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Is it navigation, networking, coordination ... or what? : a multidisciplinary review of influences on the intraorganizational dimension of the sales role and performance
Plouffe, Christopher R. - In: The journal of personal selling & sales management : JPSSM 38 (2018) 2, pp. 241-264
Persistent link: https://www.econbiz.de/10011917850
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Investigations of sales representatives' valuation of options
Bonney, Leff; Plouffe, Christopher R.; Brady, Michael - In: Journal of the Academy of Marketing Science 44 (2016) 2, pp. 135-150
Persistent link: https://www.econbiz.de/10011453159
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Adapting influence approaches to informed consumers in high-involvement purchases : are salespeople really doomed?
Hochstein, Bryan; Bolander, Willy; Goldsmith, Ronald E.; … - In: Journal of the Academy of Marketing Science 47 (2019) 1, pp. 118-137
Persistent link: https://www.econbiz.de/10011996688
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"I think I can... I think I can" : the impact of perceived selling efficacy and deal disclosure on salesperson escalation of commitment
Bonney, Leff; Plouffe, Christopher R.; Wolter, Jeremy - In: Industrial marketing management : the international … 43 (2014) 5, pp. 826-839
Persistent link: https://www.econbiz.de/10010404069
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Salesperson navigation: the intraorganizational dimension of the sales role
Plouffe, Christopher R.; Barclay, Donald W. - In: Industrial marketing management : the international … 36 (2007) 4, pp. 528-539
Persistent link: https://www.econbiz.de/10003469176
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Examining salesperson versus sales manager evaluation of customer opportunities : a psychological momentum perspective on optimism, confidence, and overconfidence
Bonney, Leff; Plouffe, Christopher R.; Hochstein, Bryan; … - In: Industrial marketing management : the international … 88 (2020), pp. 339-351
Persistent link: https://www.econbiz.de/10012285372
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Sales compensation plan type and sales opportunity coverage : "double-edged" sword effects on sales performance
Claro, Danny Pimentel; Plouffe, Christopher R.; Vieira, … - In: Industrial marketing management : the international … 113 (2023), pp. 153-167
Persistent link: https://www.econbiz.de/10014433584
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Salesperson knowledge sourcing inside the vendor organization : examining the performance-relationship continuum given selected boundary conditions
Volpers, Stephan; Schroeder, Curtis S.; Hochstein, Bryan W. - In: Industrial marketing management : the international … 118 (2024), pp. 212-230
Persistent link: https://www.econbiz.de/10014531700
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Which influence tactics lead to sales performance? : it is a matter of style
Plouffe, Christopher R.; Bolander, Willy; Cote, Joseph A. - In: The journal of personal selling & sales management : JPSSM 34 (2014) 2, pp. 141-159
Persistent link: https://www.econbiz.de/10010346522
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Does the customer matter most? : exploring strategic frontline employees’ influence of customers, the internal business team, and external business partners
Plouffe, Christopher R.; Bolander, Willy; Cote, Joseph A.; … - In: Journal of marketing 80 (2016) 1, pp. 106-123
Persistent link: https://www.econbiz.de/10011507463