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The role of salesperson motivation in sales control systems - intrinsic and extrinsic motivation revisited
Miao, C. Fred; Evans, Kenneth R.; Zou, Shaoming - In: Journal of business research : JBR 60 (2007) 5, pp. 417-425
Persistent link: https://www.econbiz.de/10003451456
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Sales force-generated marketing intelligence
Evans, Kenneth R.; Miao, C. Fred - In: The Oxford handbook of strategic sales and sales management, (pp. 174-200). 2011
Persistent link: https://www.econbiz.de/10008991513
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Advancing sales performance research : a focus on five underresearched topic areas
Evans, Kenneth R.; McFarland, Richard G.; Dietz, Bart; … - In: The journal of personal selling & sales management : JPSSM 32 (2012) 1, pp. 89-105
Persistent link: https://www.econbiz.de/10009505522
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Salesperson directive modification intention : a conceptualization and empirical validation
McAmis, Gregory T.; Evans, Kenneth R.; Arnold, Todd J. - In: The journal of personal selling & sales management : JPSSM 35 (2015) 3, pp. 203-220
Persistent link: https://www.econbiz.de/10011374658
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The interactive effects of sales control systems on salesperson performance : a job demands-resources perspective
Miao, C. Fred; Evans, Kenneth R. - In: Journal of the Academy of Marketing Science 41 (2013) 1, pp. 73-90
Persistent link: https://www.econbiz.de/10009719768
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The impact of salesperson credibility-building statements on later stages of the sales encounter
Arndt, Aaron; Evans, Kenneth R.; Landry, Timothy D.; … - In: The journal of personal selling & sales management : JPSSM 34 (2014) 1, pp. 19-32
Persistent link: https://www.econbiz.de/10010338159
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Motivating industrial salesforce with sales control systems : an interactive perspective
Miao, C. Fred; Evans, Kenneth R. - In: Journal of business research : JBR 67 (2014) 6, pp. 1233-1242
Persistent link: https://www.econbiz.de/10010365142
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Unintended effects of marketing messages on salespeople's cynicism
Seriki, Olalekan K.; Evans, Kenneth R.; Jeon, Hyo Jin; … - In: European journal of marketing : EJM 50 (2016) 5/6, pp. 1047-1072
Persistent link: https://www.econbiz.de/10011529783
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Salesperson socialization to the consumption of organizationally provided support services : differences between high- and low-performing salespeople
Stan, Simona; Arnold, Todd J.; McAmis, Gregory T.; … - In: Journal of marketing theory and practice : JMTP 29 (2021) 3, pp. 271-288
Persistent link: https://www.econbiz.de/10012607651
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Managing differential effects of salespersons' regulatory foci : a dual process model of dominant and supplemental pathways
Miao, Fred; Zheng, Yi; Zang, Zhimei; Grisaffe, Douglas B.; … - In: Journal of the Academy of Marketing Science 50 (2022) 3, pp. 563-585
Persistent link: https://www.econbiz.de/10013199137