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Investigations of sales representatives' valuation of options
Bonney, Leff; Plouffe, Christopher R.; Brady, Michael - In: Journal of the Academy of Marketing Science 44 (2016) 2, pp. 135-150
Persistent link: https://www.econbiz.de/10011453159
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Adapting influence approaches to informed consumers in high-involvement purchases : are salespeople really doomed?
Hochstein, Bryan; Bolander, Willy; Goldsmith, Ronald E.; … - In: Journal of the Academy of Marketing Science 47 (2019) 1, pp. 118-137
Persistent link: https://www.econbiz.de/10011996688
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Salesperson ambidexterity in customer engagement : do customer base characteristics matter?
Lam, Son K.; DeCarlo, Thomas E.; Sharma, Ashish - In: Journal of the Academy of Marketing Science 47 (2019) 4, pp. 659-680
Persistent link: https://www.econbiz.de/10012107276
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How intrafirm intermediary salespeople connect sales to marketing and product development
Gonzalez, Gabriel R.; Claro, Danny Pimentel - In: Journal of the Academy of Marketing Science 47 (2019) 5, pp. 795-814
Persistent link: https://www.econbiz.de/10012107320
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Extrinsic versus intrinsic approaches to managing a multi-brand salesforce : when and how do they work?
Gillespie, Erin Adamson; Noble, Stephanie M.; Lam, Son K. - In: Journal of the Academy of Marketing Science 44 (2016) 6, pp. 707-725
Persistent link: https://www.econbiz.de/10011614086
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An offer you can't refuse : consumer perceptions of sales pressure
Zboja, James J.; Clarm, Ronald A.; Haytko, Diana L. - In: Journal of the Academy of Marketing Science 44 (2016) 6, pp. 806-821
Persistent link: https://www.econbiz.de/10011614120
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Identifying effective hunters and farmers in the salesforce: a dispositional–situational framework
DeCarlo, Thomas E.; Lam, Son K. - In: Journal of the Academy of Marketing Science 44 (2016) 4, pp. 415-439
Persistent link: https://www.econbiz.de/10011563219
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The strategic role of the sales force : perceptions of senior sales executives
Cron, William L.; Baldauf, Artur; Leigh, Thomas W.; … - In: Journal of the Academy of Marketing Science 42 (2014) 5, pp. 471-489
Persistent link: https://www.econbiz.de/10010417563
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Walking a tightrope : the joint impact of customer and within-firm boundary spanning activities on perceived customer satisfaction and team performance
Sleep, Stefan; Bharadwaj, Sundar; Lam, Son K. - In: Journal of the Academy of Marketing Science 43 (2015) 4, pp. 472-489
Persistent link: https://www.econbiz.de/10011306303
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When and how does sales team conflict affect sales team performance?
Auh, Seigyoung; Spyropoulou, Stavroula; Mengüç, Bülent; … - In: Journal of the Academy of Marketing Science 42 (2014) 6, pp. 658-679
Persistent link: https://www.econbiz.de/10010466641