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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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Sales force incentives at service sales corporation
Rana, Arif Iqbal; Mumtaz, Mohammad Kamran - In: Asian journal of management cases : AJMC 14 (2017) 2, pp. 160-175
Persistent link: https://www.econbiz.de/10011790806
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Sales contest research : business and individual differences factors affecting intentions to pursue contest goals
Murphy, William H.; Dacin, Peter A. - In: Industrial marketing management : the international … 38 (2009) 1, pp. 109-118
Persistent link: https://www.econbiz.de/10003810428
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Motivating the industrial sales force in the sales forecasting process
Byrne, Teresa M. McCarthy; Moon, Mark A.; Mentzer, John T. - In: Industrial marketing management : the international … 40 (2011) 1, pp. 128-138
Persistent link: https://www.econbiz.de/10008907882
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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