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Organizational and individual learning in the sales force: an agenda for sales research

Chonko, Lawrence B.; Dubinsky, Alan J.; Jones, Eli; … - In: Journal of business research : JBR 56 (2003) 12, pp. 935-946

Persistent link: https://www.econbiz.de/10006720057

Sales force obsolescence: Perceptions from sales and marketing executives of individual, organizational, and environmental factors

Jones, Eli; Chonko, Lawrence B.; Roberts, James A. - In: Industrial marketing management : the international … 33 (2004) 5, pp. 439-456

Persistent link: https://www.econbiz.de/10006246380

Organizational variables, sales force perceptions of readiness for change, learning, and performance among boundary-spanning teams: A conceptual framework and propositions for rese...

Rangarajan, Deva; Chonko, Lawrence B.; Jones, Eli; … - In: Industrial marketing management : the international … 33 (2004) 4, pp. 289-306

Persistent link: https://www.econbiz.de/10006247890

Creating a partnership-oriented, knowledge creation culture in strategic sales alliances: a conceptual framework

Jones, Eli; Chonko, Lawrence B.; Roberts, James A. - In: The journal of business & industrial marketing 18 (2003) 4-5, pp. 336-352

Persistent link: https://www.econbiz.de/10007029907

Creating a partnership-oriented, knowledge creation culture in strategic sales alliances: a conceptual framework

Jones, Eli; Chonko, Lawrence B.; Roberts, James A. - In: The journal of business & industrial marketing 18 (2003) 4, pp. 336-352

Persistent link: https://www.econbiz.de/10007031836

Organizational and individual learning in the sales force: an agenda for sales research

Chonko, Lawrence B.; Dubinsky, Alan J.; Jones, Eli; … - In: Journal of Business Research 56 (2003) 12, pp. 935-946

Persistent link: https://www.econbiz.de/10005465859

Creating a partnership‐oriented, knowledge creation culture in strategic sales alliances: a conceptual framework

Jones, Eli; Chonko, Lawrence B.; Roberts, James A. - In: Journal of Business & Industrial Marketing 18 (2003) 4/5, pp. 336-352

Learning is at the crux of strategic alliance success today. The notion that alliances produce synergy implicitly means that alliance partners and employees must learn from the new environment created by the joining of two or more companies. Often, the sales force is overlooked in academic...

Persistent link: https://www.econbiz.de/10014842699