Research Focus: Professional Selling, Sales Management, Front Line Employees, Artificial Intelligence
Beeler, Lisa, Nawar Chaker, Prachi Gala, and Alex Zablah (forthcoming). "The Divergent Effects of Organizational Identification on Salesperson and Customer Outcomes in a Friend-Selling Context." Journal of Personal Selling & Sales Management.
Delpechitre, Duleep, Lisa Beeler, and Nawar Chaker (2018). "Customer Value Co-creation Behavior: A Dyadic Exploration of the Influence of Salesperson Emotional Intelligence on Customer Participation and Citizenship Behavior." Journal of Business Research.
Matthews, Lucy, Lisa Beeler, Alex Zablah, and Joe F. Hair (2017). "All Autonomy is Not Created Equal: The Countervailing Effects of Salesperson Autonomy on Burnout." Journal of Personal Selling & Sales Management.
Beeler, Lisa, Alex Zablah and Wesley Johnston (2017). “How Critical Events Shape the Evolution of Sales Organizations: A Case Study of a Business-to-business Services Firm” Journal of Business Research.
Delpechitre, Duleep, and Lisa Beeler (2017). "Faking It: Salesperson Emotional Intelligence's Influence on Emotional Labor Strategies and Customer Outcomes." Journal of Business & Industrial Marketing.
Shaner, Matthew, Lisa Beeler and Charles Noble (2016). “Do We Have to Get Along to Innovate? The Influence of Multilevel Social Cohesion on New Product and New Service Development.” Journal of Product Innovation Management.