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~person:"Azam, M. Khalid"
~person:"Bolander, Willy"
~person:"Jones, Eli"
~person:"Rodríguez, Rocío"
~subject:"Performance measurement"
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Performance measurement
Salespeople
43
Verkaufspersonal
43
Selling
17
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17
Beziehungsmarketing
11
Performance-Messung
11
Relationship marketing
11
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10
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9
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Success factor
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Salesperson performance
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performance
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sales performance
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Azam, M. Khalid
Bolander, Willy
Jones, Eli
Rodríguez, Rocío
Agnihotri, Raj
6
Ahearne, Michael
4
Itani, Omar S.
4
Otero-Neira, Carmen
4
Svensson, Göran
4
Hughes, Douglas E.
3
Høgevold, Nils
3
Kerr, Peter D.
3
Satornino, Cinthia B.
3
Singh, Ramendra
3
Vieira, Valter Afonso
3
Chaker, Nawar N.
2
DeCarlo, Thomas E.
2
Gabler, Colin B.
2
Gupta, Aditya
2
Hulland, John
2
Kalra, Ashish
2
Koshy, Abraham
2
Madhani, Pankaj M.
2
Marks, Ron
2
Panagopoulos, Nikolaos G.
2
Rapp, Adam
2
Rapp, Adam A.
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
Babin, Barry J.
1
Bachrach, Daniel G.
1
Badrinarayanan, Vishag
1
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Journal of personal selling & sales management
3
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
1
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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
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
The moderating role of self-efficacy in the relationship between control systems and sales performance
Vieira, Valter Afonso
;
Jones, Eli
;
Faia, Valter da Silva
; …
- In:
Journal of personal selling & sales management
42
(
2022
)
2
,
pp. 158-180
Persistent link: https://www.econbiz.de/10013361678
Saved in:
8
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:
9
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:
10
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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