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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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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
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Should firms invest more in marketing or R&D to maintain sales leadership? : an empirical analysis of sales leader firms
Vadakkepatt, Gautham; Shankar, Venkatesh; Varadarajan, Rajan - In: Journal of the Academy of Marketing Science 49 (2021) 6, pp. 1088-1108
Persistent link: https://www.econbiz.de/10012659696
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The pull-to-stay effect : influence of sales managers' leadership worthiness on salesperson turnover intentions
Badrinarayanan, Vishag; Gupta, Aditya; Chaker, Nawar N. - In: Journal of personal selling & sales management : JPSSM 41 (2021) 1, pp. 39-55
Persistent link: https://www.econbiz.de/10012483628
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Transformational leadership effects on salespeople's attitudes, striving, and performance
Gao, Ronnie; Murphy, William H.; Anderson, Rolph E. - In: Journal of business research : JBR 110 (2020), pp. 237-245
Persistent link: https://www.econbiz.de/10012237844
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A qualitative study of leader behaviors perceived to enable salesperson performance
Peesker, Karen M.; Ryals, Lynette J.; Rich, Gregory A.; … - In: Journal of personal selling & sales management : JPSSM 39 (2019) 4, pp. 319-333
Persistent link: https://www.econbiz.de/10012200893
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The moderating effect of managers' leadership behavior on salespeople's self-efficacy
Vieira, Valter Afonso; Perin, Marcelo Gattermann; … - In: Journal of retailing and consumer services 40 (2018), pp. 150-162
Persistent link: https://www.econbiz.de/10011801890
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Managers Pocket Guide to Emotional Intelligence : From Management to Leadership
Sterrett, Emily - 2000
One of the keys to becoming a true leader is emotional intelligence. Emotional intelligence quotient (or EQ) encompasses qualities that go beyond general intellectual intelligence and technical competency. EQ includes self-awareness, self-control, self-confidence, motivation, empathy, and...
Persistent link: https://www.econbiz.de/10012688476