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Behavior-Based and Outcome-Based Salesforce Control Systems
Cravens, David W.; Ingram, Thomas N.; LaForge, Raymond W.; … - In: Journal of marketing 57 (1993) 4, pp. 47-59
Persistent link: https://www.econbiz.de/10006008190
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Selling in the new millennium - A joint agenda
Ingram, Thomas N.; Laforge, Raymond W.; Leigh, Thomas W. - In: Industrial marketing management : the international … 31 (2002) 7, pp. 559-568
Persistent link: https://www.econbiz.de/10006264424
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Removing Salesforce Performance Hurdles
Babakus, Emin; Cravens, David W.; Grant, Ken; Ingram, … - In: The journal of business & industrial marketing 9 (1994) 3, pp. 19-29
Persistent link: https://www.econbiz.de/10007087195
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Managing Culturally Diverse Buyer-Seller Relationships: The Role of Intercultural Disposition and Adaptive Selling in Developing Intercultural Communication Competence
Bush, Victoria D.; Rose, Gregory M.; Gilbert, Faye; … - In: Journal of the Academy of Marketing Science 29 (2001) 4, pp. 391-404
Persistent link: https://www.econbiz.de/10006151955
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The Influence of Ethical Climate and Ethical Conflict on Role Stress in the Sales Force
Schwepker Jr, Charles H.; Ferrell, O.C.; Ingram, Thomas N. - In: Journal of the Academy of Marketing Science 25 (1997) 2, pp. 99-108
Persistent link: https://www.econbiz.de/10006153718
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Determinants of Relationship Quality: An Artificial Neural Network Analysis
Bejou, David; Wray, Barry; Ingram, Thomas N. - In: Journal of business research : JBR 36 (1996) 2, pp. 137-144
Persistent link: https://www.econbiz.de/10006737565
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Improving Sales Performance Through Ethics: The Relationship Between Salesperson Moral Judgment and Job Performance
Schwepker Jr, Charles H.; Ingram, Thomas N. - In: Journal of business ethics : JOBE 15 (1996) 11, pp. 1151-1160
Persistent link: https://www.econbiz.de/10006932067
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Improving Sales Performance Through Ethics: The Relationship Between Salesperson Moral Judgment and Job Performance
Schwepker Jr, Charles H.; Ingram, Thomas N. - In: Journal of business ethics : JOBE 15 (1996) 11, pp. 1151-1160
Persistent link: https://www.econbiz.de/10006932079
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Improving sales training cycle times for new trainees - An exploratory study
Bashaw, R.Edward; Ingram, Thomas N.; Keillor, Bruce D. - In: Industrial marketing management : the international … 31 (2002) 4, pp. 329-338
Persistent link: https://www.econbiz.de/10006266058
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Building and Assessing Cultural Diversity Skills:
Bush, Victoria D.; Ingram, Thomas N. - In: Industrial marketing management : the international … 30 (2001) 1, pp. 65-76
Persistent link: https://www.econbiz.de/10006280440