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E-collaborative networks : a case study on the new role of the sales force
Hollenbeck, Candice R.; Zinkhan, George M.; French, Warren - In: The journal of personal selling & sales management : JPSSM 29 (2009) 2, pp. 125-136
Persistent link: https://www.econbiz.de/10003849210
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Ethical salesperson behavior in sales relationships
Hansen, John D.; Riggle, Robert J. - In: The journal of personal selling & sales management : JPSSM 29 (2009) 2, pp. 151-166
Persistent link: https://www.econbiz.de/10003849212
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Does customer orientation impact objective sales performance? : insights from a longitudinal model in direct selling
Jaramillo, Fernando; Grisaffe, Douglas B. - In: The journal of personal selling & sales management : JPSSM 29 (2009) 2, pp. 167-178
Persistent link: https://www.econbiz.de/10003849213
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Managing the drivers of organizational commitment and salesperson effort : an application of Meyer and Allen's three-component model
Fu, Frank Q.; Bolander, Willy; Jones, Eli - In: Journal of marketing theory and practice 17 (2009) 4, pp. 335-350
Persistent link: https://www.econbiz.de/10003897726
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Action learning helps PepsiCo's sales leaders develop business acumen and innovations skills
Cone, Jay; Woodard, Michael - In: Global business and organizational excellence : a … 26 (2006/07) 4, pp. 27-35
Persistent link: https://www.econbiz.de/10003462962
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Die Produktivität des Außendienstes erhöhen
Ledingham, Dianne; Kovac, Mark; Locke Simon, Heidi - In: Harvard-Business-Manager : das Wissen der Besten 29 (2007) 4, pp. 94-107
Persistent link: https://www.econbiz.de/10003440276
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The performance effects of coaching : a multilevel analysis using hierarchical linear modeling
Agarwal, Ritu; Angst, Corey M.; Magni, Massimo - In: The international journal of human resource management 20 (2009) 10, pp. 2110-2134
Persistent link: https://www.econbiz.de/10003907887
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A comparison and expansion of the bases used for evaluating salespeople's performance
Jackson, Donald Wilson; Schlacter, John L.; Bridges, … - In: Journal of marketing theory and practice 18 (2010) 4, pp. 395-406
Persistent link: https://www.econbiz.de/10008666959
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The impact of management commitment alignment on salespersons' adoption of sales force automation technologies : an empirical investigation
Cascio, Robert; Mariadoss, Babu John; Mouri, Nacef - In: Industrial marketing management : the international … 39 (2010) 7, pp. 1088-1096
Persistent link: https://www.econbiz.de/10008668707
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Toward a contingency framework of interpersonal influence in organizational identification diffusion
Kraus, Florian; Ahearne, Michael; Lam, Son K.; Wieseke, Jan - In: Organizational behavior and human decision processes : … 118 (2012) 2, pp. 162-178
Persistent link: https://www.econbiz.de/10009568854