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L. Chonko · SciRah

Researcher profile · Semantic Scholar

L. Chonko

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L. Chonko — researcher profile on SciRah

h-index: 49
Works: 123
Citations: 9,499

Most-cited papers

Regulatory focus as a mediator of the influence of initiating structure and servant leadership on employee behavior.
M. Neubert, K. Kacmar, Dawn S. Carlson, L. Chonko +1 more
2008Journal of Applied Psychology848 citations
Semantic Scholar
The Virtuous Influence of Ethical Leadership Behavior: Evidence from the Field
M. Neubert, Dawn S. Carlson, K. Kacmar, James A. Roberts +1 more
2009632 citations
Semantic Scholar
The role of overload on job attitudes, turnover intentions, and salesperson performance ☆
Eli Jones, L. Chonko, Deva Rangarajan, James A. Roberts
2007300 citations
Semantic Scholar
Examining the Impact of Servant Leadership on Salesperson’s Turnover Intention
F. Jaramillo, Douglas B. Grisaffe, L. Chonko, James A. Roberts
2009252 citations
Semantic Scholar
Examining the Impact of Servant Leadership on Sales Force Performance
F. Jaramillo, Douglas B. Grisaffe, L. Chonko, James A. Roberts
2009212 citations
Semantic Scholar
The Impact of Ethics Code Familiarity on Manager Behavior
T. Wotruba, L. Chonko, T. Loe
2001196 citations
Semantic Scholar
Key Accounts and Team Selling: A Review, Framework, and Research Agenda
Eli Jones, Andrea L. Dixon, L. Chonko, Joseph Cannon
2005Journal of Personal Selling & Sales Management174 citations Open access
Semantic Scholar
Organizational Readiness for Change, Individual Fear of Change, and Sales Manager Performance: An Empirical Investigation
W. A. Weeks, James A. Roberts, L. Chonko, Eli Jones
2004166 citations
Semantic Scholar
Of “Likes” and “Pins”: The Effects of Consumers’ Attachment to Social Media
Rebecca A. VanMeter, Douglas B. Grisaffe, L. Chonko
2015162 citations
Semantic Scholar
The Effect of Perceived Ethical Climate on the Search for Sales Force Excellence
W. A. Weeks, T. Loe, L. Chonko, Kirk L. Wakefield
2004Journal of Personal Selling & Sales Management156 citations Open access
Semantic Scholar
Salesperson Perceptions of Equity and Justice and Their Impact on Organizational Commitment and Intent to Turnover
James A. Roberts, Kevin R. Coulson, L. Chonko
1999130 citations
Semantic Scholar
The Need for Speed: Agility Selling
L. Chonko, Eli Jones
2005Journal of Personal Selling & Sales Management128 citations
Semantic Scholar
Generation Y’s Ethical Ideology and Its Potential Workplace Implications
Rebecca A. VanMeter, Douglas B. Grisaffe, L. Chonko, James A. Roberts
2013126 citations
Semantic Scholar
The Role of Environmental Turbulence, Readiness for Change, and Salesperson Learning in the Success of Sales Force Change
L. Chonko, Eli Jones, James A. Roberts, A. Dubinsky
2002Journal of Personal Selling & Sales Management124 citations Open access
Semantic Scholar
Salespeople and Stress: The Moderating Role of Locus of Control on Work Stressors and Felt Stress
James A. Roberts, Richard S. Lapidus, L. Chonko
1997118 citations
Semantic Scholar
Ethics Code Familiarity and Usefulness: Views on Idealist and Relativist Managers Under Varying Conditions of Turbulence
L. Chonko, T. Wotruba, T. Loe
2003106 citations
Semantic Scholar
Organizational and individual learning in the sales force: an agenda for sales research
L. Chonko, A. Dubinsky, E. Jones, James A. Roberts
200395 citations
Semantic Scholar
The Moderating Role of Ethical Climate on Salesperson Propensity to Leave
Christophe Fournier, J. F. Tanner, L. Chonko, C. Manolis
201094 citations
Semantic Scholar
Trade show objectives, management, and staffing practices
J. F. Tanner, L. Chonko
199594 citations
Semantic Scholar
Ethics in Salesperson Decision Making: A Synthesis of Research Approaches and an Extension of the Scenario Method
L. Chonko, J. F. Tanner, W. A. Weeks
1996Journal of Personal Selling & Sales Management90 citations Open access
Semantic Scholar
Cognitive Moral Development and the Impact of Perceived Organizational Ethical Climate on the Search for Sales Force Excellence: A Cross-Cultural Study
W. A. Weeks, T. Loe, L. Chonko, Carlos Ruy Martínez +1 more
200687 citations
Semantic Scholar
Organizational variables, sales force perceptions of readiness for change, learning, and performance among boundary-spanning teams: A conceptual framework and propositions for research
Deva Rangarajan, L. Chonko, Eli Jones, James A. Roberts
200486 citations
Semantic Scholar
Ethical decision making in marketing
L. Chonko
199585 citations
Semantic Scholar
What Are They Thinking? Students' Expectations and Self-Assessments
L. Chonko, J. F. Tanner, Roger Davis
200283 citations
Semantic Scholar
Social responsibility and personal success: A research note
S. D. Hunt, P. Kiecker, L. Chonko
199082 citations
Semantic Scholar
