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The moderating effect of control systems on the relationship between commission and salesperson intrinsic motivation in a customer oriented environment
Mallin, Michael L.; Pullins, Ellen - In: Industrial marketing management : the international … 38 (2009) 7, pp. 769-777
Persistent link: https://www.econbiz.de/10003893185
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The impact of sales failure on attributions made by "resource-challenged" and "resource-secure" salespeople
Mayo, Michael; Mallin, Michael L. - In: Journal of marketing theory and practice 18 (2010) 3, pp. 233-247
Persistent link: https://www.econbiz.de/10003997668
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The role of uncertainty and sales control in the development of sales manager trust
Mallin, Michael L.; O'Donnell, Edward; Hu, Michael Y. - In: The journal of business & industrial marketing 25 (2010) 1/2, pp. 30-42
Persistent link: https://www.econbiz.de/10003943100
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A re-examination of B2B sales performance
Zallocco, Ronald; Pullins, Ellen; Mallin, Michael L. - In: The journal of business & industrial marketing 24 (2009) 8, pp. 598-610
Persistent link: https://www.econbiz.de/10009525684
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Antecedents and consequences of salesperson identification with the brand and company
Gammoh, Bashar S.; Mallin, Michael L.; Pullins, Ellen - In: The journal of personal selling & sales management : JPSSM 34 (2014) 1, pp. 3-18
Persistent link: https://www.econbiz.de/10010338160
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The impact of salesperson-brand personality congruence on salesperson brand identification, motivation and performance outcomes
Gammoh, Bashar; Mallin, Michael L.; Pullins, Ellen - In: The journal of product & brand management 23 (2014) 7, pp. 543-553
Persistent link: https://www.econbiz.de/10010467463
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Intergenerational recruiting : the impact of sales job candidate perception of interviewer age
Allen, Concha; Schetzsle, Stacey; Mallin, Michael L.; … - In: American journal of business : applying research to … 29 (2014) 2, pp. 146-163
Persistent link: https://www.econbiz.de/10010392803
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How salespeople deal with intergenerational relationship selling
Pullins, Ellen; Mallin, Michael L.; Buehrer, Richard E.; … - In: The journal of business & industrial marketing 26 (2011) 6, pp. 443-455
Persistent link: https://www.econbiz.de/10009272339
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The proactive behavior of younger salespeople : antecedents and outcomes
Mallin, Michael L.; Ragland, Charles B.; Finkle, Todd A. - In: Journal of marketing channels : ... distribution … 21 (2014) 4, pp. 268-278
Persistent link: https://www.econbiz.de/10010463611
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How do unethical salespeople sleep at night? : the role of neutralizations in the justification of unethical sales intentions
Serviere-Munoz, Laura; Mallin, Michael L. - In: The journal of personal selling & sales management : JPSSM 33 (2013) 3, pp. 289-306
Persistent link: https://www.econbiz.de/10009776504