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Crash-Kurs für Verkaufsleiter : vom Start weg auf der Gewinnerseite
Durinkowitz, Helmut S. - 2008 - 3., überarb. Aufl.
Persistent link: https://www.econbiz.de/10003744451
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Influencing the salesforce through perceived ethical leadership : the role of salesforce socialization and person-organization fit on salesperson ethics and performance
Schwepker, Charles H. <Jr.> - In: The journal of personal selling & sales management : JPSSM 35 (2015) 4, pp. 292-313
Persistent link: https://www.econbiz.de/10011415997
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Psychological ethical climate, leader-member exchange and commitment to superior customer value : influencing salespeople’s unethical intent and sales performance
Schwepker, Charles H. <Jr.> - In: The journal of personal selling & sales management : JPSSM 37 (2017) 1, pp. 72-87
Persistent link: https://www.econbiz.de/10011690139
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A multi-cultural study of salespeople's behavior in individual pay-for-performance compensation systems : when managers are more equal and less fair than others
Rouziès, Dominique; Onyemah, Vincent; Iacobucci, Dawn - In: The journal of personal selling & sales management : JPSSM 37 (2017) 3, pp. 198-212
Persistent link: https://www.econbiz.de/10011753783
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Coaching im Vertrieb
Thienel, Albert - In: Die Praxis des Verkaufs : Vertriebssteuerung, …, (pp. 327-346). 2008
Persistent link: https://www.econbiz.de/10003652263
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Salesforce management - compensation, motivation, selection and training
Albers, Sönke - In: Handbook of marketing, (pp. 248-266). 2006
Persistent link: https://www.econbiz.de/10003335110
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Managerial motivation dynamics and incentives
Kocabıyıkoğlu, Ayşe; Popescu, Ioana - In: Management science : journal of the Institute for … 53 (2007) 5, pp. 834-848
Persistent link: https://www.econbiz.de/10003487082
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A psychometric assessment of the Lennox and Wolfe self-monitoring scale in the sales force
Deeter-Schmelz, Dawn R.; Ramsey, Rosemary P. - In: Industrial marketing management : the international … 39 (2010) 7, pp. 1162-1169
Persistent link: https://www.econbiz.de/10008668692
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Sales manager behavior-based control and salesperson performance : the effects of manager control competencies and organizational citizenship behavior
Piercy, Nigel; Cravens, David W.; Lane, Nikala - In: Journal of marketing theory and practice 20 (2012) 1, pp. 7-22
Persistent link: https://www.econbiz.de/10009509178
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Sales manager and sales team determinants of saleperson ethical behaviour
Cadogan, John W.; Lee, Nick; Tarkiainen, Anssi; … - In: European journal of marketing : EJM 43 (2009) 7/8, pp. 907-937
Persistent link: https://www.econbiz.de/10009525818