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How do incentives motivate absorptive capacity development? : the mediating role of employee learning and relational contingencies
Wang, Liwen; Zhao, Zheng; Zhou, Kevin Zheng - In: Journal of business research : JBR 85 (2018), pp. 226-237
Persistent link: https://www.econbiz.de/10011815504
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The effect of communication practice on deviance among Korean salespeople : the mediating role of intrinsic motivation
Yoo, Jaewon; Flaherty, Karen; Frankwick, Gary L. - In: Journal of business research : JBR 67 (2014) 9, pp. 1991-1999
Persistent link: https://www.econbiz.de/10010380091
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Motivating industrial salesforce with sales control systems : an interactive perspective
Miao, C. Fred; Evans, Kenneth R. - In: Journal of business research : JBR 67 (2014) 6, pp. 1233-1242
Persistent link: https://www.econbiz.de/10010365142
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Understanding the relationship between frontline employee boreout and customer orientation
Stock-Homburg, Ruth - In: Journal of business research : JBR 69 (2016) 10, pp. 4259-4268
Persistent link: https://www.econbiz.de/10011554145
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The differing effects of technology on inside vs. outside sales forces to facilitate enhanced customer orientation and interfunctional coordination
Rapp, Adam; Beitelspacher, Lauren Skinner; … - In: Journal of business research : JBR 65 (2012) 7, pp. 929-936
Persistent link: https://www.econbiz.de/10009562234
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Continuous techno-training and business-to-business salesperson success : how boosting techno-efficacy enhances sales effort and performance
Rayburn, Steven W.; Badrinarayanan, Vishag; Anderson, … - In: Journal of business research : JBR 133 (2021), pp. 66-78
Persistent link: https://www.econbiz.de/10012590168
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Transformational leadership effects on salespeople's attitudes, striving, and performance
Gao, Ronnie; Murphy, William H.; Anderson, Rolph E. - In: Journal of business research : JBR 110 (2020), pp. 237-245
Persistent link: https://www.econbiz.de/10012237844
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How and should firms motivate salesperson effort across a multi-brand portfolio?
Mullins, Ryan; Swain, Scott; Friend, Scott B. - In: Journal of business research : JBR 158 (2023), pp. 1-14
Persistent link: https://www.econbiz.de/10014281043
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The role of status and leadership style in sales contests : a natural field experiment
Verbeke, Willem J. M. I.; Bagozzi, Richard P.; … - In: Journal of business research : JBR 69 (2016) 10, pp. 4112-4120
Persistent link: https://www.econbiz.de/10011553934
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The impact of monetary rewards on product sales in referral programs : the role of product image aesthetics
Wang, Xia; Ding, Ying - In: Journal of business research : JBR 145 (2022), pp. 828-842
Persistent link: https://www.econbiz.de/10013197956