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Understanding the mechanism linking interpersonal traits to pro‐social behaviors among salespeople: lessons from India
Agnihotri, Raj; Krush, Michael; Singh, Rakesh K. - In: Journal of Business & Industrial Marketing 27 (2012) 3, pp. 211-227
and their salespeople. Despite the appeal of the market, the majority of theories and empirical studies of sales have been … impel outcomes and behaviors of Indian salespeople. Design/methodology/approach – A model was tested using survey data … collected from salespeople and their respective sales managers within a print media company located in India. A structural …
Persistent link: https://www.econbiz.de/10014843114
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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: Journal of Business & Industrial Marketing 28 (2013) 7, pp. 554-564
Purpose – The purpose of this paper is to investigate the moderating effects of selling experience on the relationship … between job satisfaction and sales performance, customer orientation and sales performance, and adaptive selling behaviors and … sales performance, taking the context of B2B insurance selling. Design/methodology/approach – Using a sample of 380 business …
Persistent link: https://www.econbiz.de/10014843965
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Pharmaceutical sales performance
Ryerson, Annette - In: International Journal of Pharmaceutical and Healthcare … 2 (2008) 3, pp. 181-194
Purpose – To date, a general self‐efficacy concept has been the standard model for prediction of sales performance, and there has yet to be a published study that combines the three variables: sales performance, self‐efficacy, and sales communication behaviors. It is proposed that a model...
Persistent link: https://www.econbiz.de/10014795786
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Research trends in tourism and hospitality from 1991 to 2020: an integrated approach of corpus linguistics and bibliometrics
Wang, Gui; Wang, Hui; Wang, Li - In: Journal of Hospitality and Tourism Insights 6 (2022) 2, pp. 509-529
Purpose This study aims to track the historical development in tourism and hospitality research over the past 30 years by applying a novel interdisciplinary approach, combining both corpus linguistics and bibliometric analysis. Design/methodology/approach Most frequently discussed topics and...
Persistent link: https://www.econbiz.de/10014873870
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Global naturopathy research as reflected by Scopus during 2000-2019
Khan, Nadim Akhtar; Ahangar, Humma; Jhamb, Garvita - In: Collection and Curation 40 (2021) 4, pp. 166-177
Purpose The purpose of this study is to analyze research output in the naturopathy field at the global level and to examine the various trends in scientific literature available on naturopathy using bibliometric analysis. Design/methodology/approach The data was collected from the SciVerse...
Persistent link: https://www.econbiz.de/10014691410
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Sales manager support: fostering emotional health in salespeople
Kemp, Elyria; Leila Borders, Aberdeen; Ricks, Joe M. - In: European Journal of Marketing 47 (2013) 3/4, pp. 635-654
‐being of salespeople as well as the function of the sales manager in cultivating positive, motivating and productive … emotional health in salespeople was conducted by interviewing sales professionals from diverse industries. The insight offered … that elucidates the impact of sales manager support on the emotional well‐being of salespeople and subsequently salesperson …
Persistent link: https://www.econbiz.de/10014722906
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Performance measurement of sustainable supply chains
Taticchi, Paolo; Tonelli, Flavio; Pasqualino, Roberto - In: International Journal of Productivity and Performance … 62 (2013) 8, pp. 782-804
Purpose – The purpose of this paper is to develop the body of knowledge in the area of sustainable supply chains by providing a critical literature review in the field of sustainable supply chain performance measurement (SSCPM) and suggesting paths for future research....
Persistent link: https://www.econbiz.de/10014797813
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Supply chain management and financial performance: literature review and future directions
Shi, Min; Yu, Wei - In: International Journal of Operations & Production Management 33 (2013) 10, pp. 1283-1317
Purpose – The purpose of this paper is to review a sample of the literature relating to the financial impacts of supply chain management (SCM) and suggest future research directions. Design/methodology/approach – 49 research articles between 1990 and 2011 are collected from various academic...
Persistent link: https://www.econbiz.de/10014791439
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Performance measurement and management systems: state of the art, guidelines for design and challenges
Taticchi, Paolo; Balachandran, Kashi; Tonelli, Flavio - In: Measuring Business Excellence 16 (2012) 2, pp. 41-54
Purpose – Recently, performance measurement and management (PMM) has received increasing attention from both the academic and industrial environments. Companies that try to use PMM systems report experiencing implementation problems including goal incongruence. Based on a discussion of the...
Persistent link: https://www.econbiz.de/10014930815
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Cultural frames that drive sales and marketing apart: an exploratory study
Beverland, Michael; Steel, Marion; Dapiran, G. Peter - In: Journal of Business & Industrial Marketing 21 (2006) 6, pp. 386-394
Purpose – Despite the necessity of close integration between marketing and sales, managers report less than …/methodology/approach – A total of 44 salespeople and marketers across four different organizations in different industries were interviewed …. Findings – The research finds that conflicts between marketing and sales are driven by differences in beliefs about the valid …
Persistent link: https://www.econbiz.de/10014842823