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Learning from peers : knowledge transfer and sales force productivity growth
Chan, Tat; Li, Jia; Pierce, Lamar - In: Marketing science : the marketing journal of the … 33 (2014) 4, pp. 463-484
Persistent link: https://www.econbiz.de/10010402546
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How to organize pricing? : vertical delegation and horizontal dispersion of pricing authority
Homburg, Christian; Jensen, Ove; Hahn, Alexander - In: Journal of marketing 76 (2012) 5, pp. 49-69
Persistent link: https://www.econbiz.de/10009782920
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When do salespeople pursue and win deals? : a two-stage model of sales opportunity outcomes
Guesalaga, Rodrigo; Kapelianis, Dimitri - In: The journal of business & industrial marketing 30 (2015) 7, pp. 817-829
Persistent link: https://www.econbiz.de/10011422371
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In- or outsourcing of the sales force? : what is better? ; the case of the construction sector
Trio, Oronzo - In: International journal of globalisation and small … 6 (2014) 3/4, pp. 193-207
Persistent link: https://www.econbiz.de/10011347650
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The impact of job satisfaction, adaptive selling behaviors and customer orientation on salesperson’s performance : exploring the moderating role of selling experience
Singh, Ramendra; Das, Gopal - In: The journal of business & industrial marketing 28 (2013) 7, pp. 554-564
Persistent link: https://www.econbiz.de/10010125761
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All pain, no gain? : why adopting sales force automation tools is insufficient for performance improvement
Jelinek, Ronald - In: Business horizons 56 (2013) 5, pp. 635-642
Persistent link: https://www.econbiz.de/10010125815
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Dynamic incentives in sales force compensation
Rubel, Olivier; Prasad, Ashutosh - In: Marketing science : the marketing journal of the … 35 (2016) 4, pp. 676-689
Persistent link: https://www.econbiz.de/10011534160
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Can sales uncertainty increase firm profits?
Syam, Niladri; Hess, James D.; Yang, Ying - In: Journal of marketing research : JMR 53 (2016) 2, pp. 199-206
Persistent link: https://www.econbiz.de/10011485269
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Compensation and peer effects in competing sales teams
Chan, Tat; Li, Jia; Pierce, Lamar - In: Management science : journal of the Institute for … 60 (2014) 8, pp. 1965-1984
Persistent link: https://www.econbiz.de/10010403593
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The combined effect of customer perceptions about a salesperson’s adaptive selling and selling orientation on customer trust in the salesperson : a contingency perspective
Guenzi, Paolo; DeLuca, Luigi M.; Spiro, Rosann L. - In: The journal of business & industrial marketing 31 (2016) 4, pp. 553-564
Persistent link: https://www.econbiz.de/10011496728