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type_genre:"Case study"
~person:"Hulland, John"
~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
35
Performance-Messung
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Unternehmenserfolg
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11
Innovationsmanagement
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Hulland, John
Saunila, Minna
Svensson, Göran
Agnihotri, Raj
6
Bolander, Willy
5
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
Kalra, Ashish
2
Panagopoulos, Nikolaos G.
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Rapp, Adam
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Rapp, Adam A.
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Singh, Ramendra
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Abratt, Russell
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Allbright, David
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Allen, Alexis
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Allen, Alexis M.
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Alnakhli, Hayam
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Andreev, Pavel
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European business review
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Journal of business-to-business marketing
1
Journal of organizational change management
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Journal of the Academy of Marketing Science
1
The journal of business & industrial marketing
1
The journal of personal selling & sales management : JPSSM
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ECONIS (ZBW)
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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
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:
4
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:
5
Elaboration on potential outcomes (EPO) and the consultative salesperson : investigating effects on attributions and performance
Plouffe, Christopher
;
Beuk, Frederik
;
Hulland, John
; …
- In:
The journal of personal selling & sales management : JPSSM
37
(
2017
)
2
,
pp. 113-133
Persistent link: https://www.econbiz.de/10011734619
Saved in:
6
Customer-directed selling behaviors and performance : a comparison of existing perspectives
Plouffle, Christopher R.
;
Hulland, John
;
Wachner, Trent
- In:
Journal of the Academy of Marketing Science
37
(
2009
)
4
,
pp. 422-439
Persistent link: https://www.econbiz.de/10003926572
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