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Social networks within sales organizations : their development and importance for salesperson performance
Bolander, Willy; Satornino, Cinthia B.; Hughes, Douglas E. - In: Journal of marketing 79 (2015) 6, pp. 1-16
Persistent link: https://www.econbiz.de/10011410739
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Does the customer matter most? : exploring strategic frontline employees’ influence of customers, the internal business team, and external business partners
Plouffe, Christopher R.; Bolander, Willy; Cote, Joseph A.; … - In: Journal of marketing 80 (2016) 1, pp. 106-123
Persistent link: https://www.econbiz.de/10011507463
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Motivating sales reps for innovation selling in different cultures
Hohenberg, Sebastian; Homburg, Christian - In: Journal of marketing 80 (2016) 2, pp. 101-120
Persistent link: https://www.econbiz.de/10011458675
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Managing customer and organizational complexity in sales organizations
Schmitz, Christian; Ganesan, Shankar - In: Journal of marketing 78 (2014) 6, pp. 59-77
Persistent link: https://www.econbiz.de/10010463457
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Know your customer : how salesperson perceptions of customer relationship quality form and influence account profitability
Mullins, Ryan R.; Ahearne, Michael; Lam, Son K.; Hall, … - In: Journal of marketing 78 (2014) 6, pp. 38-58
Persistent link: https://www.econbiz.de/10010463459
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Understanding the impact of relationship disruptions
Schmitz, Christian; Frieß, Maximilian; Alavi, Sascha; … - In: Journal of marketing 84 (2020) 1, pp. 66-87
Persistent link: https://www.econbiz.de/10012176435
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Sales representative departures and customer reassignment strategies in business-to-business markets
Shi, Huanhuan; Sridhar, Shrihari; Grewal, Rajdeep; … - In: Journal of marketing 81 (2017) 2, pp. 25-44
Persistent link: https://www.econbiz.de/10011697520
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Unpacking the relationship between sales control and salesperson performance : a regulatory fit perspective
Katsikeas, Constantine S.; Auh, Seigyoung; Spyropoulou, … - In: Journal of marketing 82 (2018) 3, pp. 45-69
Persistent link: https://www.econbiz.de/10011850409
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How do specialized personal incentives enhance sales performance? : the benefits of steady sales growth
Patil, Ashutosh; Syam, Niladri - In: Journal of marketing 82 (2018) 1, pp. 57-73
Persistent link: https://www.econbiz.de/10011804091
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Specialist competitor referrals : how salespeople can use competitor referrals for nonfocal products to increase focal product sales
Blanchard, Simon J.; Hada, Mahima; Carlson, Kurt A. - In: Journal of marketing 82 (2018) 4, pp. 127-145
Persistent link: https://www.econbiz.de/10011880552