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Concepts, figures and publications

The ideas the writing and the courses are built on — defined once, linked everywhere they are used.

96 entries

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Concepts41

Belief SystemsThe architecture of how people actually hold their views.

BodybuildingHow muscle is actually built — mechanisms and methodologies.

Building SystemsHow companies replace founder effort with repeatable operation.

Career AdvancementHow promotion actually works in organizations.

Career NegotiationThe underlying mechanics of asking and getting.

Career PositioningHow professional markets read you, and how to shape that reading.

Career StrategyThe theory and practice of designing a working life.

CommunicationThe underlying mechanics of being understood.

CrossFitWhat CrossFit is, methodologically and physiologically.

Cultural AnalysisThe frameworks that make contemporary culture legible.

DatingHow romantic selection actually works in modern markets.

DeconversionThe psychological and philosophical terrain of leaving a worldview.

DietThe underlying science of how food affects the body.

DisciplineThe underlying mechanisms behind sustained action.

Emotional ArchitectureThe mechanisms through which emotion is built rather than suffered.

Ethics in PracticeApplied moral reasoning for adults outside inherited frameworks.

Experience DesignHow to shape the texture of lived days.

FriendshipThe underlying mechanics of adult friendship.

Getting ClientsHow new companies actually acquire their first customers.

Identity FormationHow self-concept is built, tested, and refined.

Living Well in CitiesThe theory and practice of a considered urban life.

Long-term PartnershipHow romantic relationships hold together (or do not) over decades.

Martial ArtsA primer on the major disciplines and how they differ.

NetworkingHow useful professional networks are actually formed.

Operating a BusinessDay-to-day decision frameworks for founders who have become operators.

Personal ResponsibilityThe theory and limits of owning your outcomes.

Personal ValuesHow values form, get tested, and change over a life.

Philosophical Belief SystemsThe structure of worldviews and how they hold together.

Philosophical FiguresHow to read major thinkers without becoming a disciple.

Philosophical FrameworksA map of the major schools and what each tries to answer.

Physical EnvironmentHow surroundings shape behavior and cognition.

ProductivityFrameworks for output, attention, and the economics of effort.

Rebuilding WorldviewHow people reconstruct meaning after a worldview collapses.

RoutineHow habitual structure produces what people call discipline.

Self-EsteemWhat self-regard actually is and where it comes from.

Social DynamicsHow people actually behave in groups, and why.

Starting a CompanyThe pre-founding conditions that determine what you build.

Status SignalingHow status is produced, read, and traded in modern society.

SupplementationThe science of what works, what does not, and what is speculative.

Therapy CultureA critical map of contemporary mental health discourse.

Time ManagementThe theory and practice of allocating a finite resource.

Publications55

A Dynamic Model of the Duration of the Customer's Relationship with a Continuous Service ProviderLongitudinal duration study relating satisfaction and service encounters to customer-relationship duration.Ruth N. Bolton · 1998

A Meta-Analysis of the Relationships Between Role Ambiguity, Role Conflict, and Job PerformanceJournal article — SAGE Publications, 2000.Travis C. Tubre; Judith M. Collins · 2000

A multidimensional perspective of business-to-business sales success: A meta-analytic reviewJournal article — Elsevier, 2020.Alhassan Ohiomah; Morad Benyoucef; Pavel Andreev · 2020

A Role Stress Model of the Performance and Satisfaction of Industrial SalespersonsJournal article — SAGE Publications, 1984.Douglas N. Behrman; William D. Perreault Jr. · 1984

A self-determination theory-based meta-analysis on the differential effects of intrinsic and extrinsic motivation on salesperson performanceJournal article — Springer, 2022.Valerie Good; Douglas E. Hughes; Ahmet H. Kirca; Sean McGrath · 2022

Adaptive Selling: Conceptualization, Measurement, and Nomological ValidityJournal article — SAGE Publications, 1990.Rosann L. Spiro; Barton A. Weitz · 1990

Assessing the Impact of Planned Social ChangeEvaluation-methodology treatment of high-stakes indicators, corruption pressure, and the limits of uncontrolled impact assessment.Donald T. Campbell · 1979

Bootstrap Methods: Another Look at the JackknifeFoundational methodological paper on bootstrap resampling for accuracy assessment.Bradley Efron · 1979

