe effects of communication with employees follwing a nmerger: A longitudinal field study. ACADEMY OF MANAGEMENT JOURNAL, 1991.
Sherif A. Ebrahim
"The Impact of Forced Innovation on Its Intended Outcomes," (S. Ebrahim)
White Paper, Small Business and Entrepreneurship Presented to the Board of Governors of the Federal Reserve System, the Federal Reserve Bank of Atlanta, and the Ewing Marion Kauffman Foundation. (2012)
"The Golden Rules of Goal Setting," Strategic Management Group, All Rights Reserved, (2012).
"Goal Setting Mistakes," Strategic Management Group, All Rights Reserved. (2012).
"Cooperative Strategies for Effective Stock Transactions," Strategic Management Group, All Rights Reserved, (2012).
"The Impact of Managed Care on the Appropriate Utilization of Emergency Services," National Association of Public Health (1995).
(* equal authorship)
Ding, H.*, Hu, Y.*, Jiang, H.*, Wu, J.*, & Zhang, Y.* 2023. Social Embeddedness and Supply Chains: Doing Business with Friends vs. Making Friends in Business. Production and Operations Management, forthcoming
Jiang, H.*, Xia, J.*, Luo, Y*, Hitt, M.*, & Shen, J.* 2023. Resource Dependence Theory in International Business: Progress and Prospects. Global Strategy Journal, 13(1): 3-57.
Jiang, H., Jia, N., Bruton, G., & Bai, T. 2021. Cleaning House before Hosting New Guests: A Political Path Dependence Model of Political Connection Adaptation in the Aftermath of Anticorruption Shocks. Strategic Management Journal, 42(10): 1793-1821.
Jiang, H., Xia, J., Devers, C., & Shen, W. 2021. Who Will Board a Sinking Ship? A Firm-Director Interdependence Perspective of Mutual Selection between Declining Firms and Director Candidates. Academy of Management Journal, 64(3): 901-925.
Jiang, H.*, Wang, Z.*, Yang, L.*, Shen, J., & Hahn, J., 2021. How rewarding are your rewards? A value-based view of crowdfunding rewards and crowdfunding performance. Entrepreneurship: Theory & Practice, 45(3): 562-599
Zhang, J.*, Jiang, H.*, Wu, R., & Li, J. 2019. Reconciling the Dilemma of Knowledge Sharing: A Network Pluralism Perspective of Firms. Journal of Management, 45(7): 2635-2665
Schilke, O. & Jiang, H. 2019. Embeddedness across Governance Modes: Is There a Link between Pre-Merger Alliances and Divestitures? Academy of Management Discoveries, 5(2): 137-151.
Jiang, H., Cannella, A.A., Xia, J., & Xiao, T. 2018. Do Ongoing Networks Block out New Friends? Reconciling the Dilemma between Resource Dependence and Network Embeddedness. Strategic Management Journal, 39(1): 217-241.
Jiang, H., Cannella, A.A., & Jiao, J. 2018. Does Desperation Breed Deception? A Behavioral Model of Venture Opportunism. Entrepreneurship: Theory and Practice, 42(5): 769-796.
Jiang, H., Xia, J., Cannella, A.A, & Semadeni, M. 2017. Choose to Fight or Choose to Flee: A Social Embeddedness Perspective of Executive Ship Jumping in Declining Firms. Strategic Management Journal, 38(10): 2061-2079.
Xia, J., Dawley, D., Jiang, H., Ma, R., & Boal, K. 2016. Resolving a Dilemma of Signaling Bankrupt-Firm Emergence: A Dynamic Integrative View. Strategic Management Journal, 37(8): 1754-1764.
Carpenter, M.A.*, Li, M.*, & Jiang, H.* 2012. Social Network Research in Organizational Contexts: A Systematic Review of Methodological Issues and Choices. Journal of Management, 38(4): 1328-1361 Rajat Khanna
Khanna, R., Guler, I. and Nerkar, A., 2016. Fail often, fail big, and fail fast? Learning from small failures and R&D performance in the pharmaceutical industry. Academy of Management Journal, 59(2), pp.436-459.
