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Persuasion and empathy in salesperson-customer interactions
Rotemberg, Julio - 2010
Persistent link: https://www.econbiz.de/10003972284
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Effects of sales on brand loyalty
Huang, Rui (contributor); Perloff, Jeffrey M. (contributor);  … - In: Journal of agricultural & food industrial organization 4 (2006) 1, pp. 1-24
Persistent link: https://www.econbiz.de/10003558370
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Trends in optimization models of sales force management
Albers, Sönke; Raman, Kalyan; Lee, Nick - In: The journal of personal selling & sales management : JPSSM 35 (2015) 4, pp. 275-291
Persistent link: https://www.econbiz.de/10011415994
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Influencing the salesforce through perceived ethical leadership : the role of salesforce socialization and person-organization fit on salesperson ethics and performance
Schwepker, Charles H. <Jr.> - In: The journal of personal selling & sales management : JPSSM 35 (2015) 4, pp. 292-313
Persistent link: https://www.econbiz.de/10011415997
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Broadening the application of mixed methods in sales research
Johnson, Jeff S. - In: The journal of personal selling & sales management : JPSSM 35 (2015) 4, pp. 334-345
Persistent link: https://www.econbiz.de/10011416006
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The trickle-down effect of servant leadership on frontline employee service behaviors and performance : a multilevel study of Chinese hotels
Ling, Qian; Lin, Meizhen; Wu, Xiaoyi - In: Tourism management : research, policies, practice 52 (2016), pp. 341-368
Persistent link: https://www.econbiz.de/10011418435
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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
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How salesperson perceptions of customers' pro-social behaviors help drive salesperson performance
Shannahan, Rachelle J.; Bush, Alan J.; Shannahan, Kirby … - In: Industrial marketing management : the international … 51 (2015), pp. 100-114
Persistent link: https://www.econbiz.de/10011422779
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Managing salespeople strategically when promoting new products : incorporating market orientation into a sales management control framework
Chen, Annie Huiling; Peng, Norman; Hung, Kuang-Peng - In: Industrial marketing management : the international … 51 (2015), pp. 141-149
Persistent link: https://www.econbiz.de/10011422801
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Psychological contract breach's antecedents and outcomes in salespeople : the roles of psychological climate, job attitudes, and turnover intention
Hartmann, Nathaniel N.; Rutherford, Brian N. - In: Industrial marketing management : the international … 51 (2015), pp. 158-170
Persistent link: https://www.econbiz.de/10011422822