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The joint and multilevel effects of training and incentives from upstream manufacturers on downstream salespeople's efforts
Magnotta, Sarah; Murtha, Brian; Challagalla, Goutam - In: Journal of marketing research 57 (2020) 4, pp. 695-716
Persistent link: https://www.econbiz.de/10012271786
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The moderating role of cultural controls on the relationship between traditional formal sales controls and inside salesperson performance
Conde, Richard; Prybutok, Victor; Thompson, Kenneth N. - In: The journal of business & industrial marketing 38 (2023) 3, pp. 622-636
Persistent link: https://www.econbiz.de/10013539359
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Control mechanisms and goal orientations : evidence from frontline service employees
Alencar Rodrigues, Luiza Cristina; Coelho, Filipe; … - In: European journal of marketing : EJM 49 (2015) 3/4, pp. 350-371
Persistent link: https://www.econbiz.de/10011309600
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An experimental investigation of how self-interested organizational norms undermine prosocial motivation and influence employee effort
Garrett, Jace B.; Holderness, Kip; Olsen, Kari Joseph - In: The journal of information systems : JIS ; a semiannual … 35 (2021) 2, pp. 17-36
Persistent link: https://www.econbiz.de/10012626071
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The importance of pre-employment job motives in predicting voluntary salesforce turnover in the gig economy
Peterson, Robert A.; Crittenden, Victoria Lynn - In: Journal of business-to-business marketing 30 (2023) 3, pp. 333-348
Persistent link: https://www.econbiz.de/10014454762
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Need for cognition and affective orientation as predictors of sales performance : an investigation of main and interaction effects
Sojka, Jane Z.; Deeter-Schmelz, Dawn R. - In: Journal of business and psychology 22 (2007/08) 3, pp. 179-190
Persistent link: https://www.econbiz.de/10003732738
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La perception des challenges par les commerciaux : une étude qualitative
Poujol, Fanny - In: Revue française du marketing 217 (2008), pp. 77-90
Persistent link: https://www.econbiz.de/10003732746
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Management-, Mitarbeiter- und Kundenmotivation als Determinanten der Zahlungsbereitschaft von Dienstleistungskunden : eine empirische Mehrebenenanalyse
Kessler-Thönes, Tino - 2008 - 1. Aufl.
Persistent link: https://www.econbiz.de/10003754552
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Einstellung zum Verkauf
Brand, Markus - In: Die Praxis des Verkaufs : Vertriebssteuerung, …, (pp. 65-90). 2008
Persistent link: https://www.econbiz.de/10003652232
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Those winning ways : the role of competitive crafting in complex sales
Kapelianis, Dimitrios - 2004
Persistent link: https://www.econbiz.de/10003778024