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~isPartOf:"Psychology & marketing"
~isPartOf:"The journal of business & industrial marketing"
~subject:"Sales force"
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Industrial marketing management : the international journal for industrial and high-tech firms
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1
Thought self-leadership strategies and sales performance : integrating selling skills and adaptive selling behavior as missing links
Rakesh Singh
;
Kumar, Narendra
;
Puri, Sandeep
- In:
The journal of business & industrial marketing
32
(
2017
)
5
,
pp. 652-663
Persistent link: https://www.econbiz.de/10011692462
Saved in:
2
Praise sales personnel for talent or effort? : person versus process-focused feedback, goal orientation and performance
Lin, Yu-Tse
- In:
The journal of business & industrial marketing
32
(
2017
)
8
,
pp. 1073-1086
Persistent link: https://www.econbiz.de/10011802597
Saved in:
3
The combined effect of customer perceptions about a salesperson’s adaptive selling and selling orientation on customer trust in the salesperson : a contingency perspective
Guenzi, Paolo
;
DeLuca, Luigi M.
;
Spiro, Rosann L.
- In:
The journal of business & industrial marketing
31
(
2016
)
4
,
pp. 553-564
Persistent link: https://www.econbiz.de/10011496728
Saved in:
4
The influence of sales force technology use on outcome performance
Román, Sergio
;
Rodríguez, Rocío
- In:
The journal of business & industrial marketing
30
(
2015
)
6
,
pp. 771-783
Persistent link: https://www.econbiz.de/10011382418
Saved in:
5
When do salespeople pursue and win deals? : a two-stage model of sales opportunity outcomes
Guesalaga, Rodrigo
;
Kapelianis, Dimitri
- In:
The journal of business & industrial marketing
30
(
2015
)
7
,
pp. 817-829
Persistent link: https://www.econbiz.de/10011422371
Saved in:
6
Does the hierarchical position of the buyer make a difference? : the influence of perceived adaptive selling on customer satisfaction and loyalty in a business-to-business context
Román, Sergio
;
Martín, Pedro Juan
- In:
The journal of business & industrial marketing
29
(
2014
)
5
,
pp. 364-373
Persistent link: https://www.econbiz.de/10010393925
Saved in:
7
Understanding effects of salesperson locus of control
Hamwi, Alex
;
Rutherford, Brian Nicholas
;
Boles, James S.
; …
- In:
The journal of business & industrial marketing
29
(
2014
)
1
,
pp. 1-10
Persistent link: https://www.econbiz.de/10010252804
Saved in:
8
The impact of job satisfaction, adaptive selling behaviors and customer orientation on salesperson’s performance : exploring the moderating role of selling experience
Singh, Ramendra
;
Das, Gopal
- In:
The journal of business & industrial marketing
28
(
2013
)
7
,
pp. 554-564
Persistent link: https://www.econbiz.de/10010125761
Saved in:
9
Improving salespeople's trust in the organization, moral judgment and performance through transformational leadership
Schwepker, Charles H. <Jr.>
;
Good, David J.
- In:
The journal of business & industrial marketing
28
(
2013
)
7
,
pp. 535-546
Persistent link: https://www.econbiz.de/10010125764
Saved in:
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