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The paradox of diminishing returns : measurement and metrics for valuation of B2C sales professionals
Fergurson, J. Ricky - In: Journal of marketing channels : distribution systems, … 26 (2020) 2, pp. 141-146
Persistent link: https://www.econbiz.de/10012258196
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Reducing salesperson turnover intentions via organizational market orientation and selective hiring : a job demand-resources approach
Fleming, David E.; Artis, Andrew B.; Harris, Eric G.; … - In: Journal of business-to-business marketing 29 (2022) 3/4, pp. 247-269
Persistent link: https://www.econbiz.de/10013417380
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Investigations of sales representatives' valuation of options
Bonney, Leff; Plouffe, Christopher R.; Brady, Michael - In: Journal of the Academy of Marketing Science 44 (2016) 2, pp. 135-150
Persistent link: https://www.econbiz.de/10011453159
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"I think I can... I think I can" : the impact of perceived selling efficacy and deal disclosure on salesperson escalation of commitment
Bonney, Leff; Plouffe, Christopher R.; Wolter, Jeremy - In: Industrial marketing management : the international … 43 (2014) 5, pp. 826-839
Persistent link: https://www.econbiz.de/10010404069
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Salesperson influence tactics and the buying agent purchase decision : mediating role of buying agent trust of the salesperson and moderating role of buying agent regulatory orient...
Hartmann, Nathaniel; Plouffe, Christopher R.; Kohsuwan, … - In: Industrial marketing management : the international … 87 (2020), pp. 31-46
Persistent link: https://www.econbiz.de/10012285128
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Examining salesperson versus sales manager evaluation of customer opportunities : a psychological momentum perspective on optimism, confidence, and overconfidence
Bonney, Leff; Plouffe, Christopher R.; Hochstein, Bryan; … - In: Industrial marketing management : the international … 88 (2020), pp. 339-351
Persistent link: https://www.econbiz.de/10012285372
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Adapting influence approaches to informed consumers in high-involvement purchases : are salespeople really doomed?
Hochstein, Bryan; Bolander, Willy; Goldsmith, Ronald E.; … - In: Journal of the Academy of Marketing Science 47 (2019) 1, pp. 118-137
Persistent link: https://www.econbiz.de/10011996688
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Sales compensation plan type and sales opportunity coverage : "double-edged" sword effects on sales performance
Claro, Danny Pimentel; Plouffe, Christopher R.; Vieira, … - In: Industrial marketing management : the international … 113 (2023), pp. 153-167
Persistent link: https://www.econbiz.de/10014433584
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"Converging on a new theoretical foundation for selling" five years later : emerging priorities, new applications, & directions for ongoing research
Plouffe, Christopher R.; Hartmann, Nathaniel; … - In: European journal of marketing 58 (2024) 3, pp. 685-703
Persistent link: https://www.econbiz.de/10015047324