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Sales Managers’ Motivation to Coach Salespeople : An Exploration Using Expectancy Theory

Pousa, Claudio - 2014

Sales managers can supervise and help salespeople achieve their performance goals by using two types of behaviours …: ‘coaching' or ‘directive' behaviour. As companies can be interested in promoting coaching in order to develop their human …”. Building on Vroom's Expectancy Theory, we develop a theoretical model exploring sales managers' motivation to show a coaching …

Persistent link: https://www.econbiz.de/10013056498

Building an effective sales force

Olariu, Ioana - In: Studies and scientific researches / Economics edition / … (2017), pp. 89-94

Persistent link: https://www.econbiz.de/10011810968

Personal selling in marketing

Olariu, Ioana - In: Studies and scientific researches / Economics edition / … (2017), pp. 95-101

Persistent link: https://www.econbiz.de/10011810970

How sales managers can use salespeople's perceived attributes to monitor and motivate a sales force during relationship marketing

Echchakoui, Saïd; Ghilal, Rachid - In: European research on management and business economics 25 (2019) 2, pp. 99-104

during relationship marketing. This paper also demonstrates that optimal sales force compensation drives salespeople to …

Persistent link: https://www.econbiz.de/10012016639

Omnichannel banking economy

Vasiliev, Sergey A.; Serov, Eugene R. - In: Risks : open access journal 7 (2019) 4/115, pp. 1-11

In modern market conditions, customers who purchase banking products require a high level of service. In particular, they require continuous real-time service with the ability to instantly "switch" between service channels. The article analyzed the economic component of the omnichannel sales...

Persistent link: https://www.econbiz.de/10012127767

Displays in food retailing : an evaluation from a sales perspective

Diederichs, Lorenz; Göbl, Martin - In: Journal of Applied Leadership and Management 6 (2018), pp. 47-65

Purpose: Marketing literature has previously and repeatedly outlined the positive sales effects of displays in food retailing. Therefore, its increasing usage and space allocation is not surprising. Although the promised sales increases of more than 400% should result in even higher usage rates....

Persistent link: https://www.econbiz.de/10012028884