Research output per year
Research output per year
Research output
- 28 Article
- 28 results
Search results
-
2020
Communication Preferences of Business-to-Business Buyers for Receiving Initial Sales Messages: A Comparison of Media Channel Selection Theories
Anders, A. D., Coleman, J. T. & Castleberry, S. B., Jul 1 2020, In: International Journal of Business Communication. 57, 3, p. 370-400 31 p.Research output: Contribution to journal › Article › peer-review
10 Scopus citations -
Multi-family ventures, llc and the 2008 financial crisis: Ethical decisions regarding keeping the board informed
Morawski, M. & Castleberry, S. B., 2020, In: Journal of Business Ethics Education. 17, p. 273-284 12 p.Research output: Contribution to journal › Article › peer-review
-
2018
Any questions? Questioning skill as a selling tactic for sales students
Arndt, A. D., Rippé, C. B. & Castleberry, S. B., Sep 1 2018, In: Journal for Advancement of Marketing Education. 26, 2, p. 1-9 9 p.Research output: Contribution to journal › Article › peer-review
5 Scopus citations -
2014
Salesperson Ethics: An Interactive Computer Simulation
Castleberry, S., Aug 1 2014, In: Journal of Marketing Education. 36, 2, p. 209-216 8 p.Research output: Contribution to journal › Article › peer-review
9 Scopus citations -
Salesperson Ethics: An Interactive Computer Simulation
Castleberry, S., Aug 1 2014, In: Journal of Marketing Education. 36, 2, p. 209-216 8 p.Research output: Contribution to journal › Article › peer-review
9 Scopus citations -
2012
Managerial and Public Attitudes Toward Ethics in Marketing Research
Aggarwal, P., Vaidyanathan, R. & Castleberry, S., Sep 2012, In: Journal of Business Ethics. 109, 4, p. 463-481 19 p.Research output: Contribution to journal › Article › peer-review
7 Scopus citations -
2011
A cross-generational comparison of motivational factors in a sales career among Gen-X and Gen-Y college students
Bristow, D., Amyx, D., Castleberry, S. B. & Cochran, J. J., Jan 1 2011, In: Journal of Personal Selling and Sales Management. 31, 1, p. 77-85 9 p.Research output: Contribution to journal › Article › peer-review
42 Scopus citations -
2010
Dealing with Extension's partners: What's ethical?
Schmitt, M. A. & Castleberry, S. B., Aug 1 2010, In: Journal of Extension. 48, 4Research output: Contribution to journal › Article › peer-review
1 Scopus citations -
2007
Prison field trips: Can white-collar criminals positively affect the ethical and legal behavior of marketing and MBA students?
Castleberry, S. B., Apr 2007, In: Journal of Marketing Education. 29, 1, p. 5-17 13 p.Research output: Contribution to journal › Article › peer-review
16 Scopus citations -
2005
Salesperson empathy and listening: Impact on relationship outcomes
Aggarwal, P., Castleberry, S. B., Ridnour, R. & Shepherd, C. D., 2005, In: Journal of Marketing Theory and Practice. 13, 3, p. 16-31 16 p.Research output: Contribution to journal › Article › peer-review
126 Scopus citations -
2002
The web as an information source for sales recruits. Its effectiveness in aiding anticipatory socialization of salespeople
Castleberry, S. B., Oct 1 2002, In: Industrial Marketing Management. 31, 7, p. 573-579 7 p.Research output: Contribution to journal › Article › peer-review
5 Scopus citations -
2001
Using Secondary Data in Marketing Research: A Project That Melds Web and Off-Web Sources
Castleberry, S. B., Dec 2001, In: Journal of Marketing Education. 23, 3, p. 195-203 9 p.Research output: Contribution to journal › Article › peer-review
14 Scopus citations -
1997
Linking effective listening with salesperson performance: An exploratory investigation
Shepherd, C. D., Castleberry, S. B. & Ridnour, R. E., 1997, In: Journal of Business and Industrial Marketing. 12, 5, p. 315-322 8 p.Research output: Contribution to journal › Article › peer-review
24 Scopus citations -
The variability of attitudinal repeat-rates
Dall'Olmo Riley, F., Ehrenberg, A. S. C., Castleberry, S. B., Barwise, T. P. & Barnard, N. R., Dec 1997, In: International Journal of Research in Marketing. 14, 5, p. 437-450 14 p.Research output: Contribution to journal › Article › peer-review
