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Heeding a missing link between field managers’ monitoring styles and salespersons’ performance in pharmaceutical selling context

Khan, Faheem Ahmad; Shafi, Khuram; Rajput, Amer - In: International Journal of Pharmaceutical and Healthcare … 14 (2020) 3, pp. 425-443

Purpose: The purpose of this study is to reveal important insights by examining the relationships of two different field managers’ monitoring styles with performance through salespersons’ engagement. Design/methodology/approach: Data was collected from 318 salespersons’ from 20...

Persistent link: https://www.econbiz.de/10012276562

A transaction cost framework in supply chain relationships : a social capital perspective

Kanwal, Aneela; Rajput, Amer - In: Journal of relationship marketing : innovations & … 15 (2016) 1/2, pp. 92-107

Persistent link: https://www.econbiz.de/10011633607

Paving the path for retail salesperson's adaptive selling behaviour : an intervening and interactional analysis

Shafique, Shoaib; Rajput, Amer; Javed, Usman; Alnakhli, … - In: Marketing intelligence & planning 40 (2022) 4, pp. 460-476

Persistent link: https://www.econbiz.de/10013393449