Rosann L. Spiro

3.3k total citations · 1 hit paper
25 papers, 2.5k citations indexed

About

Rosann L. Spiro is a scholar working on Organizational Behavior and Human Resource Management, Marketing and Management of Technology and Innovation. According to data from OpenAlex, Rosann L. Spiro has authored 25 papers receiving a total of 2.5k indexed citations (citations by other indexed papers that have themselves been cited), including 14 papers in Organizational Behavior and Human Resource Management, 11 papers in Marketing and 6 papers in Management of Technology and Innovation. Recurrent topics in Rosann L. Spiro's work include Customer Service Quality and Loyalty (12 papers), Consumer Behavior in Brand Consumption and Identification (9 papers) and Management and Marketing Education (6 papers). Rosann L. Spiro is often cited by papers focused on Customer Service Quality and Loyalty (12 papers), Consumer Behavior in Brand Consumption and Identification (9 papers) and Management and Marketing Education (6 papers). Rosann L. Spiro collaborates with scholars based in United States, France and Italy. Rosann L. Spiro's co-authors include Barton A. Weitz, Kaylene C. Williams, Katherine B. Hartman, William D. Perreault, Andrea L. Dixon, Leslie M. Fine, Harish Sujan, Frank Acito, William L. Cron and Fred D. Reynolds and has published in prestigious journals such as Journal of Marketing, Journal of Marketing Research and Journal of Consumer Research.

In The Last Decade

Rosann L. Spiro

24 papers receiving 2.2k citations

Hit Papers

Adaptive Selling: Concept... 1990 2026 2002 2014 1990 200 400 600
What are hit papers?

Hit papers significantly outperform the citation benchmark for their cohort. A paper qualifies if it has ≥500 total citations, achieves ≥1.5× the top-1% citation threshold for papers in the same subfield and year (this is the minimum needed to enter the top 1%, not the average within it), or reaches the top citation threshold in at least one of its specific research topics.

  1. Adaptive Selling: Conceptualization, Measurement, and Nomological Validity
    1990 668 citations Rosann L. Spiro, Barton A. Weitz Journal of Marketing Research profile →

Peers — A (Enhanced Table)

Peers by citation overlap · career bar shows stage (early→late) cites · hero ref

Name h Career Trend Papers Cites
Rosann L. Spiro United States 18 1.7k 1.1k 715 456 358 25 2.5k
Danny N. Bellenger United States 26 1.3k 0.8× 834 0.8× 583 0.8× 398 0.9× 232 0.6× 69 2.2k
William C. Moncrief United States 22 1.5k 0.9× 693 0.6× 686 1.0× 456 1.0× 276 0.8× 64 2.4k
C. David Shepherd United States 22 1.6k 1.0× 1.0k 0.9× 745 1.0× 401 0.9× 327 0.9× 65 2.6k
Jerry R. Goolsby United States 16 1.6k 1.0× 638 0.6× 723 1.0× 466 1.0× 424 1.2× 22 2.4k
Peter K. Mills United States 22 1.6k 1.0× 1.0k 0.9× 565 0.8× 668 1.5× 189 0.5× 35 2.5k
James H. Donnelly United States 22 1.1k 0.7× 748 0.7× 490 0.7× 335 0.7× 183 0.5× 61 2.1k
Steven W. Hartley United States 13 1.3k 0.8× 474 0.4× 353 0.5× 292 0.6× 276 0.8× 23 1.8k
Son K. Lam United States 24 1.4k 0.8× 930 0.8× 716 1.0× 707 1.6× 191 0.5× 41 2.3k
Todd J. Arnold United States 26 1.4k 0.8× 1.1k 1.0× 799 1.1× 435 1.0× 551 1.5× 53 2.6k
Thomas N. Ingram United States 31 2.3k 1.4× 811 0.7× 638 0.9× 781 1.7× 364 1.0× 71 3.5k

Countries citing papers authored by Rosann L. Spiro

Since Specialization
Citations

This map shows the geographic impact of Rosann L. Spiro's research. It shows the number of citations coming from papers published by authors working in each country. You can also color the map by specialization and compare the number of citations received by Rosann L. Spiro with the expected number of citations based on a country's size and research output (numbers larger than one mean the country cites Rosann L. Spiro more than expected).

Fields of papers citing papers by Rosann L. Spiro

Since Specialization
Physical SciencesHealth SciencesLife SciencesSocial Sciences

This network shows the impact of papers produced by Rosann L. Spiro. Nodes represent research fields, and links connect fields that are likely to share authors. Colored nodes show fields that tend to cite the papers produced by Rosann L. Spiro. The network helps show where Rosann L. Spiro may publish in the future.

Co-authorship network of co-authors of Rosann L. Spiro

This figure shows the co-authorship network connecting the top 25 collaborators of Rosann L. Spiro. A scholar is included among the top collaborators of Rosann L. Spiro based on the total number of citations received by their joint publications. Widths of edges represent the number of papers authors have co-authored together. Node borders signify the number of papers an author published with Rosann L. Spiro. Rosann L. Spiro is excluded from the visualization to improve readability, since they are connected to all nodes in the network.