Khanna, R., Guler, I. and Nerkar, A., 2018. Entangled decisions: Knowledge interdependencies and terminations of patented inventions in the pharmaceutical industry. Strategic Management Journal, 39(9), pp.2439-2465.
Khanna, R., 2020. Aftermath of a tragedy: A star's death and coauthors' subsequent productivity. Research Policy, p.104159.
Khanna R. 2021. Peeking inside the black box: Inventor turnover and patent termination. Journal of Management 48(4): 936-972
Khanna R, Guler I. 2022. Degree Assortativity in Collaboration Networks and Invention Performance. Strategic Management Journal, 1-29
Watkins, T., Kleshinski, C. E., Longmire, N. H., & He, W. 2022. Rekindling the Fire and Stoking the Flames: How and When Workplace Interpersonal Capitalization Facilitates Pride and Knowledge Sharing at Work. Academy of Management Journal.
Longmire, N. H., & Taylor, J. L. 2022. The role of colleagues in work experiences for employees with autism. In S. M. BruyÃ¨re & A. Colella (Eds.), Neurodiversity in the Workplace (1st ed.): 16â€“59. New York: Routledge.
Longmire, N. H., & Harrison, D. A. 2018. Seeing their side versus feeling their pain: Differential consequences of perspective-taking and empathy at work. Journal of Applied Psychology, 103(8): 894â€“915.
Sun, S. (2022). Is political skill always beneficial? Why and when politically skilled employees become targets of coworker social undermining. Organization Science, 33(3), 1142-1162.
Yu, W., Li, Z. A., Foo, M.-D., & Sun, S. (2022). Perceived social undermining keeps entrepreneurs up at night and disengaged the next day: The mediating role of sleep quality and the buffering role of trait resilience. Journal of Business Venturing, 37(2), 106186.
Burke, M. J., Smith-Crowe, K., Burke, M. I., Cohen, A., Doveh, E., & Sun, S. (2022). The Relative Importance and Interaction of Contextual and Methodological Predictors of Mean rWG for Work Climate. Journal of Business and Psychology, 37(5), 923-951.
Sun, S., Burke, M., Chen, H., Tan, Y., Zhang, J., & Hou, L. (2021). Mitigating the psychologically detrimental effects of supervisor undermining: Joint effects of voice and political skill. Human Relations.
Sun, S., Wang, N., Zhu, J., & Song, Z. (2020). Crafting job demands and employee creativity: A diary study. Human Resource Management, 59(6), 569-583.
Sun, S. & Chen, H. (2017). Is political behavior a viable coping strategy to perceived organizational politics? Unveiling the underlying resource dynamics. Journal of Applied Psychology, 102 (10), 1471-1482.
Uy, M. A., Sun, S., & Foo, M.-D. (2017). Affect spin, entrepreneurs' well-being, and venture goal progress: The moderating role of goal orientation. Journal of Business Venturing, 32(4), 443-460.
Sun, S. & van Emmerik, IJ. H. (2015). Are proactive personalities always beneficial? Political skill as a moderator. Journal of Applied Psychology, 100 (3), 966-975.
Sun. S., Vancouver, J., & Weinhardt, J. (2014). Goal choices and planning: Distinct expectancy and value effects in two goal processes. Organizational Behavior and Human Decision Processes, 125 (2), 220-233.
Sun, S., Song, Z., & Lim, V. K. (2013). Dynamics of the job search process:Developing and testing a mediated moderation model. Journal of Applied Psychology, 98(5), 771-784.
Sun, S. & Frese, M. (2013). Multiple goal pursuit. In E. A. Locke and G. P. Latham (Eds, pp. 179-194), New developments in goal setting and task performance. New York: Routledge. J. Cameron Verhaal
Verhaal, J.C., Hahl, O., and Fandl, K. (2022). Authenticity-Based Connections as Organizational Constraints and the Paradox of Authenticity in the Market for Cuban Cigars. Organization Science (In Press)
Khessina, O., Reis, S., and Verhaal, J,.C. (2021). Stepping out of the Shadows: Identity Exposure as a Remedy for Stigma Transfer Concerns in the Medical Marijuana Market. Administrative Science Quarterly, 66(3), 569-611.