Change Management Initiatives: Moving Sales Organizations from Obsolescence to High Performance
J. Colletti, L. Chonko
1997Journal of Personal Selling & Sales Management81 citations Open access
Semantic Scholar
Direct Selling Ethics at the Top: An Industry Audit and Status Report
L. Chonko, T. Wotruba, T. Loe
2002Journal of Personal Selling & Sales Management80 citations Open access
Semantic Scholar
Business School Education: Some Thoughts and Recommendations
L. Chonko
199379 citations
Semantic Scholar
Serving first for the benefit of others: preliminary evidence for a hierarchical conceptualization of servant leadership
Douglas B. Grisaffe, Rebecca A. VanMeter, L. Chonko
201674 citations
Semantic Scholar
Sales Performance: Timing of Measurement and Type of Measurement Make a Difference
L. Chonko, Terry N. Loe, James A. Roberts, J. F. Tanner
2000Journal of Personal Selling & Sales Management69 citations Open access
Semantic Scholar
Ethics and Marketing Management:: A Retrospective and Prospective Commentary
L. Chonko, S. D. Hunt
200065 citations
Semantic Scholar
Creating a partnership-oriented, knowledge creation culture in strategic sales alliances: a conceptual framework
Eli Jones, L. Chonko, James A. Roberts
200357 citations
Semantic Scholar
Selling and Sales Management in Action: Reward Preferences of Salespeople
L. Chonko, J. F. Tanner, W. A. Weeks
1992Journal of Personal Selling & Sales Management57 citations Open access
Semantic Scholar
A Learning Model of Trade Show Attendance
J. F. Tanner, L. Chonko, Thomas V. Ponzurick
200156 citations
Semantic Scholar
A Job Demands-Resources (JD-R) Perspective on New Product Selling: A Framework for Future Research
A. Zablah, L. Chonko, Lance A. Bettencourt, G. Allen +1 more
201255 citations
Semantic Scholar
Marketing Madness, or How Marketing Departments Think they're in Two Places at Once when they're Not Anywhere at all (According to Some)
L. Chonko, Marjorie J. Caballero
199155 citations
Semantic Scholar
Perceptions of Internal and External Equity as Predictors of Outside Salespeoples' Job Satisfaction
L. Livingstone, James A. Roberts, L. Chonko
1995Journal of Personal Selling & Sales Management51 citations Open access
Semantic Scholar
Achieving Top Performance While Building Collegiality in Sales: It All Starts with Ethics
Omar S. Itani, F. Jaramillo, L. Chonko
201950 citations
Semantic Scholar
Motivating Sales Entrepreneurs to Change: A Conceptual Framework of Factors Leading to Successful Change Management Initiatives in Sales Organizations
Eli Jones, James A. Roberts, L. Chonko
200046 citations
Semantic Scholar
Measuring the Importance of Ethical Situations As a Source of Role Conflict: A Survey of Salespeople, Sales Managers, and Sales Support Personnel
L. Chonko, J. Burnett
201345 citations
Semantic Scholar
Polychronicity and Scheduling’s Role in Reducing Role Stress and Enhancing Sales Performance
Christophe Fournier, W. A. Weeks, C. Blocker, L. Chonko
201344 citations
Semantic Scholar
An Innovative Introduction to Business Course: Marketing the Skills That Marketing Majors (and Others) As Business Majors Will Need for Success
L. Chonko, James A. Roberts
199637 citations
Semantic Scholar
Congruence in sales force evaluations: Relation to sales force perceptions of conflict and ambiguity
L. Chonko, Roy D. Howell, D. Bellenger
201335 citations
Semantic Scholar
Vertical Exchange and Salesperson Stress
J. F. Tanner, M. Dunn, L. Chonko
1993Journal of Personal Selling & Sales Management35 citations Open access
Semantic Scholar
The Unanticipated Dynamics of Promoting Crowdfunding Donation Campaigns on Social Media
Yashar Dehdashti, Aidin Namin, B. Ratchford, L. Chonko
2022Journal of Interactive Marketing33 citations
Semantic Scholar
The Effect of Business Strategy Type on Marketing Organization Design, Product-Market Growth Strategy, Relative Marketing Effort, and Organization Performance
Daniel Rajaratnam, L. Chonko
199532 citations
Semantic Scholar
Selling and Sales Management in Action: The Sales Force's Role in International Marketing Research and Marketing Information Systems
L. Chonko, J. F. Tanner, E. Smith
1991Journal of Personal Selling & Sales Management31 citations
Semantic Scholar
An Exploratory Examination of Situational Variables, Effort and Salesperson Performance
James A. Roberts, Richard S. Lapidus, L. Chonko
199430 citations
Semantic Scholar
Selling and Sales Management in Action : Sales Training: Status and Needs
L. Chonko, J. F. Tanner, W. A. Weeks
1993Journal of Personal Selling & Sales Management30 citations Open access
Semantic Scholar
Performance congruence and value congruence impact on sales force annual sales
W. A. Weeks, L. Chonko, L. Kahle
198930 citations
Semantic Scholar

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Douglas B. Grisaffe

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