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When value- and experience-related trade promotions influence retailers’ sales : the moderating role of retail format strategy and channel structure

Claro, Danny; Vieira, Valter Afonso; Agnihotri, Raj; … - In: European Journal of Marketing 55 (2021) 12, pp. 3099-3128

Purpose: As manufacturers and retailers aim to increase return on marketing investments, value- vs experience-related trade promotions gain attention. These two trade promotions become complicated in the presence of different retail format strategies (generalist vs specialist) and channel...

Persistent link: https://www.econbiz.de/10012638173

Measuring and testing the impact of interpersonal mentalizing skills on retail sales performance

Gabler, Colin B.; Vieira, Valter Afonso; Senra, Karin B.; … - In: Journal of personal selling & sales management 39 (2019) 3, pp. 222-237

Persistent link: https://www.econbiz.de/10012200876

In pursuit of an effective B2B digital marketing strategy in an emerging market

Vieira, Valter Afonso; Almeida, Marcos Inácio Severo de; … - In: Journal of the Academy of Marketing Science 47 (2019) 6, pp. 1085-1108

Persistent link: https://www.econbiz.de/10012153439

The interactive effects of goal orientation and leadership style on sales performance

Domingues, Juliano; Vieira, Valter Afonso; Agnihotri, Raj - In: Marketing letters : a journal of research in marketing 28 (2017) 4, pp. 637-649

Persistent link: https://www.econbiz.de/10011780891

Examining the impact of salesperson interpersonal mentalizing skills on performance : the role of attachment anxiety and subjective happiness

Agnihotri, Raj; Vieira, Valter Afonso; Senra, Karin Borges - In: The journal of personal selling & sales management : JPSSM 36 (2016) 2, pp. 174-189

Persistent link: https://www.econbiz.de/10011515697

Perceptual differences regarding leadership between the store manager and employees and its impact on frontline sales performance : a research note

Vieira, Valter Afonso; Negreiros, Leticia Fernandes de; … - In: Journal of retailing 97 (2021) 3, pp. 347-358

Persistent link: https://www.econbiz.de/10013256047

How cashback strategies yield financial benefits for retailers : the mediating role of consumers' program loyalty

Vieira, Valter Afonso; Agnihotri, Raj; Almeida, Marcos … - In: Journal of business research : JBR 141 (2022), pp. 200-212

Persistent link: https://www.econbiz.de/10013167968

Augmented reality generalizations : a meta-analytical review on consumer-related outcomes and the mediating role of hedonic and utilitarian values

Vieira, Valter Afonso; Rafael, Diego Nogueira; … - In: Journal of business research : JBR 151 (2022), pp. 170-184

Persistent link: https://www.econbiz.de/10013459163

Salespeople's competitive intelligence, efficiency, and performance : the role of intelligence diversity and manager's tenure

Vieira, Valter Afonso; Jaramillo, Jorge Fernando; … - In: Journal of business research : JBR 159 (2023), pp. 1-12

Persistent link: https://www.econbiz.de/10014287529