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When sales managers and salespeople disagree in the appreciation for their firm : the phenomenon of organizational identification tension
Kraus, Florian; Haumann, Till; Ahearne, Michael; … - In: Journal of retailing 91 (2015) 3, pp. 486-515
Persistent link: https://www.econbiz.de/10011377066
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The effectiveness of e-tailers' communication practices in stimulating sales of niche versus popular products
Meiseberg, Brinja - In: Journal of retailing 92 (2016) 3, pp. 319-332
Persistent link: https://www.econbiz.de/10011566707
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Utilitarian and hedonic motivators of shoppers' decision to consult with salespeople
Haas, Alexander; Kenning, Peter - In: Journal of retailing 90 (2014) 3, pp. 428-441
Persistent link: https://www.econbiz.de/10010408212
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Do mystery shoppers really predict customer satisfaction and sales performance?
Blessing, Gerald; Natter, Martin - In: Journal of retailing 95 (2019) 3, pp. 47-62
Persistent link: https://www.econbiz.de/10012130005
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Identifying sales performance gaps with internal benchmarking
Claro, Danny Pimentel; Kamakura, Wagner A. - In: Journal of retailing 93 (2017) 4, pp. 401-419
Persistent link: https://www.econbiz.de/10011790683
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Quiet sellers : when introversion drives salesperson performance
Chaker, Nawar N.; Habel, Johannes; Hartmann, Nathaniel N.; … - In: Journal of retailing 100 (2024) 3, pp. 456-474
Persistent link: https://www.econbiz.de/10015065360
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The role of customer orientation as a moderator of the job demand-burnout-performance relationship : a surface-level trait perspective
Babakus, Emin; Yavas, Ugur; Ashill, Nicholas J. - In: Journal of retailing 85 (2009) 4, pp. 480-492
Persistent link: https://www.econbiz.de/10003930089
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An examination of frontline cross-functional integration during retail transactions
Arndt, Aaron D.; Karande, Kiran; Landry, Timothy D. - In: Journal of retailing 87 (2011) 2, pp. 225-241
Persistent link: https://www.econbiz.de/10009240254
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Perceived customer showrooming behavior and the effect on retail salesperson self-efficacy and performance
Rapp, Adam; Baker, Thomas L.; Bachrach, Daniel G.; … - In: Journal of retailing 91 (2015) 2, pp. 358-369
Persistent link: https://www.econbiz.de/10011309647
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Saving on discounts through accurate sensing : salespeople's estimations of customer price importance and their effects on negotiation success
Alavi, Sascha; Wieseke, Jan; Guba, Jan Helge - In: Journal of retailing 92 (2016) 1, pp. 40-55
Persistent link: https://www.econbiz.de/10011484040