Narrow search
Showing 1 - 10 of 184
Cover Image
Kundenorientierung von Vertriebsmitarbeitern : eine empirische Analyse individueller, organisationaler und marktbezogener Einflussfaktoren
Pferdekämper, Tanja; Lammerts, Arno - 2006
Persistent link: https://www.econbiz.de/10003340093
Cover Image
Transforming incentives : analysis of personnel and employee output data in a large Japanese auto sales firm
Tsuru, Tsuyoshi - In: Hitotsubashi journal of economics 49 (2008) 2, pp. 109-132
Persistent link: https://www.econbiz.de/10003810232
Cover Image
Anstrengung und Fähigkeiten des Kundenkontaktmitarbeiters im Service Encounter als zentrale Determinanten der Kundenzufriedenheit : eine empirische Analyse aus Kundensicht
Specht, Nina; Fichtel, Sina - In: Innovatives Dienstleistungsmarketing in Theorie und Praxis, (pp. 121-151). 2006
Persistent link: https://www.econbiz.de/10003413668
Cover Image
Sales force impact on B-to-B brand equity : conceptual framework and empirical test
Baumgarth, Carsten; Binckebanck, Lars - 2010
Persistent link: https://www.econbiz.de/10003975633
Cover Image
Transforming incentivies : analysis of personnel and employee output data in a large Japanese auto sales firm
Tsuru, Tsuyoshi (contributor) - 2007
Persistent link: https://www.econbiz.de/10003556342
Cover Image
Examining the mechanisms linking transformational leadership, employee customer orientation, and service performance : the mediating roles of perceived supervisor and coworker supp...
Liaw, Yuann-jun; Chi, Nai-wen; Chuang, Aichia - In: Journal of business and psychology 25 (2010) 3, pp. 477-492
Persistent link: https://www.econbiz.de/10008653686
Cover Image
Response bias in the measurement of salesperson orientations : the role of impression management
Johnson, Mark S.; Sivadas, Eugene; Kashyap, Vishal - In: Industrial marketing management : the international … 38 (2009) 8, pp. 1014-1024
Persistent link: https://www.econbiz.de/10003924895
Cover Image
An empirical investigation into the impact of relationship selling and LMX on salespeople's behaviours and sales effectiveness
Paparoidamis, Nicholas G.; Guenzi, Paolo - In: European journal of marketing : EJM 43 (2009) 7/8, pp. 1053-1075
Persistent link: https://www.econbiz.de/10009525810
Cover Image
Salesperson efficiency benchmarking using sales response data : who is working hard and working smart?
Bielecki, André; Albers, Sönke; Mantrala, Murali K. - 2012
A key to enhancing sales force productivity is finding ways to help existing reps sell more. In this paper, we focus on the process of internal efficiency benchmarking of a firm's sales representatives aimed at identifying strong and weak performers and providing meaningful and actionable...
Persistent link: https://www.econbiz.de/10009533312
Cover Image
The perils of altering incentive plans : a case study
Kauhanen, Antti - In: Managerial and decision economics : MDE ; the … 32 (2011) 6, pp. 371-384
Persistent link: https://www.econbiz.de/10009304015