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Developing a strategic framework of key account performance
Jones, Eli; Richards, Keith A.; Halstead, Diane; Fu, … - In: Strategic sales and strategic marketing, (pp. 33-47). 2011
Persistent link: https://www.econbiz.de/10008798059
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The motivation hub : effects of goal setting and self-efficacy on effort and new product sales
Fu, Frank Q.; Richards, Keith A.; Jones, Eli - In: The journal of personal selling & sales management : JPSSM 29 (2009) 3, pp. 277-292
Persistent link: https://www.econbiz.de/10003882824
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Motivating salespeople to sell new products : the relative influence of attitudes, subjective norms, and self-efficacy
Fu, Frank Q.; Richards, Keith A.; Hughes, Douglas E.; … - In: Journal of marketing 74 (2010) 6, pp. 61-76
Persistent link: https://www.econbiz.de/10008702743
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Better together : trait competitiveness and competitive psychological climate as antecedents of salesperson organizational commitment and sales performance
Schrock, Wyatt A.; Hughes, Douglas E.; Fu, Frank Q.; … - In: Marketing letters : a journal of research in marketing 27 (2016) 2, pp. 351-360
Persistent link: https://www.econbiz.de/10011486562
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Key account management : adding elements of account fit to an integrative theoretical framework
Richards, Keith A.; Jones, Eli - In: The journal of personal selling & sales management : JPSSM 29 (2009) 4, pp. 305-320
Persistent link: https://www.econbiz.de/10003905042
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Customer relationship management : finding value drivers
Richards, Keith A.; Jones, Eli - In: Industrial marketing management : the international … 37 (2008) 2, pp. 120-130
Persistent link: https://www.econbiz.de/10003701279
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Product innovativeness, customer newness, and new product performance : a time-lagged examination of the impact of salesperson selling intentions on new product performance
Fu, Frank Q.; Jones, Eli; Bolander, Willy - In: The journal of personal selling & sales management : JPSSM 28 (2008) 4, pp. 351-364
Persistent link: https://www.econbiz.de/10003774597
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Managing the drivers of organizational commitment and salesperson effort : an application of Meyer and Allen's three-component model
Fu, Frank Q.; Bolander, Willy; Jones, Eli - In: Journal of marketing theory and practice 17 (2009) 4, pp. 335-350
Persistent link: https://www.econbiz.de/10003897726
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Managing the drivers of organizational commitment and salesperson effort : an application of Meyer and Allen's three-component model
Fu, Frank Q.; Bolander, Willy; Jones, Eli - In: Journal of marketing theory and practice 17 (2009) 4, pp. 335-350
Persistent link: https://www.econbiz.de/10009884932
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Effects of salesperson experience, age, and goal setting on new product performance trajectory : a growth curve modelling approach
Fu, Frank Q. - In: Journal of marketing theory and practice 17 (2009) 1, pp. 7-20
Persistent link: https://www.econbiz.de/10003793477