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The Motivation Hub: Effects of Goal Setting and Self-Efficacy on Effort and New Product Sales
Fu, Frank; Richards, Keith; Jones, Eli - In: The journal of personal selling & sales management 29 (2009) 3, pp. 277-292
Persistent link: https://www.econbiz.de/10008274439
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Key Account Management: Adding Elements of Account Fit to an Integrative Theoretical Framework
Richards, Keith; Jones, Eli - In: The journal of personal selling & sales management 29 (2009) 4, pp. 305-320
Persistent link: https://www.econbiz.de/10008319500
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Motivating Salespeople to Sell New Products: The Relative Influence of Attitudes, Subjective Norms, and Self-Efficacy
Fu, Frank Q; Richards, Keith A; Hughes, Douglas E; … - In: Journal of marketing 74 (2010) 6, pp. 61-77
Persistent link: https://www.econbiz.de/10008716273
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Is Market Orientation a Source of Sustainable Competitive Advantage or Simply the Cost of Competing?
Kumar, V; Jones, Eli; Venkatesan, Rajkumar; Leone, Robert P - In: Journal of marketing 75 (2011) 1, pp. 16-31
Persistent link: https://www.econbiz.de/10008818785
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Examining the effect of salesperson service behavior in a competitive context
Ahearne, Michael; Jelinek, Ronald; Jones, Eli - In: Journal of the Academy of Marketing Science 35 (2007) 4, pp. 603-616
Persistent link: https://www.econbiz.de/10007877458
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The role of overload on job attitudes, turnover intentions, and salesperson performance
Jones, Eli; Chonko, Lawrence; Rangarajan, Deva; … - In: Journal of business research : JBR 60 (2007) 7, pp. 663-671
Persistent link: https://www.econbiz.de/10007734926
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Technology use on the front line: how information technology enhances individual performance
Sundaram, Suresh; Schwarz, Andrew; Jones, Eli; Chin, … - In: Journal of the Academy of Marketing Science 35 (2007) 1, pp. 101-112
Persistent link: https://www.econbiz.de/10007735094
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Impact of sales force automation on technology-related stress, effort, and technology usage among salespeople
Rangarajan, Deva; Jones, Eli; Chin, Wynne - In: Industrial marketing management : the international … 34 (2005) 4, pp. 345-354
Persistent link: https://www.econbiz.de/10006237793
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Sales force obsolescence: Perceptions from sales and marketing executives of individual, organizational, and environmental factors
Jones, Eli; Chonko, Lawrence B.; Roberts, James A. - In: Industrial marketing management : the international … 33 (2004) 5, pp. 439-456
Persistent link: https://www.econbiz.de/10006246380
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Organizational variables, sales force perceptions of readiness for change, learning, and performance among boundary-spanning teams: A conceptual framework and propositions for rese...
Rangarajan, Deva; Chonko, Lawrence B.; Jones, Eli; … - In: Industrial marketing management : the international … 33 (2004) 4, pp. 289-306
Persistent link: https://www.econbiz.de/10006247890