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The network paradigm and the marketing organization: Developing a new management agenda
Piercy, Nigel F.; Cravens, David W. - In: European journal of marketing : EJM 29 (1995) 3, pp. 7-34
Persistent link: https://www.econbiz.de/10006103025
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Driving Organizational Citizenship Behaviors and Salesperson In-Role Behavior Performance: The Role of Management Control and Perceived Organizational Support
Piercy, Nigel F.; Cravens, David W.; Lane, Nikala; … - In: Journal of the Academy of Marketing Science 34 (2006) 2, pp. 244-262
Persistent link: https://www.econbiz.de/10006149001
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Formal and informal management control combinations in sales organizations - The impact on salesperson consequences
Cravens, David W.; Lassk, Felicia G.; Low, George S.; … - In: Journal of business research : JBR 57 (2004) 3, pp. 241-248
Persistent link: https://www.econbiz.de/10006719058
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Competitive advantage in the global marketplace: a focus on marketing strategy
Hult, G.Tomas M.; Cravens, David W.; Sheth, Jagdish - In: Journal of business research : JBR 51 (2001) 1, pp. 1-4
Persistent link: https://www.econbiz.de/10006726726
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Examining Gender Differences in Field Sales Organizations
Moncrief, William C.; Babakus, Emin; Cravens, David W.; … - In: Journal of business research : JBR 49 (2000) 3, pp. 245-258
Persistent link: https://www.econbiz.de/10006728039
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Sales management control level and competencies: Antecedents and consequences
Piercy, Nigel F.; Cravens, David W.; Lane, Nikala - In: Industrial marketing management : the international … 38 (2009) 4, pp. 459-467
Persistent link: https://www.econbiz.de/10008262364
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Thinking strategically about pricing decisions
Piercy, Nigel F.; Cravens, David W.; Lane, Nikala - In: Journal of business strategy 31 (2010) 5, pp. 38-49
Persistent link: https://www.econbiz.de/10008453861
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Country differences concerning sales organization and salesperson antecedents of sales unit effectiveness
Piercy, Nigel F.; Low, George S.; Cravens, David W. - In: Journal of world business : JWB 46 (2011) 1, pp. 104-116
Persistent link: https://www.econbiz.de/10008770571
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Enhancing Salespeople's Effectiveness - When is more sales management control better sales management control?
Piercy, Nigel E.; Cravens, David W.; Lane, Nikala - In: Marketing management : a quarterly business management … 16 (2007) 5, pp. 18-25
Persistent link: https://www.econbiz.de/10007871512
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Sales manager behavior-based control and salesperson performance : the effects of manager control competencies and organizational citizenship behavior
Piercy, Nigel F.; Cravens, David W.; Lane, Nikala - In: Journal of marketing theory and practice 20 (2012) 1, pp. 7-22
Persistent link: https://www.econbiz.de/10009884996