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A synthesis of research on the...
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Salespeople
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Intrinsic motivation
3
Leistungsmotivation
3
Lieferantenmanagement
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Anforderungsprofil
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Beschwerdemanagement
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Hughes, Douglas E.
13
Schrock, Wyatt A.
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Zhao, Yanhui
5
Good, Valerie
4
Richards, Keith A.
4
Calantone, Roger J.
2
Ogilvie, Jessica L.
2
Rapp, Adam A.
2
Voorhees, Clay M.
2
Wang, Hao
2
Amin, Mohammad Sakif
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Bachrach, Daniel G.
1
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Epler, Rhett T.
1
Flaherty, Karen E.
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Fu, Frank Q.
1
Hochstein, Bryan W.
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Hollenbeck, John R.
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Jones, Eli
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Kirca, Ahmet H.
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Kumar, Anand
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LaBrecque, Alexander C.
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Leach, Mark P.
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Liu, Dong
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Malshe, Avinash
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Sharma, Arun
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Spreng, Richard A.
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Wang, Guocai
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Journal of the Academy of Marketing Science
4
Journal of personal selling & sales management
2
Journal of service research
2
Marketing letters : a journal of research in marketing
2
The journal of personal selling & sales management : JPSSM
2
International journal of research in marketing : IJRM ; official journal of the European Marketing Academy
1
Journal of personal selling & sales management : JPSSM
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ECONIS (ZBW)
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1
Better together : trait competitiveness and competitive psychological climate as antecedents of salesperson organizational commitment and sales performance
Schrock, Wyatt A.
;
Hughes, Douglas E.
;
Fu, Frank Q.
; …
- In:
Marketing letters : a journal of research in marketing
27
(
2016
)
2
,
pp. 351-360
Persistent link: https://www.econbiz.de/10011486562
Saved in:
2
On the nature of international sales and sales management research : a social network-analytic perspective
Schrock, Wyatt A.
;
Zhao, Yanhui
;
Richards, Keith A.
; …
- In:
The journal of personal selling & sales management : JPSSM
38
(
2018
)
1
,
pp. 56-77
Persistent link: https://www.econbiz.de/10011936237
Saved in:
3
Self-oriented competitiveness in salespeople : sales management implications
Schrock, Wyatt A.
;
Hughes, Douglas E.
;
Zhao, Yanhui
; …
- In:
Journal of the Academy of Marketing Science
49
(
2021
)
6
,
pp. 1201-1221
Persistent link: https://www.econbiz.de/10012659718
Saved in:
4
Effectual selling in service ecosystems
Wang, Hao
;
Schrock, Wyatt A.
;
Kumar, Anand
;
Hughes, …
- In:
Journal of personal selling & sales management
40
(
2020
)
4
,
pp. 251-266
Persistent link: https://www.econbiz.de/10012395128
Saved in:
5
JPSSM since the beginning : intellectual cornerstones, knowledge structure, and thematic developments
Schrock, Wyatt A.
;
Zhao, Yanhui
;
Hughes, Douglas E.
; …
- In:
The journal of personal selling & sales management : JPSSM
36
(
2016
)
4
,
pp. 321-343
Persistent link: https://www.econbiz.de/10011629747
Saved in:
6
Brand relevance and the effects of product proliferation across product categories
Zhao, Yanhui
;
Zhang, Yufei
;
Wang, Joyce
;
Schrock, Wyatt A.
- In:
Journal of the Academy of Marketing Science
48
(
2020
)
6
,
pp. 1192-1210
Persistent link: https://www.econbiz.de/10012386911
Saved in:
7
Managing ambiguity : salesperson bricolage behavior and its organizational determinants
Epler, Rhett T.
;
Schrock, Wyatt A.
;
Leach, Mark P.
; …
- In:
Journal of personal selling & sales management : JPSSM
44
(
2024
)
2
,
pp. 142-161
Persistent link: https://www.econbiz.de/10014575073
Saved in:
8
Thirty years of service failure and recovery research : thematic development and future research opportunities from a social network perspective
Liu, Dong
;
Zhao, Yanhui
;
Wang, Guocai
;
Schrock, Wyatt A.
; …
- In:
Journal of service research
27
(
2024
)
2
,
pp. 268-282
Persistent link: https://www.econbiz.de/10014580436
Saved in:
9
Driving in-role and extra-role brand performance among retail frontline salespeople : antecedents and the moderating role of customer orientation
Hughes, Douglas E.
;
Richards, Keith A.
;
Calantone, Roger J.
- In:
Journal of retailing
95
(
2019
)
2
,
pp. 130-143
Persistent link: https://www.econbiz.de/10012102968
Saved in:
10
When time is sales : the impact of sales manager time allocation decisions on sales team performance
Rapp, Adam A.
;
Petersen, J. Andrew
;
Hughes, Douglas E.
; …
- In:
Journal of personal selling & sales management
40
(
2020
)
2
,
pp. 132-148
Persistent link: https://www.econbiz.de/10012260101
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