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Formal and informal management control combinations in sales organizations: The impact on salesperson consequences

Cravens, David W.; Lassk, Felicia G.; Low, George S.; … - In: Journal of Business Research 57 (2004) 3, pp. 241-248

Persistent link: https://www.econbiz.de/10005466406

Hiring for success at the buyer-seller interface

Marshall, Greg W.; Goebel, Daniel J.; Moncrief, William C. - In: Journal of Business Research 56 (2003) 4, pp. 247-255

Persistent link: https://www.econbiz.de/10005466305

Examining Gender Differences in Field Sales Organizations

Moncrief, William C.; Babakus, Emin; Cravens, David W.; … - In: Journal of Business Research 49 (2000) 3, pp. 245-257

Persistent link: https://www.econbiz.de/10005465789

Sequential modeling approach for redeploying selling effort in field salesforces

Cravens, David W.; Moncrief, William C.; Lamb, Charles Jr. - In: Journal of Business Research 20 (1990) 3, pp. 217-233

Persistent link: https://www.econbiz.de/10005466115

The moderating effects of gender and inside versus outside sales role in multifaceted job satisfaction

Rutherford, Brian N.; Marshall, Greg W.; Park, JungKun - In: Journal of Business Research 67 (2014) 9, pp. 1850-1856

Two key trends in B2B sales organizations are increased representation by females in sales roles and a shift toward more inside sales positions than has been true in the past. Prior work on multifaceted job satisfaction among salespeople has not fully taken these elements into account. This...

Persistent link: https://www.econbiz.de/10010785221

A meta-analysis of the relationship between organizational commitment and salesperson job performance: 25 years of research

Jaramillo, Fernando; Mulki, Jay Prakash; Marshall, Greg W. - In: Journal of Business Research 58 (2005) 6, pp. 705-714

Persistent link: https://www.econbiz.de/10005474116

Sales force use of technology: antecedents to technology acceptance

Robinson, Leroy Jr.; Marshall, Greg W.; Stamps, Miriam B. - In: Journal of Business Research 58 (2005) 12, pp. 1623-1631

Persistent link: https://www.econbiz.de/10005474118

Getting one's own way: An investigation of influence attempts by marketers on nonmarketing members of the firm

Goebel, Daniel J.; Marshall, Greg W.; Locander, William B. - In: Journal of Business Research 59 (2006) 7, pp. 829-837

Persistent link: https://www.econbiz.de/10005474290