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Continuous techno-training and business-to-business salesperson success : how boosting techno-efficacy enhances sales effort and performance
Rayburn, Steven W.; Badrinarayanan, Vishag; Anderson, … - In: Journal of business research : JBR 133 (2021), pp. 66-78
Persistent link: https://www.econbiz.de/10012590168
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Delegating slotting allowance authority to the sales force
Rowe, William J.; Skinner, Steven J. - In: Industrial marketing management : the international … 57 (2016), pp. 159-165
Persistent link: https://www.econbiz.de/10011549591
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Systems-savvy selling, interpersonal identification with customers, and the sales manager’s motivational paradox : a constructivist grounded theory approach
St. Clair, Donald P.; Hunter, Gary K.; Cola, Philip A.; … - In: The journal of personal selling & sales management : JPSSM 38 (2018) 4, pp. 391-412
Persistent link: https://www.econbiz.de/10011976240
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Effects of motivating to sustain commitment of the sales professionals
Guha, Sayanjit - In: Journal of marketing and consumer behaviour in emerging … (2016) 2, pp. 58-74
Motivation is an important tool which can have a significant impact to improve the performance of employees in any organization and in the current competitive world, employees' commitment is crucial in achieving the organizational goals. The current research is aimed at examining the role played...
Persistent link: https://www.econbiz.de/10012116778
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Alleviating job stress to improve service employee work affect : the influence of rewarding
Elmadağ Baş, Ayşe Banu; Ellinger, Alexander E. - In: Service business 12 (2018) 1, pp. 121-141
Persistent link: https://www.econbiz.de/10011915029
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Productivity dynamics, performance feedback and group incentives in a sales organization
Aakvik, Arild; Hansen, Frank; Torsvik, Gaute - In: Labour economics : official journal of the European … 46 (2017), pp. 110-117
Persistent link: https://www.econbiz.de/10011951557
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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
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Managerial motivation dynamics and incentives
Kocabıyıkoğlu, Ayşe; Popescu, Ioana - In: Management science : journal of the Institute for … 53 (2007) 5, pp. 834-848
Persistent link: https://www.econbiz.de/10003487082
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Antecedents of salespeople's reluctance to sell radically new products
Kauppila, Olli-Pekka; Rajala, Risto; Jyrämä, Annukka - In: Industrial marketing management : the international … 39 (2010) 2, pp. 308-316
Persistent link: https://www.econbiz.de/10003956197
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Measuring performance of sale force : analysis of administrative and behavioural parameters
Rajagopal; Rajagopal, Amritanshu - In: International journal of economics and business research 2 (2010) 5, pp. 399-413
Persistent link: https://www.econbiz.de/10008810261