Boundary Role Ambiguity: Facets, Determinants, and ImpactsJournal article — SAGE Publications, 1993.Jagdip Singh · 1993

Boundary spanner multi-faceted role ambiguity and burnout: An exploratory studyJournal article — Elsevier, 2014.Scott C. Ambrose; Brian N. Rutherford; C. David Shepherd; Armen Tashchian · 2014

Customer Lifetime Value: Marketing Models and ApplicationsReview and organization of customer-lifetime-value model structures and assumptions.Paul D. Berger; Nada I. Nasr · 1998

Customer Metrics and Their Impact on Financial PerformanceReview of customer metrics and their relationships with financial performance.Sunil Gupta; Valarie Zeithaml · 2006

Customer-Base Valuation in a Contractual Setting: The Perils of Ignoring HeterogeneityContractual customer-base valuation model addressing heterogeneity and survivor composition.Peter S. Fader; Bruce G. S. Hardie · 2010

Defection Detection: Measuring and Understanding the Predictive Accuracy of Customer Churn ModelsComparative assessment of customer-churn models' predictive accuracy and economic outcomes.Scott A. Neslin; Sunil Gupta; Wagner Kamakura; Junxiang Lu; Charlotte H. Mason · 2006

Does Coaching Matter? A Multilevel Model Linking Managerial Coaching Skill and Frequency to Sales Goal AttainmentJournal article — Wiley, 2016.Jason J. Dahling; Samantha Ritchie Taylor; Samantha L. Chau; Stephen A. Dwight · 2016

Drivers of sales performance: a contemporary meta-analysisJournal article — Springer, 2011.Willem Verbeke; Bart Dietz; Ernst Verwaal · 2011

Effectiveness in Sales Interactions: A Contingency FrameworkJournal article — SAGE Publications, 1981.Barton A. Weitz · 1981

Ethical climate's relationship to job satisfaction, organizational commitment, and turnover intention in the salesforceJournal article — Elsevier, 2001.Charles H. Schwepker Jr. · 2001

How do firms value sales career paths?Journal article — Springer, 2024.Ali Reza Keshavarz; Dominique Rouzies; Francis Kramarz; Bertrand Quelin; Michael Segalla · 2024

IFRS 15: Revenue from Contracts with CustomersInternational accounting standard governing revenue from contracts with customers.IFRS Foundation · 2014

Improving salesforce performance: A meta-analytic investigation of personnel selection procedures and training interventionsJournal article — Wiley, 2001.Seonaid Farrell; A. Ralph Hakstian · 2001

Industrial Salesperson Development: A Career Stages PerspectiveJournal article — SAGE Publications, 1984.William L. Cron · 1984

Learning Orientation, Working Smart, and Effective SellingJournal article — SAGE Publications, 1994.Harish Sujan; Barton A. Weitz; Nirmalya Kumar · 1994

Measuring the performance of industrial salespersonsJournal article — Elsevier, 1982.Douglas N. Behrman; William D. Perreault Jr. · 1982

Nonparametric Estimation from Incomplete ObservationsFoundational nonparametric treatment of incomplete time-to-event observations.E. L. Kaplan; Paul Meier · 1958

On Simpson's Paradox and the Sure-Thing PrincipleStatistical analysis of the aggregation reversal associated with Simpson's paradox.Colin R. Blyth · 1972

On the Profitability of Long-Life Customers in a Noncontractual SettingEmpirical study of relationship longevity and profitability in a noncontractual catalog-retail setting.Werner J. Reinartz; V. Kumar · 2000

Personal Selling and Sales Management: A Relationship Marketing PerspectiveJournal article — Springer, 1999.B. A. Weitz; K. D. Bradford · 1999

Perspectives on Behavior-Based versus Outcome-Based Salesforce Control SystemsJournal article — SAGE Publications, 1987.Erin Anderson; Richard L. Oliver · 1987

Promotions and the Peter PrincipleJournal article — Oxford University Press, 2019.Alan Benson; Danielle Li; Kelly Shue · 2019

Reexamining the Influence of Career Stages on Salesperson MotivationJournal article — Informa UK, 2009.C. Fred Miao; Donald J. Lund; Kenneth R. Evans · 2009

Retention Futility: Targeting High-Risk Customers Might Be IneffectiveTwo field experiments distinguishing predicted churn risk from responsiveness to a retention intervention.Eva Ascarza · 2018

