V
Valerie Good Data-verified
Affiliation confirmed via AI analysis of OpenAlex, ORCID, and web sources.
Advanced Assistant Professor
faculty
11 h-index
22 pubs
629 cited
Research Areas
Links
Biography and Research Information
OverviewAI-generated summary
Valerie Good's research investigates various facets of organizational behavior, with a particular emphasis on the sales profession. Her work examines the psychological and motivational factors influencing salesperson performance, including the impact of intrinsic and extrinsic motivation, a sense of purpose, and well-being. She has explored how challenges, such as those presented by the global pandemic, affect sales, and has proposed frameworks for understanding and overcoming impediments to marketing strategy implementation within the sales-marketing interface. Additionally, Good's research agenda includes examining salesperson rapport in evolving digital sales environments and cultivating resilience in frontline employees. Her scholarship includes a meta-analysis on self-determination theory and motivation, reflecting a commitment to rigorous empirical review. Good has published 21 works, accumulating 606 citations, and holds an h-index of 11.
Metrics
- h-index: 11
- Publications: 22
- Citations: 629
Selected Publications
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Shift climate: How perceptions of fellow frontline employees drive behaviors and customer loyalty (2026)
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Determining the quality of B2C sales leads from online chats (2025)
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Online retail formats and product sales performance: The moderating role of product characteristics (2025)
Collaboration Network
Top Collaborators
Amy Greiner Fehl
Gwinnett College (US)
4 shared publications
- Cultivating Resilience in Organizational Frontline Employees
- Lonely and Insecure: How salesperson Well-Being impacts performance
- Exploring the drivers of B2B end user engagement
- How B2B seller firms can leverage the power of brands with end users
Douglas E. Hughes
University of South Florida (US)
3 shared publications
- A self-determination theory-based meta-analysis on the differential effects of intrinsic and extrinsic motivation on salesperson performance
- More than money: establishing the importance of a sense of purpose for salespeople
- Marketing strategy implementation impediments and remedies: A multi-level theoretical framework within the sales-marketing interface
Hao Wang
Miami University (US)
3 shared publications
- More than money: establishing the importance of a sense of purpose for salespeople
- Sell on, sell to, or sell through: The sales performance implications of brand-platform selling arrangements
- Online retail formats and product sales performance: The moderating role of product characteristics
Ellen Bolman Pullins
University of Toledo (US)
3 shared publications
- Persisting changes in sales due to global pandemic challenges
- Salesperson rapport: a literature review and research agenda for an evolving digital sales process
- The nine habits of highly effective researchers: strategies for strengthening scholarly submissions
Todd J. Arnold
Oklahoma State University (US)
2 shared publications
- Exploring the drivers of B2B end user engagement
- How B2B seller firms can leverage the power of brands with end users
Clay M. Voorhees
University of Alabama (US)
2 shared publications
- Cultivating Resilience in Organizational Frontline Employees
- Determining the quality of B2C sales leads from online chats
Stephanie M. Mangus
Baylor University (US)
2 shared publications
- Salesperson rapport: a literature review and research agenda for an evolving digital sales process
- Lonely and Insecure: How salesperson Well-Being impacts performance
Joon Ho Lim
Illinois State University (US)
2 shared publications
- Sell on, sell to, or sell through: The sales performance implications of brand-platform selling arrangements
- Online retail formats and product sales performance: The moderating role of product characteristics
Christopher Dishop
Consortium of Universities of the Washington Metropolitan Area (US)
1 shared publication
- A dynamic system of job performance with goals and leadership changes as shocks
Avinash Malshe
1 shared publication
- Marketing strategy implementation impediments and remedies: A multi-level theoretical framework within the sales-marketing interface
Scott B. Friend
1 shared publication
- Marketing strategy implementation impediments and remedies: A multi-level theoretical framework within the sales-marketing interface
Ahmet H. Kirca
Michigan State University (US)
1 shared publication
- A self-determination theory-based meta-analysis on the differential effects of intrinsic and extrinsic motivation on salesperson performance
Sean McGrath
Michigan State University (US)
1 shared publication
- A self-determination theory-based meta-analysis on the differential effects of intrinsic and extrinsic motivation on salesperson performance
Maria Rouziou
HEC Montréal (CA)
1 shared publication
- Persisting changes in sales due to global pandemic challenges
Adam Rapp
Ohio University (US)
1 shared publication
- Leadership transition and journal advancements
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