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1
Continuous techno-training and business-to-business salesperson success : how boosting techno-efficacy enhances sales effort and performance
Rayburn, Steven W.
;
Badrinarayanan, Vishag
;
Anderson, …
- In:
Journal of business research : JBR
133
(
2021
),
pp. 66-78
Persistent link: https://www.econbiz.de/10012590168
Saved in:
2
Sales force incentives at service sales corporation
Rana, Arif Iqbal
;
Mumtaz, Mohammad Kamran
- In:
Asian journal of management cases : AJMC
14
(
2017
)
2
,
pp. 160-175
Persistent link: https://www.econbiz.de/10011790806
Saved in:
3
Das 15-Minuten-Zielgespräch : Wie Sie Ihre Verkäufer zu Spitzenleistungen bringen
Herndl, Karl
-
2008
Führungsgespräche im
Vertrieb
sind unverzichtbar, kosten aber meist zu viel Zeit. Doch es geht auch anders. Karl Herndl …
Persistent link: https://www.econbiz.de/10014015190
Saved in:
4
Delegating slotting allowance authority to the sales force
Rowe, William J.
;
Skinner, Steven J.
- In:
Industrial marketing management : the international …
57
(
2016
),
pp. 159-165
Persistent link: https://www.econbiz.de/10011549591
Saved in:
5
A self-determination theory-based meta-analysis on the differential effects of intrinsic and extrinsic motivation on salesperson performance
Good, Valerie
;
Hughes, Douglas E.
;
Kirca, Ahmet H.
; …
- In:
Journal of the Academy of Marketing Science
50
(
2022
)
3
,
pp. 586-614
Persistent link: https://www.econbiz.de/10013199138
Saved in:
6
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:
7
Productivity dynamics, performance feedback and group incentives in a sales organization
Aakvik, Arild
;
Hansen, Frank
;
Torsvik, Gaute
- In:
Labour economics : official journal of the European …
46
(
2017
),
pp. 110-117
Persistent link: https://www.econbiz.de/10011951557
Saved in:
8
Power-base effects on salesperson motivation and performance : a contingency view
Mallin, Michael L.
;
Ragland, Charles B.
- In:
Journal of business-to-business marketing
24
(
2017
)
2
,
pp. 99-121
Persistent link: https://www.econbiz.de/10011735901
Saved in:
9
Systems-savvy selling, interpersonal identification with customers, and the sales manager’s motivational paradox : a constructivist grounded theory approach
St. Clair, Donald P.
;
Hunter, Gary K.
;
Cola, Philip A.
; …
- In:
The journal of personal selling & sales management : JPSSM
38
(
2018
)
4
,
pp. 391-412
Persistent link: https://www.econbiz.de/10011976240
Saved in:
10
Linking person-job fit and intrinsic motivation to
salespeople
's service innovative behavior
Alqhaiwi, Zaid Oqla
;
Koburtay, Tamer
;
Karatepe, Osman M.
- In:
The journal of services marketing
37
(
2023
)
9
,
pp. 1186-1200
Persistent link: https://www.econbiz.de/10014473557
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