Extrinsic versus intrinsic approaches to managing a multi-brand salesforce : when and how do they work?
Year of publication: |
November 2016
|
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Authors: | Gillespie, Erin Adamson ; Noble, Stephanie M. ; Lam, Son K. |
Published in: |
Journal of the Academy of Marketing Science. - New York, NY : Springer Science + Business Media LLC, ISSN 0092-0703, ZDB-ID 1187865-4. - Vol. 44.2016, 6, p. 707-725
|
Subject: | Salesperson effort | Sales quota | Psychological ownership | Salesperson competitiveness | Salesperson brand identification | Außendienst | Field sales force | Verkaufspersonal | Salespeople | Leistungsmotivation | Work motivation | USA | United States | Theorie | Theory | Arbeitsverhalten | Work behaviour | Mitarbeiterbindung | Employee retention | Arbeitsleistung | Job performance |
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