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Sales Managers’ Motivation to Coach Salespeople : An Exploration Using Expectancy Theory
Pousa, Claudio - 2014
Sales managers can supervise and help salespeople achieve their performance goals by using two types of behaviours …: ‘coaching' or ‘directive' behaviour. As companies can be interested in promoting coaching in order to develop their human …”. Building on Vroom's Expectancy Theory, we develop a theoretical model exploring sales managers' motivation to show a coaching …
Persistent link: https://www.econbiz.de/10013056498
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Managing frontline employee performance through coaching : does selling experience matter?
Pousa, Claudio; Mathieu, Anne; Trépanier, Carole - In: The international journal of bank marketing : IJBM 35 (2017) 2, pp. 220-240
Persistent link: https://www.econbiz.de/10011707771
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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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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
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Sales leadership icons and models : how comic book superheroes would make great sales leaders
Rapp, Adam; Ogilvie, Jessica; Bachrach, Daniel G. - In: Business horizons 58 (2015) 3, pp. 261-274
Persistent link: https://www.econbiz.de/10011286509
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Cross-selling performance in complex selling contexts : an examination of supervisory- and compensation-based controls
Schmitz, Christian; Lee, You-Cheong; Lilien, Gary L. - In: Journal of marketing 78 (2014) 3, pp. 1-19
Persistent link: https://www.econbiz.de/10010360457
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When creativity enhances sales effectiveness : the moderating role of leader-member exchange
Martinaityte, Ieva; Sacramento, Claudia A. - In: Journal of organizational behavior : OB ; the internat. … 34 (2013) 7, pp. 974-994
Persistent link: https://www.econbiz.de/10010227463
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An assessment of needed sales management skills
Powers, Thomas L.; Jennings, J'Aime C.; DeCarlo, Thomas E. - In: The journal of personal selling & sales management : JPSSM 34 (2014) 3, pp. 206-222
Persistent link: https://www.econbiz.de/10010373799
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Antecedents and anticipated outcomes of superstitious behavior among professional salespeople
Mayo, Michael; Mallin, Michael - In: The journal of business & industrial marketing 29 (2014) 3, pp. 227-237
Persistent link: https://www.econbiz.de/10010345209
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Learned helplessness among newly hired salespeople and the influence of leadership
Boichuk, Jeffrey P.; Bolander, Willy; Hall, Zachary R.; … - In: Journal of marketing 78 (2014) 1, pp. 95-111
Persistent link: https://www.econbiz.de/10010250065