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The role of identification in frontline employee decision-making
Di Mascio, Rita; Fatima, Johra - In: Journal of retailing and consumer services 43 (2018), pp. 131-138
Persistent link: https://www.econbiz.de/10011883182
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The effect of employee behavior on brand personality impressions and brand attitudes
Wentzel, Daniel - In: Journal of the Academy of Marketing Science 37 (2009) 3, pp. 359-374
Persistent link: https://www.econbiz.de/10003900715
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Salesperson directive modification intention : a conceptualization and empirical validation
McAmis, Gregory T.; Evans, Kenneth R.; Arnold, Todd J. - In: The journal of personal selling & sales management : JPSSM 35 (2015) 3, pp. 203-220
Persistent link: https://www.econbiz.de/10011374658
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Salesperson listening in the extended sales relationship : an exploration of cognitive, affective, and temporal dimensions
Pryor, Susie; Malshe, Avinash; Paradise, Kyle - In: The journal of personal selling & sales management : JPSSM 33 (2013) 2, pp. 185-196
Persistent link: https://www.econbiz.de/10009745300
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Cognitive bias in salespersons in specialty drug selling of pharmaceutical industry
Wasuja, Sachin; Sagar, Mahim; Sushil - In: International journal of pharmaceutical and healthcare … 6 (2012) 4, pp. 310-335
Persistent link: https://www.econbiz.de/10009699710
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Genetic and neurological foundations of customer orientation : field and experimental evidence
Bagozzi, Richard P.; Verbeke, Willem J. M. I.; Berg, … - In: Journal of the Academy of Marketing Science 40 (2012) 5, pp. 639-658
Persistent link: https://www.econbiz.de/10009621886
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How do salespeople make decisions? : the role of emotions and deliberation on adaptive selling, and the moderating role of intuition
Locander, David A.; Mulki, Jay P.; Weinberg, Frankie J. - In: Psychology & marketing 31 (2014) 6, pp. 387-403
Persistent link: https://www.econbiz.de/10010362504
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Does customer trust play a mediating role between salesperson competence and performance?
Yang, Dong-jenn; Wu, Meng J. - In: International journal of management, economics and … 3 (2014) 2, pp. 100-121
The questions of what competence constitutes in salesperson performance and why it does matter are important issue of marketing and sales management. This study examined the importance of competence in a salesperson's performance and the mechanism underlying the relationship between competence...
Persistent link: https://www.econbiz.de/10010371876
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How and when does emotional intelligence influence salesperson adaptive and proactive performance?
Bande, Belén; Fernández-Ferrín, Pilar - In: European management review : the journal of the … 12 (2015) 4, pp. 261-274
Persistent link: https://www.econbiz.de/10011531403
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Delegating slotting allowance authority to the sales force
Rowe, William J.; Skinner, Steven J. - In: Industrial marketing management : the international … 57 (2016), pp. 159-165
Persistent link: https://www.econbiz.de/10011549591