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The moderating role of cultural controls on the relationship between traditional formal sales controls and inside salesperson performance
Conde, Richard; Prybutok, Victor; Thompson, Kenneth N. - In: The journal of business & industrial marketing 38 (2023) 3, pp. 622-636
Persistent link: https://www.econbiz.de/10013539359
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Influence of the ethical servant leader and ethical climate on customer value enhancing sales performance
Schwepker, Charles H. <Jr.>; Schultz, Roberta J. - In: The journal of personal selling & sales management : JPSSM 35 (2015) 2, pp. 93-107
Persistent link: https://www.econbiz.de/10010527074
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Servant leadership, proactive work behavior, and performance overall rating : testing a multilevel model of moderated mediation
Varela, Jose A.; Bande, Belen; Río Araujo, Marisa del; … - In: Journal of business-to-business marketing 26 (2019) 2, pp. 177-195
Persistent link: https://www.econbiz.de/10012196284
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Servant leadership effects on salesperson self-efficacy, performance, job satisfaction, and turnover intentions
Westbrook, Kevin W.; Peterson, Robert M. - In: Journal of business-to-business marketing 29 (2022) 2, pp. 153-175
Persistent link: https://www.econbiz.de/10013359017
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The moderating role of self-efficacy in the relationship between control systems and sales performance
Vieira, Valter Afonso; Jones, Eli; Faia, Valter da Silva; … - In: Journal of personal selling & sales management : JPSSM 42 (2022) 2, pp. 158-180
Persistent link: https://www.econbiz.de/10013361678
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Pygmalion in sales : the influence of supervisor expectancies on salesperson's self-expectations and work evaluations
Chowdhury, M. - 2007
Persistent link: https://www.econbiz.de/10003891960
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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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Burnout in salespeople : a three-wave study to examine job characteristics' predictions and consequences for performance
Castanheira, Filipa; Chambel, Maria José - In: Economic and industrial democracy : EID ; an … 31 (2010) 4, pp. 409-429
Persistent link: https://www.econbiz.de/10008901600
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Customer orientation as a mediator of the influence of locus of control on job performance
Chang, Wan-jing April; Huang, Tung Chun - In: The service industries journal 31 (2011) 1/2, pp. 273-285
Persistent link: https://www.econbiz.de/10008904642
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The effect of implicit and explicit rules on customer greeting and productivity in a retail organization
Johnson, Rebecca A.; Houmanfar, Ramona; Smith, Gregory S. - In: Journal of organizational behavior management 30 (2010) 1, pp. 38-48
Persistent link: https://www.econbiz.de/10003957225