Learned helplessness among newly hired salespeople and the influence of leadership
Year of publication: |
2014
|
---|---|
Authors: | Boichuk, Jeffrey P. ; Bolander, Willy ; Hall, Zachary R. ; Ahearne, Michael ; Zahn, William J. |
Published in: |
Journal of marketing. - Thousand Oaks, CA : Sage Publishing, ISSN 0022-2429, ZDB-ID 218318-3. - Vol. 78.2014, 1, p. 95-111
|
Subject: | core transformational leadership | error management | sales force socialization | sales-oriented behaviors | sales performance failure | Verkaufspersonal | Salespeople | Führungsstil | Leadership style | Verkauf | Selling | Erfolgsfaktor | Success factor | Führungskräfte | Managers |
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