All Works

20 of 20 papers shown
1.
Spiro, Rosann L., et al.. (2013). Linking Market Share Strategies to Salesforce Objectives, Activities, and Compensation Policies. Journal of Personal Selling and Sales Management. 6(2). 11–18. 2 indexed citations
2.
Bradford, Kevin, Gary K. Hunter, Robert W. Palmatier, et al.. (2010). The embedded sales force: Connecting buying and selling organizations. Marketing Letters. 21(3). 239–253. 66 indexed citations
3.
Cron, William L., Greg W. Marshall, Jagdip Singh, Rosann L. Spiro, & Harish Sujan. (2005). Salesperson Selection, Training, and Development: Trends, Implications, and Research Opportunities. Journal of Personal Selling and Sales Management. 25(2). 123–136. 89 indexed citations
4.
Wiles, Michael A. & Rosann L. Spiro. (2004). Attracting Graduates to Sales Positions and the Role of Recruiter Knowledge: A Reexamination. Journal of Personal Selling and Sales Management. 24(1). 39–48. 25 indexed citations
5.
Dixon, Andrea L., Rosann L. Spiro, & Lukas P. Forbes. (2003). Attributions and Behavioral Intentions of Inexperienced Salespersons to Failure: An Empirical Investigation. Journal of the Academy of Marketing Science. 31(4). 459–467. 39 indexed citations
6.
Spiro, Rosann L., et al.. (2002). Management of a Sales Force, Eleventh Edition (Управление торговым персоналом). 1 indexed citations
7.
Dixon, Andrea L., et al.. (2001). Successful and Unsuccessful Sales Calls: Measuring Salesperson Attributions and Behavioral Intentions. Journal of Marketing. 65(3). 64–78. 92 indexed citations
8.
Spiro, Rosann L., et al.. (1996). Marketing and Sales: Strategic Alignment and Functional Implementation. Journal of Personal Selling and Sales Management. 16(1). 1–20. 66 indexed citations
9.
Williams, Kaylene C., Rosann L. Spiro, & Leslie M. Fine. (1990). The Customer-Salesperson Dyad: An Interaction/Communication Model and Review. Journal of Personal Selling and Sales Management. 10(3). 29–43. 81 indexed citations
10.
Spiro, Rosann L. & Barton A. Weitz. (1990). Adaptive Selling: Conceptualization, Measurement, and Nomological Validity. Journal of Marketing Research. 27(1). 61–61. 668 indexed citations breakdown →
11.
Spiro, Rosann L., et al.. (1988). The marketing concept in perspective. Business Horizons. 31(3). 40–45. 75 indexed citations
12.
Williams, Kaylene C. & Rosann L. Spiro. (1985). Communication Style in the Salesperson-Customer Dyad. Journal of Marketing Research. 22(4). 434–434. 82 indexed citations
13.
Williams, Kaylene C. & Rosann L. Spiro. (1985). Communication Style in the Salesperson-Customer Dyad. Journal of Marketing Research. 22(4). 434–442. 211 indexed citations
14.
Spiro, Rosann L.. (1983). Persuasion in Family Decision-Making. Journal of Consumer Research. 9(4). 393–393. 169 indexed citations
15.
Spiro, Rosann L., et al.. (1981). Training Implications of Salesperson Influence Strategy. Journal of Personal Selling and Sales Management. 1(2). 10–17. 15 indexed citations
16.
Spiro, Rosann L., et al.. (1981). The Introductory Marketing Text: An Examination of Readability. Journal of Marketing Education. 3(2). 41–51. 4 indexed citations
17.
Spiro, Rosann L. & William D. Perreault. (1979). Influence Use by Industrial Salesmen: Influence-Strategy Mixes and Situational Determinants. The Journal of Business. 52(3). 435–435. 105 indexed citations
18.
Perreault, William D. & Rosann L. Spiro. (1978). AN APPROACH FOR IMPROVED INTERPRETATION OF MULTIVARIATE ANALYSIS *. Decision Sciences. 9(3). 402–413. 22 indexed citations
19.
Spiro, Rosann L.. (1977). Influence strategies in industrial selling. Medical Entomology and Zoology. 1 indexed citations
20.
Spiro, Rosann L., William D. Perreault, & Fred D. Reynolds. (1976). The personal selling process: A critical review and model. Industrial Marketing Management. 5(6). 351–363. 55 indexed citations

Rankless uses publication and citation data sourced from OpenAlex, an open and comprehensive bibliographic database. While OpenAlex provides broad and valuable coverage of the global research landscape, it—like all bibliographic datasets—has inherent limitations. These include incomplete records, variations in author disambiguation, differences in journal indexing, and delays in data updates. As a result, some metrics and network relationships displayed in Rankless may not fully capture the entirety of a scholar's output or impact.

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