Verhaal, J.C. and Dobrev, S. (2021). The Authenticity Paradox: Why Returns to Authenticity on Audience Appeal Decrease in Popularity and Iconicity. Journal of Management, 48(2), 251-280.
Barlow, M., Verhaal, J.C., and Angus, R. (2019). Optimal Distinctiveness, Strategic Categorization, and product Market Entry in the Google Play App Platform. Strategic Management Journal, 40(8), 1219-1242.
Barlow, M., Verhaal, J.C., and Hoskins, J. (2018). Guilty By Association: Product Level Category Stigma and Audience Expectations in the U.S. Craft Beer Industry. Journal of Management, 44(7), 2934-2960
Verhaal, J.C., Hoskins, J., and Lundmark, L. (2017). Little Fish in a Big Pond: Legitimacy Transfer, Authenticity, and Factors of Peripheral Competition in the Market Center. Strategic Management Journal, 38(12), 2532-2552.
Verhaal, J.C., Khessina, O., and Dobrev, S. (2015) Oppositional Product Names, Organizational Identity, and Product Appeal. Organization Science 26(5), 1466-1484. Carmen Weigelt
Weigelt, C., E. Shittu (2016): Competition, Regulatory Policy, and Firms' Resource Investments: The case of Renewable Energy Technologies, forthcoming, Academy of Management Journal, 2016, 59(2)
Weigelt, C. (2013): Leveraging Supplier Capabilities: The role of the Locus of Capability Deployment, Strategic Management Journal
Weigelt, C., Miller, D. (2013): Implications of Internal Organization Structure for Firm Boundaries, Strategic Management Journal
Weigelt, C., Sarkar, MB. (2012): Performance Implications of Outsourcing for Technological Innovations: Managing the Efficiency and Adaptability Trade-Off, Strategic Management Journal, 33(2): 189-216.
Weigelt, C., Sarkar, MB. (2009): Learning from Supply-Side Agents: The Impact of Technology Solution Providers' Experiential Diversity on Clients' Innovation Adoption, Academy of Management Journal, 52(1): 37-60.
Weigelt, C. (2009): The Impact of Outsourcing New Technologies on Integrative Capabilities and Performance, Strategic Management Journal,30(6): 595-616
"River of Skills", International Society of Organizational Behavior, Milan, Italy, 1998.
"Effective Developmental Leadership: A Study of the Traits and Behaviors of a Leader Who Develops Both People and the Organization", Dissertation, LSU, 2004
Executive Leadership, Practice and Application, 2003
Facilitative Leadership, Creating a Collaborative Working Environment, 2003
International Leadership, Demands of a Global Economy, 2002
Teambuilding for the Professional Work Teams, 2001
Zhang, Y., and W. Yang. (Forthcoming) Breakthrough Invention and Problem Complexity: Evidence from a Quasi-Experiment. Strategic Management Journal.
Zhang, Y., J. Li, and T. Tong. (2022) How Platform Gatekeeping Affects Knowledge Sharing among Complementors. Strategic Management Journal, 43(3), 599-626.
Zhang, Y., and T. Tong. (2021) Vertical integration and rm innovation: Quasi-experimental evidence. Organization Science, 32(2), 455-479
Zhong, W., Z. Ma, T. Tong, Y. Zhang, and L. Xie. (2021) Customer Concentration, Executive Attention, and Firm Search Behavior. Academy of Management Journal, 64(5), 1625-1647.
He, Z. L., Tong, T. W., Zhang, Y., & He, W. (2018). Constructing a Chinese patent database of listed firms in China: Descriptions, lessons, and insights. Journal of Economics & Management Strategy, 27(3), 579-606.
He, Z. L., Tong, T. W., Zhang, Y., & He, W. (2018). A database linking Chinese patents to China's census firms. Scientific data, 5, 180042.
