Narrow search
Showing 81 - 90 of 126
Cover Image
Salesperson Failure: Sales Management is the Key - Who's really responsible for salesperson failure? The sales management team!
Dubinsky, Alan J. - In: Industrial marketing management : the international … 19990, pp. 7-26
Persistent link: https://www.econbiz.de/10006359116
Cover Image
Beyond the Call of Duty - Why do some employees do much more than is required or even expected while others do only as much as necessary? There are just a handful of common motivat...
Dubinsky, Alan J.; Skinner, Steven J. - In: Industrial management : the magazine for better … 46 (2004) 1, pp. 18-25
Persistent link: https://www.econbiz.de/10006248879
Cover Image
Number 7 - The perceived importance of sales managers' rewards: A career stage perspective
Mehta, Rajiv; Anderson, Rolph E.; Dubinsky, Alan J. - In: The journal of business & industrial marketing 15 (2000) 6-7, pp. 507-524
Persistent link: https://www.econbiz.de/10007046980
Cover Image
SALES MANAGEMENT - Follow the Leader - As women climb the ladder in sales organizations, their management styles can trip them up.
Jolson, Marvin A.; Dubinsky, Alan J.; Comer, Lucette B.; … - In: Marketing management : a quarterly business management … 5 (1997) 4, pp. 38-50
Persistent link: https://www.econbiz.de/10007251410
Cover Image
The Super Sales Force -- Politicians in the World Market
Dubinsky, Alan J.; Hanafy, Abdalla - In: Journal of international marketing 4 (1996) 3, pp. 73-88
Persistent link: https://www.econbiz.de/10007252610
Cover Image
Consumers' perceptions of e-shopping characteristics: an expectancy-value approach
Lim, Heejin; Dubinsky, Alan J. - In: The journal of services marketing 18 (2004) 6-7, pp. 500-513
Persistent link: https://www.econbiz.de/10007100853
Cover Image
Framing Effects of Coupon Face Value on Coupon Redemption: A Literature Review with Propositions
Yin, Wen; Dubinsky, Alan J. - In: Journal of marketing management : MM 20 (2004) 7, pp. 877-896
Persistent link: https://www.econbiz.de/10006962417
Cover Image
A Conceptual Model of Perceived Customer Value in E-Commerce: A Preliminary Investigation
Chen, Zhan; Dubinsky, Alan J. - In: Psychology & marketing 20 (2003) 4, pp. 323-348
Persistent link: https://www.econbiz.de/10006969264
Cover Image
What Marketers Can Learn from the Tin Man
Dubinsky, Alan J. - In: The journal of services marketing 8 (1994) 2, pp. 36-45
Persistent link: https://www.econbiz.de/10007141180
Cover Image
Imparting negative news to salespeople
Dubinsky, Alan J.; Kim, Juyoung; Lee, Sanghyun - In: Psychology & marketing 28 (2011) 8, pp. 803-825
Persistent link: https://www.econbiz.de/10009165334