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Performance implications of sales strategy : the moderating effects of leadership and environment

Panagopoulos, Nikolaos G.; Aulōnitēs, Geōrgios I. - In: International journal of research in marketing : IJRM ; … 27 (2010) 1, pp. 46-57

Persistent link: https://www.econbiz.de/10003960751

Performance Implications of Sales Strategy : The Moderating Effects of Leadership and Environment

Panagopoulos, Nikolaos G.; Avlonitis, George J. - 2009

What is sales strategy? How and when does it affect performance? This study attempts to provide answers to these overlooked questions by developing a comprehensive conceptualization of sales strategy and examining its impact on sales force and firm performance. Sales strategy was operationalized...

Persistent link: https://www.econbiz.de/10014200894

The strategic role of the selling function : a resource-based framework

Leigh, Thomas W.; Cron, William L.; Baldauf, Artur; … - In: The Oxford handbook of strategic sales and sales management, (pp. 489-517). 2011

Persistent link: https://www.econbiz.de/10008991455

The strategic role of the sales force : perceptions of senior sales executives

Cron, William L.; Baldauf, Artur; Leigh, Thomas W.; … - In: Journal of the Academy of Marketing Science 42 (2014) 5, pp. 471-489

Persistent link: https://www.econbiz.de/10010417563

Commentary: practical insights for sales force digitalization success : the scholar's perspective

Cron, William L.; Baldauf, Artur - In: Journal of personal selling & sales management : JPSSM 41 (2021) 2, pp. 103-106

Persistent link: https://www.econbiz.de/10012584535

The Strategic Role of the Selling Function: A Resource-Based Framework

Leigh, Thomas W.; Cron, William L.; Baldauf, Artur; … - In: The Oxford handbook of strategic sales and sales management. 2011

Persistent link: https://www.econbiz.de/10012885348

Resource sharing with local partners : how do hotels benefit?

Pfammatter, Adrian; Bandi Tanner, Monika; Baldauf, Artur - In: International journal of hospitality management 118 (2024), pp. 1-10

Persistent link: https://www.econbiz.de/10015069326