80 Scopus citations -
1995
Professional Selling and Relationship Marketing: Moving from Transactional Role-Playing to Partnering
Tanner, J. F. & Castleberry, S. B., Dec 1995, In: Journal of Marketing Education. 17, 3, p. 51-62 12 p.Research output: Contribution to journal › Article › peer-review
6 Scopus citations -
1994
Individual attitude variations over time
Castleberry, S. B., Barnard, N. R., Barwise, T. P., Ehrenberg, A. S. C. & Riley, F. DO., Apr 1994, In: Journal of Marketing Management. 10, 1-3, p. 153-162 10 p.Research output: Contribution to journal › Article › peer-review
25 Scopus citations -
1993
Effective interpersonal listening and personal selling
Castleberry, S. B. & David Shepherd, C., Jan 1 1993, In: Journal of Personal Selling and Sales Management. 13, 1, p. 35-49 15 p.Research output: Contribution to journal › Article › peer-review
82 Scopus citations -
Job analysis and hiring practices for national account marketing positions
Wotruba, T. R. & Castleberry, S. B., Jan 1 1993, In: Journal of Personal Selling and Sales Management. 13, 3, p. 50-65 16 p.Research output: Contribution to journal › Article › peer-review
45 Scopus citations -
The ethical framework of advertising and marketing research practitioners: A moral development perspective
Castleberry, S. B., French, W. & Carlin, B. A., Jun 1993, In: Journal of Advertising. 22, 2, p. 39-46 8 p.Research output: Contribution to journal › Article › peer-review
29 Scopus citations -
The Participation Model: Factors Related to Buying Decision Participation
Tanner, J. F. & Castleberry, S. B., Oct 14 1993, In: Journal of Business-to-Business Marketing. 1, 3, p. 35-61 27 p.Research output: Contribution to journal › Article › peer-review
8 Scopus citations -
1990
Leaders in selling and sales management: The sales program at northern illinois university
Castleberry, S. B., Jan 1 1990, In: Journal of Personal Selling and Sales Management. 10, 3, p. 77-79 3 p.Research output: Contribution to journal › Article › peer-review
1 Scopus citations -
Selling & sales management in action: The importance of various motivational factors to college students interested in sales positions
Castleberry, S. B., Jan 1 1990, In: Journal of Personal Selling and Sales Management. 10, 2, p. 67-72 6 p.Research output: Contribution to journal › Article › peer-review
13 Scopus citations -
Vertical exchange quality and performance: Studying the role of the sales manager
Tanner, J. F. & Castleberry, S. B., Jan 1 1990, In: Journal of Personal Selling and Sales Management. 10, 2, p. 17-27 11 p.Research output: Contribution to journal › Article › peer-review
46 Scopus citations -
1989
Communicating quality to consumers
Castleberry, S. B. & Resurreccion, A. V. A., Mar 1 1989, In: Journal of Consumer Marketing. 6, 3, p. 21 1 p.Research output: Contribution to journal › Article › peer-review
8 Scopus citations -
Videotaped Role Playing in the Personal Selling Classroom: A Practical Guide
Castleberry, S. B., Apr 1989, In: Journal of Marketing Education. 11, 1, p. 33-39 7 p.Research output: Contribution to journal › Article › peer-review
14 Scopus citations -
1986
The manager-salesperson relationship: An exploratory examination of the vertical-dyad linkage model
Castleberry, S. B. & Tanner, J. F., Nov 1986, In: Journal of Personal Selling and Sales Management. 6, 3, p. 29-37 9 p.Research output: Contribution to journal › Article › peer-review
41 Scopus citations -
1985
A longitudinal field test of stockout effects on multi-brand inventories
Motes, W. H. & Castleberry, S. B., Sep 1 1985, In: Journal of the Academy of Marketing Science. 13, 4, p. 54-68 15 p.Research output: Contribution to journal › Article › peer-review
24 Scopus citations -
1984
A longitudinal test of price effects on brand choice behavior
Motes, W. H., Castleberry, S. B. & Motes, S. G., Dec 1984, In: Journal of Business Research. 12, 4, p. 493-503 11 p.Research output: Contribution to journal › Article › peer-review
3 Scopus citations