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Mirror, mirror on the wall : identity-image interactions for the sales force in high threat situations

Rodrigues, Caren; Krishnamurthy, Anup - In: European management review : the journal of the … 13 (2016) 4, pp. 307-323

Persistent link: https://www.econbiz.de/10011662393

When the boss comes to town : the effects of headquarters' visits on facility-level misconduct

Heese, Jonas; Pérez Cavazos, Gerardo - In: The accounting review : a publication of the American … 95 (2020) 6, pp. 235-261

Persistent link: https://www.econbiz.de/10012421516

On conceptualizing, measuring, and managing augmented technology use in business-to-business sales contexts

Hunter, Gary K. - In: Journal of business research : JBR 105 (2019), pp. 201-213

Persistent link: https://www.econbiz.de/10012128500

Can managers use handheld technologies to support salespeople?

Schlosser, Francine K. - In: Qualitative Market Research: An International Journal 10 (2007) 2, pp. 183-198

Purpose – The purpose of this paper is to propose that sales managers use mobile technologies in the working environment to communicate and supportively monitor sales person performance. Design/methodology/approach – A model of supervisor monitoring using mobile technologies is...

Persistent link: https://www.econbiz.de/10014987160

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

Dynamic incentives in sales force compensation

Rubel, Olivier; Prasad, Ashutosh - In: Marketing science : the marketing journal of the … 35 (2016) 4, pp. 676-689

Persistent link: https://www.econbiz.de/10011534160

Can sales uncertainty increase firm profits?

Syam, Niladri; Hess, James D.; Yang, Ying - In: Journal of marketing research : JMR 53 (2016) 2, pp. 199-206

Persistent link: https://www.econbiz.de/10011485269

The combined effect of customer perceptions about a salesperson’s adaptive selling and selling orientation on customer trust in the salesperson : a contingency perspective

Guenzi, Paolo; DeLuca, Luigi M.; Spiro, Rosann L. - In: The journal of business & industrial marketing 31 (2016) 4, pp. 553-564

Persistent link: https://www.econbiz.de/10011496728

Does spiritual intelligence contribute to sales force effectiveness?

Kalyani, V.; Saravanan, R. - In: International journal of electronic marketing and … 11 (2020) 4, pp. 352-368

Persistent link: https://www.econbiz.de/10012509334

Effect of sales force market-oriented behaviour on relational performance : emotional commitment and relational learning roles

Toukabri, Maher Taib; Najjar, Faouzi; Zaidi, Chaima - In: Middle East journal of management : MEJM 8 (2021) 5, pp. 426-452

Persistent link: https://www.econbiz.de/10012693946

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