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The influence of sales management control on innovativeness of sales departments

Matsuo, Makoto - In: The journal of personal selling & sales management : JPSSM 29 (2009) 4, pp. 321-331

Persistent link: https://www.econbiz.de/10003905049

The role of sales beliefs in facilitating experiential learning : an empirical study of Japanese salespeople

Matsuo, Makoto - In: Psychology & marketing 28 (2011) 4, pp. 309-329

Persistent link: https://www.econbiz.de/10008989365

Leadership of learning and reflective practice : an exploratory study of nursing managers

Matsuo, Makoto - In: Management learning : the journal for managerial and … 43 (2012) 5, pp. 609-623

Persistent link: https://www.econbiz.de/10010220157

Sales management : learning and innovation in Japan

Matsuo, Makoto - In: Journal of marketing channels : ... distribution … 25 (2018) 4, pp. 241-244

Persistent link: https://www.econbiz.de/10012140280

The role of internal competition in knowledge creation : an empirical study of Japanese firms

Matsuo, Makoto - 2005

Persistent link: https://www.econbiz.de/10014012242

The role of internal competition in knowledge creation : an empirical study in Japanese firms

Matsuo, Makoto - 2005

Persistent link: https://www.econbiz.de/10004856089

Experience-based learning of Japanese IT professionals : a qualitative research

Matsuo, Makoto; Wong, Christina W. Y.; Lai, Kee-hung - In: The journal of strategic information systems : … 17 (2008) 3, pp. 202-213

Persistent link: https://www.econbiz.de/10003768913

The effects of the PDCA cycle and OJT on workplace learning

Matsuo, Makoto; Nakahara, Jun - In: The international journal of human resource management 24 (2013) 1, pp. 195-207

Persistent link: https://www.econbiz.de/10009687772

Learning-oriented sales management control : the case of a pharmaceutical company

Matsuo, Makoto; Hayakawa, Katsuo; Takashima, Katsuyoshi - In: Journal of business-to-business marketing 20 (2013) 1, pp. 21-31

Persistent link: https://www.econbiz.de/10009738735

Salesperson’s procedural knowledge, experience and performance

Matsuo, Makoto; Kusumi, Takashi - In: European Journal of Marketing 36 (2002) 7/8, pp. 840-854

The authors investigated the moderating effect of sales experience on the relationship between salespeople’s procedural knowledge and their performance, using a sample of 108 salespeople working at three car dealerships in Japan. Moderated regression analyses suggested that the more experience...

Persistent link: https://www.econbiz.de/10014722034