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Beyond the retention-acquisition trade-off : capabilities of ambidextrous sales organizations
Nijssen, E. J.; Guenzi, Paolo; Borgh, Michel van der - In: Industrial marketing management : the international … 64 (2017), pp. 1-13
Persistent link: https://www.econbiz.de/10011738300
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Why salespeople avoid big-whale sales opportunities
Xu, Juan; Borgh, Michel van der; Nijssen, E. J.; Lam, Son K. - In: Journal of marketing 86 (2022) 5, pp. 95-116
Persistent link: https://www.econbiz.de/10013390585
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The impact of digital transformation on salespeople : an empirical investigation using the JD-R model
Guenzi, Paolo; Nijssen, E. J. - In: Journal of personal selling & sales management : JPSSM 41 (2021) 2, pp. 130-149
Persistent link: https://www.econbiz.de/10012584523
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Studying the antecedents and outcome of social media use by salespeople using a MOA framework
Guenzi, Paolo; Nijssen, E. J. - In: Industrial marketing management : the international … 90 (2020), pp. 346-359
Persistent link: https://www.econbiz.de/10012322086
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Some agents are more similar than others : customer orientation of frontline robots and employees
Leiño Calleja, David; Schepers, Jeroen; Nijssen, E. J. - In: Journal of service management 34 (2023) 6, pp. 27-49
Persistent link: https://www.econbiz.de/10014456545
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(Re) defining salesperson motivation : current status, main challenges, and research directions
Khusainova, Rushana; Jong, Ad de; Lee, Nick; Marshall, … - In: The journal of personal selling & sales management : JPSSM 38 (2018) 1, pp. 2-29
Persistent link: https://www.econbiz.de/10011936232
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Neuroticism and the sales profession
Habel, Johannes; Kadić-Maglajlić, Selma; Hartmann, … - In: Organizational behavior and human decision processes 184 (2024), pp. 1-19
Persistent link: https://www.econbiz.de/10015063173
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Do retailers really profit from ambidextrous managers? : the impact of frontline mechanisms on new and existing product selling performance
Borgh, Michel van der; Scherpers, Jeroen J. L. - In: The journal of product innovation management : an … 31 (2014) 4, pp. 710-727
Persistent link: https://www.econbiz.de/10010375911
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On salesperson judgment and decision making
Lam, Son K.; Borgh, Michel van der - In: Journal of the Academy of Marketing Science 49 (2021) 5, pp. 855-863
Persistent link: https://www.econbiz.de/10012614771
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A meta-analysis of frontline employees' role behavior and the moderating effects of national culture
Schepers, Jeroen J.L.; Borgh, Michel van der - In: Journal of service research 23 (2020) 3, pp. 255-280
Persistent link: https://www.econbiz.de/10012265752