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type_genre:"Case study"
~person:"Bolander, Willy"
~person:"Saunila, Minna"
~person:"Svensson, Göran"
~subject:"Salespeople"
~type_genre:"Article in journal"
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Search: subject_exact:"KPI (Key performance indicator)"
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Salespeople
Performance measurement
37
Performance-Messung
37
Firm performance
11
Innovation management
11
Innovationsmanagement
11
Performance management
11
Performance-Management
11
Unternehmenserfolg
11
Innovation
10
KMU
10
SME
10
Performance
9
Verkaufspersonal
9
Lieferantenmanagement
8
Supplier relationship management
8
Arbeitsleistung
6
Job performance
6
Selling
6
Verkauf
6
B-to-B-Marketing
4
Beziehungsmarketing
4
Business-to-business marketing
4
Dienstleistungssektor
4
Innovation capability
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Relationship marketing
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Service industry
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Balanced Scorecard
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Balanced scorecard
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Betriebliche Wertschöpfung
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Bundling strategy
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Business network
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Dienstleistungsqualität
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Industrie
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Leistungsbündel
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Bolander, Willy
Saunila, Minna
Svensson, Göran
Agnihotri, Raj
6
Itani, Omar S.
4
Otero-Neira, Carmen
4
Rodríguez, Rocío
4
Høgevold, Nils
3
Kerr, Peter D.
3
Satornino, Cinthia B.
3
Vieira, Valter Afonso
3
Ahearne, Michael
2
Chaker, Nawar N.
2
DeCarlo, Thomas E.
2
Gabler, Colin B.
2
Gupta, Aditya
2
Hughes, Douglas E.
2
Hulland, John
2
Kalra, Ashish
2
Panagopoulos, Nikolaos G.
2
Rapp, Adam
2
Rapp, Adam A.
2
Singh, Ramendra
2
Abratt, Russell
1
Allbright, David
1
Allen, Alexis
1
Allen, Alexis M.
1
Alnakhli, Hayam
1
Amyx, Douglas
1
Anderson, Sidney T.
1
Andreev, Pavel
1
Aqmala, Diana
1
Ardyan, Elia
1
Artis, Andrew B.
1
Azam, M. Khalid
1
Babin, Barry J.
1
Bachrach, Daniel G.
1
Badrinarayanan, Vishag
1
Baker, Thomas L.
1
Banin, Abena Yeboah
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Barone, Michael J.
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Journal of personal selling & sales management
2
European business review
1
Journal of business research : JBR
1
Journal of business-to-business marketing
1
Journal of marketing
1
Journal of organizational change management
1
Journal of the Academy of Marketing Science
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The journal of business & industrial marketing
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ECONIS (ZBW)
9
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1
Salespeople's sales performance skills in B2B of services firms : a cross-industrial study
Høgevold, Nils
;
Rodríguez, Rocío
;
Svensson, Göran
; …
- In:
European business review
36
(
2024
)
2
,
pp. 201-224
Persistent link: https://www.econbiz.de/10014513321
Saved in:
2
B to B sellers' skill level in sales performance : frameworks and findings
Høgevold, Nils
;
Rodríguez, Rocío
;
Svensson, Göran
; …
- In:
Journal of business-to-business marketing
28
(
2021
)
3
,
pp. 265-281
Persistent link: https://www.econbiz.de/10012802187
Saved in:
3
Understanding the performance effects of "dark" salesperson traits : machiavellianism, narcissism, and psychopathy
Satornino, Cinthia B.
;
Allen, Alexis
;
Shi, Huanhuan
; …
- In:
Journal of marketing
87
(
2023
)
2
,
pp. 298-318
Persistent link: https://www.econbiz.de/10014245091
Saved in:
4
The direct effect of B2B sellers' skills on relative and absolute sales performance : a dual measurement approach
Rodríguez, Rocío
;
Høgevold, Nils M.
;
Otero-Neira, Carmen
- In:
Journal of organizational change management
36
(
2023
)
1
,
pp. 64-85
Persistent link: https://www.econbiz.de/10014280492
Saved in:
5
A sequential logic model between sales performance and salesperson satisfaction in B2B markets
Rodríguez, Rocío
;
Høgevold, Nils
;
Otero-Neira, Carmen
; …
- In:
The journal of business & industrial marketing
37
(
2022
)
1
,
pp. 180-194
Persistent link: https://www.econbiz.de/10012797127
Saved in:
6
Hiring for sales success : the emerging importance of salesperson analytical skills
Peesker, Karen M.
;
Kerr, Peter D.
;
Bolander, Willy
; …
- In:
Journal of business research : JBR
144
(
2022
),
pp. 17-30
Persistent link: https://www.econbiz.de/10013184952
Saved in:
7
Operationalizing salesperson performance with secondary data : aligning practice, scholarship, and theory
Bolander, Willy
;
Chaker, Nawar N.
;
Pappas, Alec
; …
- In:
Journal of the Academy of Marketing Science
49
(
2021
)
3
,
pp. 462-481
Persistent link: https://www.econbiz.de/10012548051
Saved in:
8
Selling your network : how political skill builds social capital and enhances salesperson performance
Munyon, Timothy P.
;
Frieder, Rachel E.
;
Satornino, …
- In:
Journal of personal selling & sales management
41
(
2021
)
3
,
pp. 233-249
Persistent link: https://www.econbiz.de/10012623649
Saved in:
9
Whom to hire and how to coach them : a longitudinal analysis of newly hired salesperson performance
Bolander, Willy
;
Satornino, Cinthia B.
;
Allen, Alexis M.
; …
- In:
Journal of personal selling & sales management
40
(
2020
)
2
,
pp. 78-94
Persistent link: https://www.econbiz.de/10012260096
Saved in:
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