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2019 | OriginalPaper | Chapter

Joe Hair: Impact and Contributions to Sales Research and Teaching

Author : James S. Boles

Published in: The Great Facilitator

Publisher: Springer International Publishing

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Abstract

Dr. Joseph F. Hair, Jr., has been a prolific author of both research articles and textbooks. Though he is best known for his research contributions to methodology and various multivariate techniques where his well-known book on Multivariate Data Analysis has been referenced over 100,000 times, perhaps his substantive, discipline-based contributions to students have been even greater, not the least of which are in the sales domain.

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previous chapter What Makes a Great Textbook? Lessons Learned from Joe Hair

next chapter Der Knacks and a Silver Bullet

Anderson, R. E., & Hair, J. F., Jr. (1983). Sales management: Text with cases. New York, NY: Penguin Random House.

Anderson, R. E., Hair, J. F., Jr., & Bush, A. J. (1987, 1992, 1995). Professional sales management. New York, NY: McGraw-Hill Higher Education.

Anderson, R. E., Hair, J. F., & Bush, A. J. (1999). Professional sales management (3rd ed.). New York, NY: McGraw-Hill Higher Education.

Boles, J. S., Johnston, M. W., & Hair, J. F., Jr. (1997). Role stress, work-family conflict and emotional exhaustion: Inter-relationships and effects on some work-related consequences. Journal of Personal Selling & Sales Management, 17(1), 17–28.

Bush, R. P., Ortinau, D. J., Bush, A. J., & Hair, J. F., Jr. (1990). Developing a behavior based scale to assess retail salesperson performance. Journal of Retailing, 66(1), 119–130.

Hair, J. F., Jr., Notturno, F. L., Russ, F. A., & Kirkpatrick, C. A. (1990). Effective selling. Nashville, TN: South-Western Publishing.

Hair, J. F., Anderson, R. E., Mehta, R., & Babin, B. J. (2008). Sales management: Building customer relationships and partnerships. Scarborough, ON: Nelson Education.

Pullig, C., Maxham, J. G., III, & Hair, J. F., Jr. (2002). Salesforce automation systems: An exploratory examination of organizational factors associated with effective implementation and salesforce productivity. Journal of Business Research, 55(5), 401–415.CrossRef

Title: Joe Hair: Impact and Contributions to Sales Research and Teaching
Author: James S. Boles
Publisher: Springer International Publishing
Book: The Great Facilitator
Print ISBN: 978-3-030-06030-5

Electronic ISBN: 978-3-030-06031-2

Copyright Year: 2019
DOI: https://doi.org/10.1007/978-3-030-06031-2_18