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An fsQCA exploration of multiple paths to sales performance : evidence from China
Yao, Shanji; Sun, Lushun; Liu, Dewen; Han, Xueyuan - In: Journal of business-to-business marketing 31 (2024) 2, pp. 183-195
Persistent link: https://www.econbiz.de/10014574579
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Effects of perceived organisational support and Guanxi on salesperson performance : the mediation of customer need knowledge
Wang, Guocai; Liu, Dong; Wang, Xifeng - In: Frontiers of business research in China : selected … 5 (2011) 3, pp. 422-435
Persistent link: https://www.econbiz.de/10009301363
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Increasing job performance and reducing turnover : an examination of female Chinese salespeople
Rutherford, Brian N.; Wei, Yujie; Park, Jungkun; Hŏ, … - In: Journal of marketing theory and practice 20 (2012) 4, pp. 423-436
Persistent link: https://www.econbiz.de/10009688899
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How abusive supervision and abusive supervisory climate influence salesperson creativity and sales team effectiveness in China
Wang, Jiang; Gu, Qinxuan - In: Management decision : MD 54 (2016) 2, pp. 455-475
Persistent link: https://www.econbiz.de/10011459622
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Kinks as Goals : Accelerating Commissions and the Performance of Sales Teams
Kuhn, Peter; Yu, Lizi - 2021
We study the performance of small retail sales teams facing an incentive scheme that includes both a lump sum bonus and multiple accelerators (kinks where the piece rate jumps upward). Consistent with standard labor supply models, we find that the presence of an attainable bonus or kink on a...
Persistent link: https://www.econbiz.de/10013246032
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Kinks as Goals : Accelerating Commissions and the Performance of Sales Teams
Kuhn, Peter Joseph; Yu, Lizi - National Bureau of Economic Research - 2021
We study the performance of small retail sales teams facing an incentive scheme that includes both a lump sum bonus and multiple accelerators (kinks where the piece rate jumps upward). Consistent with standard labor supply models, we find that the presence of an attainable bonus or kink on a...
Persistent link: https://www.econbiz.de/10012482702
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FFM measures and job performance in Chinese organizations
Tang, Ningyu; Wang, Gigi - In: Journal of Chinese human resource management : JCHRM 1 (2010) 1, pp. 49-65
Persistent link: https://www.econbiz.de/10003982637
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Testing differential mediation effects of sub-dimensions of political skills in linking proactive personality to employee performance
Shi, Junqi; Chen, Zhuo; Zhou, Le - In: Journal of business and psychology 26 (2011) 3, pp. 359-369
Persistent link: https://www.econbiz.de/10009301996
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Chinese core self-evaluations and job performance : entrepreneurs in private small and medium enterprises
Tang, Clark Shi-ming; Tang, Thomas Li-ping; Li, Xiao-yan - In: Journal of Chinese human resource management : JCHRM 4 (2013) 2, pp. 151-170
Persistent link: https://www.econbiz.de/10010227213
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Dispositional antecedents and consequences of workplace ostracism : an empirical examination
Wu, Longzeng; Wei, Liqun; Hui, Chun - In: Frontiers of business research in China : selected … 5 (2011) 1, pp. 23-44
Persistent link: https://www.econbiz.de/10008936291