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~isPartOf:"Journal of marketing research"
~isPartOf:"The international journal of human resource management"
~subject:"Führungsstil"
~subject:"Salespeople"
~type_genre:"Article in journal"
~type_genre:"Fallstudie"
~type_genre:"Glossary included"
~type_genre:"Reprint"
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Führungsstil
Salespeople
Verkaufspersonal
15
Leistungsanreiz
4
Performance incentive
4
Agency theory
3
Betriebliches Bildungsmanagement
3
Employer-provided training
3
Prinzipal-Agent-Theorie
3
Taiwan
3
Theorie
3
Theory
3
sales force compensation
3
Anreiz
2
Arbeitsverhalten
2
Asymmetric information
2
Asymmetrische Information
2
Berufsbildung
2
Beziehungsmarketing
2
Empirical method
2
Empirische Methode
2
Further training
2
Incentives
2
Pharmaceutical industry
2
Pharmaindustrie
2
Relationship marketing
2
Selling
2
Verkauf
2
Vocational training
2
Weiterbildung
2
Work behaviour
2
incentives
2
sales force
2
Adverse Selektion
1
Adverse selection
1
Arbeiter
1
Arbeitsgruppe
1
Bank
1
Beamte
1
Befragung
1
Beschäftigungssicherung
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15
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Article in journal
Fallstudie
Glossary included
Reprint
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15
Case study
1
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15
Author
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Ahearne, Michael
1
Bhargava, Hemant K.
1
Boichuk, Jeffrey P.
1
Bommaraju, Raghu
1
Borle, Sharad
1
Braganza, Ashley
1
Canales, Rodrigo
1
Challagalla, Goutam
1
Chang, Kirk
1
Chen, Hua
1
Chung, Kevin
1
Hsu, Wan-ju
1
Huang, Cheng-shung
1
Inelmen, Kıvanç
1
Jaramillo, Fernando
1
Jerath, Kinshuk
1
Keser, Aşkin
1
Kim, Minkyung
1
Kraus, Florian
1
Long, Fei
1
Lu, Luo
1
Magnotta, Sarah
1
Morelli, Gabriel
1
Mulki, Jer Prakash
1
Murtha, Brian
1
Onyemah, Vincent
1
Panagopoulos, Nikolaos G.
1
Rouziès, Dominique
1
Rubel, Olivier
1
Sen, Ravi
1
Singh, Siddharth Shekhar
1
Steenburgh, Thomas J.
1
Sudhir, K.
1
Sun, Pi-chuan
1
Uetake, Kosuke
1
Waiser, Rob
1
Wang, Kuang-cheng
1
Yılmaz, Gözde
1
Zeytinoǧlu, Işik Urla
1
Özsoy, Arzu
1
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Journal of marketing research
The international journal of human resource management
Industrial marketing management : the international journal for industrial and high-tech firms
154
The journal of personal selling & sales management : JPSSM
152
Journal of business research : JBR
109
The journal of business & industrial marketing
76
Journal of personal selling & sales management
75
Journal of the Academy of Marketing Science
58
Journal of retailing and consumer services
42
Journal of marketing
37
Journal of business-to-business marketing
34
The service industries journal
28
Journal of marketing theory and practice
25
Journal of retailing
23
Journal of business ethics : JOBE
20
Journal of marketing education : JME
20
European journal of marketing : EJM
18
Journal of marketing research : JMR
18
International journal of retail & distribution management
14
Psychology & marketing
14
Journal of marketing theory and practice : JMTP
13
Journal of service research
13
Journal of service research : JSR
12
Journal of global scholars of marketing science : bridging Asia and the world ; JGSMS
11
Marketing letters : a journal of research in marketing
11
European journal of marketing
10
International journal of research in marketing : IJRM ; official journal of the European Marketing Academy
10
Journal of marketing channels : ... distribution systems, strategy, and management
10
Journal of strategic marketing
10
Management science : journal of the Institute for Operations Research and the Management Sciences
10
Marketing intelligence & planning
10
Harvard-Business-Manager : das Wissen der Besten
9
International journal of hospitality management
9
Journal of managerial issues : JMI
9
Asia Pacific journal of marketing and logistics
8
Harvard business review : HBR
8
Journal of marketing management : MM
8
Marketing science : the marketing journal of the Institute for Operations Research and the Management Sciences
8
The marketing review
8
Journal of financial services marketing : JFSM
7
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Source
All
ECONIS (ZBW)
15
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1
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10
of
15
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date (oldest first)
1
Online training of salespeople : impact, heterogeneity, and spillover effects
Singh, Siddharth Shekhar
;
Sen, Ravi
;
Borle, Sharad
- In:
Journal of marketing research
59
(
2022
)
1
,
pp. 230-249
Persistent link: https://www.econbiz.de/10012801861
Saved in:
2
Increasing team performance by sharing success
Chen, Hua
;
Chung, Kevin
- In:
Journal of marketing research
58
(
2021
)
4
,
pp. 662-685
Persistent link: https://www.econbiz.de/10012593935
Saved in:
3
Involving sales managers in sales force compensation design
Waiser, Rob
- In:
Journal of marketing research
58
(
2021
)
1
,
pp. 182-201
Persistent link: https://www.econbiz.de/10012426510
Saved in:
4
Multiperiod contracting and salesperson effort profiles : the optimality of "hockey stick," "giving up," and "resting on laurels"
Jerath, Kinshuk
;
Long, Fei
- In:
Journal of marketing research
57
(
2020
)
2
,
pp. 211-235
Persistent link: https://www.econbiz.de/10012180457
Saved in:
5
The joint and multilevel effects of training and incentives from upstream manufacturers on downstream salespeople's efforts
Magnotta, Sarah
;
Murtha, Brian
;
Challagalla, Goutam
- In:
Journal of marketing research
57
(
2020
)
4
,
pp. 695-716
Persistent link: https://www.econbiz.de/10012271786
Saved in:
6
Managing laggards : the importance of a deep sales bench
Boichuk, Jeffrey P.
;
Bommaraju, Raghu
;
Ahearne, Michael
; …
- In:
Journal of marketing research
56
(
2019
)
4
,
pp. 652-665
Persistent link: https://www.econbiz.de/10012177613
Saved in:
7
Sales force compensation design for two-sided market platforms
Bhargava, Hemant K.
;
Rubel, Olivier
- In:
Journal of marketing research
56
(
2019
)
4
,
pp. 666-678
Persistent link: https://www.econbiz.de/10012177616
Saved in:
8
When salespeople manage customer relationships : multidimensional incentives and private information
Kim, Minkyung
;
Sudhir, K.
;
Uetake, Kosuke
;
Canales, Rodrigo
- In:
Journal of marketing research
56
(
2019
)
5
,
pp. 749-766
Persistent link: https://www.econbiz.de/10012177637
Saved in:
9
Security in a sea of insecurity : job security and intention to stay among service sector employees in Turkey
Zeytinoǧlu, Işik Urla
;
Keser, Aşkin
;
Yılmaz, Gözde
; …
- In:
The international journal of human resource management
23
(
2012
)
13
,
pp. 2809-2823
Persistent link: https://www.econbiz.de/10009574652
Saved in:
10
Goal setting barriers : a pharmaceutical sales force case study
Morelli, Gabriel
;
Braganza, Ashley
- In:
The international journal of human resource management
23
(
2012
)
2
,
pp. 312-332
Persistent link: https://www.econbiz.de/10009486599
Saved in:
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