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~accessRights:"restricted"
~isPartOf:"Journal of organizational change management"
~isPartOf:"The marketing review"
~subject:"Centralisation"
~subject:"Selling"
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Centralisation
Selling
Salespeople
7
Verkaufspersonal
7
Verkauf
4
Kaufleute
3
Merchants
3
Performance measurement
3
Performance-Messung
3
Arbeitsleistung
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Control
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Controlling
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Job performance
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Kontrolle
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Management control
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Salesforce control system
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Absolute
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Adaptiveness
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Arbeitsverhalten
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B-to-B-Marketing
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Behaviour-based control systems
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Behavioural control
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Business-to-business marketing
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Competence
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Experience
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Formalisation
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Generalist sales force
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Interpersonal
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Job stress
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Kompetenz
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Lebensversicherung
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Leistungsmotivation
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Lieferantenmanagement
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Life insurance
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Mergers and acquisitions
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Norway
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Norwegen
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Occupational qualification
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Chang, Jung-Nung
1
Cheng, Chia-Yi
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Fatima, Zoha
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Høgevold, Nils M.
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Otero-Neira, Carmen
1
Rodríguez, Rocío
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Shabbir Husain RV
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Svensson, Göran
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Journal of organizational change management
The marketing review
Industrial marketing management : the international journal for industrial and high-tech firms
63
Journal of personal selling & sales management : JPSSM
45
Journal of business research : JBR
36
The journal of personal selling & sales management : JPSSM
28
The journal of business & industrial marketing
23
Journal of the Academy of Marketing Science
19
European journal of marketing
11
Journal of business-to-business marketing
10
Journal of marketing education : JME
10
Journal of marketing
8
Journal of global scholars of marketing science : bridging Asia and the world ; JGSMS
7
Journal of retailing and consumer services
7
Asia Pacific journal of marketing and logistics
6
SpringerLink / Bücher
6
International journal of research in marketing : IJRM ; official journal of the European Marketing Academy
5
Journal of business ethics : JOBE
5
Journal of service research
5
Journal of marketing analytics : JMA
4
Journal of marketing research : JMR
4
Journal of research in interactive marketing : interactive marketing and computer-mediated communication
4
Marketing letters : a journal of research in marketing
4
The Oxford handbook of strategic sales and sales management
4
Vision : the journal of business perspective
4
International journal of logistics : research and applications
3
Journal of retailing
3
Quantitative marketing and economics : QME
3
Asian journal of management cases
2
Business Guides on the Go
2
Business horizons
2
European journal of marketing : EJM
2
European journal of operational research : EJOR
2
International journal of retail & distribution management
2
Italian journal of marketing : ITJM
2
Journal of marketing research
2
Journal of promotion management : innovations in planning and applied research
2
Journal of relationship marketing : innovations and enhancements for customer service, relations, and satisfaction
2
Management science : journal of the Institute for Operations Research and the Management Sciences
2
Markenkommunikation und Beziehungsmarketing
2
Market : review for marketing theory and practice
2
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ECONIS (ZBW)
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1
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:
2
Thirty years of research on salesforce control systems and sales territory designs : an update on progress and research gaps
Fatima, Zoha
- In:
The marketing review
19
(
2019
)
1/2
,
pp. 3-16
Persistent link: https://www.econbiz.de/10012155672
Saved in:
3
Sales force structure : a review
Shabbir Husain RV
- In:
The marketing review
18
(
2018
)
3/4
,
pp. 227-242
Persistent link: https://www.econbiz.de/10012116368
Saved in:
4
Job embeddedness as a modulation : goal orientation and job stress in the life insurance M&A
Cheng, Chia-Yi
;
Chang, Jung-Nung
- In:
Journal of organizational change management
29
(
2016
)
4
,
pp. 484-507
Persistent link: https://www.econbiz.de/10011593560
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