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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

Perceptual differences regarding leadership between the store manager and employees and its impact on frontline sales performance : a research note

Vieira, Valter Afonso; Negreiros, Leticia Fernandes de; … - In: Journal of retailing 97 (2021) 3, pp. 347-358

Persistent link: https://www.econbiz.de/10013256047

The interactive effects of goal orientation and leadership style on sales performance

Domingues, Juliano; Vieira, Valter Afonso; Agnihotri, Raj - In: Marketing letters : a journal of research in marketing 28 (2017) 4, pp. 637-649

Persistent link: https://www.econbiz.de/10011780891

Unpacking the salesperson's ambidextrous internal network (AIN) : the influence of bridging and bonding social capital on performance growth trajectories

Silva, Juliano Domingues da; Plouffe, Christopher R.; … - In: Industrial marketing management : the international … 117 (2024), pp. 418-439

Persistent link: https://www.econbiz.de/10014531399

Salesperson moral identity and value co-creation

Itani, Omar S.; Chonko, Lawrence B.; Agnihotri, Raj - In: European journal of marketing 56 (2022) 2, pp. 500-531

Persistent link: https://www.econbiz.de/10013173438

Social media use in B2b sales and its impact on competitive intelligence collection and adaptive selling : examining the role of learning orientation as an enabler

Itani, Omar S.; Agnihotri, Raj; Dingus, Rebecca - In: Industrial marketing management : the international … 66 (2017), pp. 64-79

Persistent link: https://www.econbiz.de/10011775972

Developing benchmarks to capture relative performance for sales force incentives decisions : lessons from B2B insurance industry

Agnihotri, Raj; Zhang, Wei - In: Industrial marketing management : the international … 92 (2021), pp. 55-71

Persistent link: https://www.econbiz.de/10012490935

"A little competition goes a long way" : substitutive effects of emotional intelligence and workplace competition on salesperson creative selling

Kalra, Ashish; Dugan, Riley; Agnihotri, Raj - In: Marketing letters : a journal of research in marketing 33 (2022) 3, pp. 399-413

Persistent link: https://www.econbiz.de/10013454579

Social media analytics for business-to-business marketing

Agnihotri, Raj; Bakeshloo, Khashayar Afshar; Mani, Sudha - In: Industrial marketing management : the international … 115 (2023), pp. 110-126

Persistent link: https://www.econbiz.de/10014454859

Understanding the mechanism linking interpersonal traits to pro‐social behaviors among salespeople: lessons from India

Agnihotri, Raj; Krush, Michael; Singh, Rakesh K. - In: Journal of Business & Industrial Marketing 27 (2012) 3, pp. 211-227

Purpose – Factors such as globalization and market size have made India a major consideration for multinational firms and their salespeople. Despite the appeal of the market, the majority of theories and empirical studies of sales have been based on Western thought and within a Western...

Persistent link: https://www.econbiz.de/10014843114