Tong, T. W., Zhang, K., He, Z. L., & Zhang, Y. (2018). What determines the duration of patent examination in China? An outcome-specific duration analysis of invention patent applications at SIPO. Research Policy, 47(3), 583-591. Musa Caglar
A Compartmental Model to Analyze COVID-19 Spread: Policies and Strategies to Control the Pandemic (With Ali Dag, Eyup Kibis, Serhat Simsek) (Work-In-Process)
Dolatsara, H.A., Caglar, M., Kibis, E., Dag, A., Predicting Bitcoin Price Trend Through Other Markets Data (Under Review)
Caglar M., Gurel S., Public R&D Project Portfolio Selection Under Expenditure Uncertainty and Policy Constraints (Under Review)
A Hybrid Elastic Net Incorporated Bayesian Belief Network Approach to Rectum Cancer Patient Survival (With Ali Dag, Abdullah Asilkalkan, Osman Aydas, Serhat Simsek (Under Review)
Yucel A., Caglar, M., Dolatsara, H.A., George, B., Dag, A., Predicting Hotel Reviews From Sentiment: A Multinomial Classification Framework, Journal of Modelling in Management, May 2021.
Caglar M., Gurel S., Impact assessment based sectoral balancing in public R&D project portfolio selection, Socio-Economic Planning Sciences, Volume 66, pp 68-81, 2019.
Caglar M., Gurel S., Public R&D project portfolio selection problem with cancellations, OR Spectrum, Volume 39, Issue 3, pp 659 - 687, 2017. Fariba Farajbakhsh Mamaghani
Lugovoi, I., D. Andritsos, C. Senot. Novelty and scope of process innovation: The role of related and unrelated manufacturing experience. Forthcoming in Production and Operations Management.
Lugovoi, I., D. Andritsos, C. Senot. 2022. Manufacturing Process Innovation in the Pharmaceutical Industry. Manufacturing & Service Operations Management. 24 (3): 1760-1778.
Senot, C. 2021. Reflections on Continuity of Care and Risk of Readmission. Production and Operations Management. 30 (5): 1271-1272.
Senot, C. 2019. Continuity of Care and Risk of Readmission: An investigation into the Healthcare Journey of Heart Failure Patients. Production and Operations Management 28 (8): 2008-2030.
Senot, C., A. Chandrasekaran, and P.T. Ward. 2016. Collaboration between Service Professionals during the Delivery of Health Care: Evidence from a Multiple-Case Study in U.S. Hospitals. Journal of Operations Management 42-43: 62-79.
Senot, C., A. Chandrasekaran, P.T. Ward, A.L. Tucker, S.D. Moffatt-Bruce. 2016. The Impact of Combining Conformance and Experiential Quality on Hospitals' Readmissions and Cost Performance. Management Science 62 (3): 829-848.
Senot, C., A. Chandrasekaran, and P.T. Ward. 2016. Role of Bottom-up Decision Processes in Improving the Quality of Health Care Delivery: A Contingency Perspective. Production and Operations Management 62 (3): 458-476.
Senot, C., A. Chandrasekaran. 2015. What Has the Biggest Impact on Hospital Readmission Rates. Harvard Business Review.
Chandrasekaran, A.*, C. Senot*, K.K. Boyer. 2012. Process Management Impact on Clinical and Experiential Quality: Managing Tensions between Safe and Patient-Centered Healthcare. Manufacturing & Service Operations Management 62 (4): 548-566. Harish Sujan
Weitz, Barton A., Harish Sujan and Mita Sujan (1986), "Knowledge, Motivation and Adaptive Behavior: A Framework for Improving Selling Effectiveness," Journal of Marketing, 50 (October), 174-191. (WOS Cites=277)
Murray, Noel, Harish Sujan, Edward Hirt and Mita Sujan (1990), "The Effects of Mood on Categorization: A Cognitive Flexibility Hypothesis," Journal of Personality and Social Psychology, 58, (September), 411-434. (WOS Cites=170)
Sujan, Harish, Barton A. Weitz and Nirmalya Kumar (1994), "Learning Orientation, Working Smart and Effective Selling," Journal of Marketing (July), 39-52. (WOS Cites=277).
Wagner, Richard K., Harish Sujan, Mita Sujan, Carol Rashotte and Robert J. Sternberg (1999), "Tacit Knowledge in Sales," in Tacit Knowledge in Professional Practice, editors Robert J. Sternberg and Joseph A. Horvath, 155-183.