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Need for growth, achievement, power and affiliation : determinants of psychological empowerment
Jha, Sumi - In: Global business review 11 (2010) 3, pp. 379-393
Persistent link: https://www.econbiz.de/10008749833
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Mavenness: a non-explored trait of quality salespeople
Adidam, Phani Tej - In: Paradigm : the journal of Institute of Management Technology 13 (2009) 1, pp. 6-10
Persistent link: https://www.econbiz.de/10003853335
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A sales force-specific theory-of-mind scale : tests of its validity by classical methods and functional magnetic resonance imaging
Dietvorst, Roeland C.; Verbeke, Willem J. M. I.; … - In: Journal of marketing research : JMR 46 (2009) 5, pp. 653-668
Persistent link: https://www.econbiz.de/10003896265
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Antecedents and consequences of adaptive selling confidence and behavior : a dyadic analysis of salespeople and their customers
Román, Sergio; Iacobucci, Dawn - In: Journal of the Academy of Marketing Science 38 (2010) 3, pp. 363-382
Persistent link: https://www.econbiz.de/10003986399
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Salespeople's communication competence : a study of the Mexican market
Rubio Sanchez, Alberto; Pico, Alejandro; Comer, Lucette B. - In: The journal of business and economic studies 16 (2010) 1, pp. 1-18
Persistent link: https://www.econbiz.de/10003986900
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Linkage between frontline employee service competence scale and customer perceptions of service quality
Wu, Yu-Chi; Tsai, Chin-Shih; Hsiung, Hsiao-Wen; Chen, … - In: The journal of services marketing 29 (2015) 3, pp. 224-234
Persistent link: https://www.econbiz.de/10011308998
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The relationship between salesperson competencies and performance in the Korean pharmaceutical industry
Kim, Seong-kook; Hong, Ji-sook - In: Management revue : socio-economic studies 16 (2005) 2, pp. 259-271
This study investigates how competencies lead to performance. We propose that salespersons in the Korean pharmaceutical industry require three central competency dimensions: motive and traits, self-concept, and knowledge and skills. Further, we argue that the level of salesperson competencies is...
Persistent link: https://www.econbiz.de/10009770881
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Does customer trust play a mediating role between salesperson competence and performance?
Yang, Dong-jenn; Wu, Meng J. - In: International journal of management, economics and … 3 (2014) 2, pp. 100-121
The questions of what competence constitutes in salesperson performance and why it does matter are important issue of … marketing and sales management. This study examined the importance of competence in a salesperson's performance and the … mechanism underlying the relationship between competence and performance. We used multiple sources to collect data from 165 …
Persistent link: https://www.econbiz.de/10010371876
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A competency model for entry level business-to-business services salespeople
Lambert, Brian; Plank, Richard E.; Reid, David A.; … - In: Services marketing quarterly 35 (2014) 1, pp. 84-103
Persistent link: https://www.econbiz.de/10010346087
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Sales trainer roles, competencies, skills, and behaviors: a case study
Ricks, Joe M. <Jr.>; Williams, Jacqueline A.; Weeks, … - In: Industrial marketing management : the international … 37 (2008) 5, pp. 593-609
Persistent link: https://www.econbiz.de/10003736678