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Delegating slotting allowance authority to the sales force
Rowe, William J.; Skinner, Steven J. - In: Industrial marketing management : the international … 57 (2016), pp. 159-165
Persistent link: https://www.econbiz.de/10011549591
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Systems-savvy selling, interpersonal identification with customers, and the sales manager’s motivational paradox : a constructivist grounded theory approach
St. Clair, Donald P.; Hunter, Gary K.; Cola, Philip A.; … - In: The journal of personal selling & sales management : JPSSM 38 (2018) 4, pp. 391-412
Persistent link: https://www.econbiz.de/10011976240
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Effects of motivating to sustain commitment of the sales professionals
Guha, Sayanjit - In: Journal of marketing and consumer behaviour in emerging … (2016) 2, pp. 58-74
Motivation is an important tool which can have a significant impact to improve the performance of employees in any organization and in the current competitive world, employees' commitment is crucial in achieving the organizational goals. The current research is aimed at examining the role played...
Persistent link: https://www.econbiz.de/10012116778
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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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Linking person-job fit and intrinsic motivation to salespeople's service innovative behavior
Alqhaiwi, Zaid Oqla; Koburtay, Tamer; Karatepe, Osman M. - In: The journal of services marketing 37 (2023) 9, pp. 1186-1200
Persistent link: https://www.econbiz.de/10014473557
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Power-base effects on salesperson motivation and performance : a contingency view
Mallin, Michael L.; Ragland, Charles B. - In: Journal of business-to-business marketing 24 (2017) 2, pp. 99-121
Persistent link: https://www.econbiz.de/10011735901
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A self-determination theory-based meta-analysis on the differential effects of intrinsic and extrinsic motivation on salesperson performance
Good, Valerie; Hughes, Douglas E.; Kirca, Ahmet H.; … - In: Journal of the Academy of Marketing Science 50 (2022) 3, pp. 586-614
Persistent link: https://www.econbiz.de/10013199138
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Motivational factors in sales team management and their influence on employee's performance : a case of Nepalese insurance company
Sapkota, Anshu - In: Nepalese journal of economics : a publication of … 7 (2022) 2, pp. 94-108
Persistent link: https://www.econbiz.de/10014320724
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What really motivates top salespeople : love or money?
Gelb, Betsy D.; Pishko, Joanna; Herman, Carl - In: The journal of business strategy 43 (2022) 5, pp. 306-315
Persistent link: https://www.econbiz.de/10013392368
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Salesperson's perceived personal identification with supervisor and the relationship with turnover intention and performance : a mediated motivation model
Mallin, Michael L.; Hancock, Tyler D.; Pullins, Ellen; … - In: Journal of personal selling & sales management 42 (2022) 3, pp. 243-264
Persistent link: https://www.econbiz.de/10013361687