Revenue from Contracts with Customers (Topic 606)Official FASB issuance that created Topic 606 and amended the Accounting Standards Codification.Financial Accounting Standards Board · 2014

Revenue Operations in Practice: Aligning Collaboration, Technology, and Revenue Enablement in Finnish FirmsA RevOps thesis based on six Finnish practitioner interviews.Moona Palo · 2026

Sales Quotas: Unintended Consequences on Trust, Customer-Oriented Selling, and Sales PerformanceJournal article — Informa UK, 2012.Charles H. Schwepker; David J. Good · 2012

Salesperson Adaptive Selling Behavior and Customer Orientation: A Meta-AnalysisJournal article — SAGE Publications, 2006.George R. Franke; Jeong-Eun Park · 2006

Salesperson navigation: The intraorganizational dimension of the sales roleJournal article — Elsevier, 2007.Christopher R. Plouffe; Donald W. Barclay · 2007

SEC Commission Guidance on Management's Discussion and AnalysisSEC interpretive guidance for key performance indicators and metrics disclosed in MD&A.U.S. Securities and Exchange Commission · 2020

Selling Activity and Sales Position Taxonomies for Industrial SalesforcesJournal article — SAGE Publications, 1986.William C. Moncrief III · 1986

Statistics and Causal InferenceFoundational statistical account of causal effects through potential outcomes.Paul W. Holland · 1986

Supervisory Feedback: Alternative Types and Their Impact on Salespeople's Performance and SatisfactionJournal article — SAGE Publications, 1991.Bernard J. Jaworski; Ajay K. Kohli · 1991

Systematic review of determinants of sales performanceJournal article — Emerald, 2020.Vaibhav Chawla; Teidorlang Lyngdoh; Sridhar Guda; Keyoor Purani · 2020

The Cohort as a Concept in the Study of Social ChangeConceptual demographic treatment of cohorts as populations linked by a common entry event.Norman B. Ryder · 1965

The Determinants of Salesperson Performance: A Meta-AnalysisJournal article — SAGE Publications, 1985.Gilbert A. Churchill Jr.; Neil M. Ford; Steven W. Hartley; Orville C. Walker Jr. · 1985

The evolution of the seven steps of sellingJournal article — Elsevier, 2005.William C. Moncrief; Greg W. Marshall · 2005

The human side of digital transformation in sales: review & future pathsJournal article — Informa UK, 2021.Sascha Alavi; Johannes Habel · 2021

The Influence of Career Stages on Salespeople's Job Attitudes, Work Perceptions, and PerformanceJournal article — SAGE Publications, 1986.William L. Cron; John W. Slocum Jr. · 1986

The interplay between objective and subjective measures of salesperson performanceJournal article — Informa UK, 2022.Peter D. Kerr; Javier Marcos-Cuevas · 2022

The SOCO Scale: A Measure of the Customer Orientation of SalespeopleJournal article — SAGE Publications, 1982.Robert Saxe; Barton A. Weitz · 1982

Understanding Service Retention within and across Cohorts Using Limited InformationRetention modeling across cohorts using data from seven telecommunications subscription services.David A. Schweidel; Peter S. Fader; Eric T. Bradlow · 2008

Valuing CustomersCustomer-valuation model connecting acquisition, margin, retention, and discounted earnings.Sunil Gupta; Donald R. Lehmann; Jennifer Ames Stuart · 2004

Valuing Subscription-Based Businesses Using Publicly Disclosed Customer DataCustomer-based valuation of subscription businesses using publicly disclosed customer data.Daniel M. McCarthy; Peter S. Fader; Bruce G. S. Hardie · 2017

What Is the True Value of a Lost Customer?Analysis of customer-loss value that includes lifecycle timing and social effects in diffusion contexts.John E. Hogan; Katherine N. Lemon; Barak Libai · 2003

When Should the Customer Really be King? On the Optimum Level of Salesperson Customer Orientation in Sales EncountersJournal article — SAGE Publications, 2011.Christian Homburg; Michael Müller; Martin Klarmann · 2011

Whom to hire and how to coach them: a longitudinal analysis of newly hired salesperson performanceJournal article — Informa UK, 2020.Willy Bolander; Cinthia B. Satornino; Alexis M. Allen; Bryan Hochstein; Riley Dugan · 2020