Narrow search
Showing 1 - 10 of 118
Cover Image
The effect of managerial cost prioritization on sales force turnover
Skiba, Jennifer; Saini, Amit; Friend, Scott B. - In: Journal of business research : JBR 69 (2016) 12, pp. 5917-5924
Persistent link: https://www.econbiz.de/10011597556
Cover Image
Dimensions and contingent effects of variable compensation system changes
Johnson, Jeff S.; Friend, Scott B.; Agrawal, Arvind - In: Journal of business research : JBR 69 (2016) 8, pp. 2923-2930
Persistent link: https://www.econbiz.de/10011507823
Cover Image
Joint impact of ethical climate and external work locus of control on job meaningfulness
Mulki, Jay P.; Lassk, Felicia G. - In: Journal of business research : JBR 99 (2019), pp. 46-56
Persistent link: https://www.econbiz.de/10012023560
Cover Image
When and how does sales manager physical attractiveness impact credibility : a test of two competing hypotheses
Chaker, Nawar N.; Walker, Doug; Nowlin, Edward L.; … - In: Journal of business research : JBR 105 (2019), pp. 98-108
Persistent link: https://www.econbiz.de/10012128485
Cover Image
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
Cover Image
Aligning marketing and sales in multi-channel marketing : compensation design for online lead generation and offline sales conversion
Banerjee, Somnath; Bhardwaj, Pradeep - In: Journal of business research : JBR 105 (2019), pp. 293-305
Persistent link: https://www.econbiz.de/10012128510
Cover Image
Building customer relationships while achieving sales performance results : is listening the holy grail of sales?
Itani, Omar S.; Goad, Emily A.; Jaramillo, Fernando - In: Journal of business research : JBR 102 (2019), pp. 120-130
Persistent link: https://www.econbiz.de/10012103945
Cover Image
Combating the negative effects of showrooming : successful salesperson tactics for converting showroomers into buyers
Faßnacht, Martin; Beatty, Sharon E.; Szajna, Markus - In: Journal of business research : JBR 102 (2019), pp. 131-139
Persistent link: https://www.econbiz.de/10012103948
Cover Image
The role of lead management systems in inside sales performance
Ohiomah, Alhassan; Andreev, Pavel; Benyoucef, Morad; … - In: Journal of business research : JBR 102 (2019), pp. 163-177
Persistent link: https://www.econbiz.de/10012103956
Cover Image
The dark side of salesperson brand identification in the luxury sector : when brand orientation generates management issues and negative customer perception
Merk, Michaela; Michel, Géraldine - In: Journal of business research : JBR 102 (2019), pp. 339-352
Persistent link: https://www.econbiz.de/10012104025