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The role of equity and work environment in the formation of salesperson distributive fairness judgments
Arnold, Todd J.; Landry, Timothy D.; Scheer, Lisa K.; … - In: The journal of personal selling & sales management : JPSSM 29 (2009) 1, pp. 61-80
Persistent link: https://www.econbiz.de/10003946034
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Salesperson directive modification intention : a conceptualization and empirical validation
McAmis, Gregory T.; Evans, Kenneth R.; Arnold, Todd J. - In: The journal of personal selling & sales management : JPSSM 35 (2015) 3, pp. 203-220
Persistent link: https://www.econbiz.de/10011374658
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Salesperson socialization to the consumption of organizationally provided support services : differences between high- and low-performing salespeople
Stan, Simona; Arnold, Todd J.; McAmis, Gregory T.; … - In: Journal of marketing theory and practice : JMTP 29 (2021) 3, pp. 271-288
Persistent link: https://www.econbiz.de/10012607651
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Customer loyalty to whom? : managing the benefits and risks of salesperson-owned loyalty
Palmatier, Robert W.; Scheer, Lisa K.; Steenkamp, … - In: Journal of marketing research : JMR 44 (2007) 2, pp. 185-199
Persistent link: https://www.econbiz.de/10003486870
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Salesperson dual agency in price negotiations
Lawrence, Justin M.; Scheer, Lisa K.; Crecelius, Andrew T. - In: Journal of marketing 85 (2021) 2, pp. 89-109
Persistent link: https://www.econbiz.de/10012485585
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Constructive resistance in the frontlines : how frontline employees' resistance to customer incivility affects customer observers
Kamran-Disfani, Omid; Bagherzadeh, Ramin; Bhattarai, Ashok - In: Journal of service research 26 (2023) 4, pp. 560-577
Persistent link: https://www.econbiz.de/10014580332
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Frontline employee customer-oriented attitude in the presence of job demands and resources : the influence upon deep and surface acting
Yoo, Jaewon; Arnold, Todd J. - In: Journal of service research : JSR 19 (2016) 1, pp. 102-117
Persistent link: https://www.econbiz.de/10011433187
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The role of salesperson motivation in sales control systems - intrinsic and extrinsic motivation revisited
Miao, C. Fred; Evans, Kenneth R.; Zou, Shaoming - In: Journal of business research : JBR 60 (2007) 5, pp. 417-425
Persistent link: https://www.econbiz.de/10003451456
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Sales force-generated marketing intelligence
Evans, Kenneth R.; Miao, C. Fred - In: The Oxford handbook of strategic sales and sales management, (pp. 174-200). 2011
Persistent link: https://www.econbiz.de/10008991513
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Advancing sales performance research : a focus on five underresearched topic areas
Evans, Kenneth R.; McFarland, Richard G.; Dietz, Bart; … - In: The journal of personal selling & sales management : JPSSM 32 (2012) 1, pp. 89-105
Persistent link: https://www.econbiz.de/10009505522