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Contribution of sales control in salespeople's creative selling : work engagement as a mediator
Park, Hyewon; Hur, Won-Moo; Kang, Seongho - In: Journal of retailing and consumer services 75 (2023), pp. 1-10
Persistent link: https://www.econbiz.de/10014372536
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Pygmalion in sales : the influence of supervisor expectancies on salesperson's self-expectations and work evaluations
Chowdhury, M. - 2007
Persistent link: https://www.econbiz.de/10003891960
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The moderating effect of control systems on the relationship between commission and salesperson intrinsic motivation in a customer oriented environment
Mallin, Michael L.; Pullins, Ellen - In: Industrial marketing management : the international … 38 (2009) 7, pp. 769-777
Persistent link: https://www.econbiz.de/10003893185
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Role of Identification in Motivating Employee’s Prosocial Behaviour Within Employee-Customer Dyad
Galak, Oksana - 2020
This paper focuses on the ways of motivating prosocial behavior of employees towards their customers. We centre our discussion around the topic of individual identification (through revealing the name, sharing a photo and a personal story) in the employee-customer dyad and the mechanisms through...
Persistent link: https://www.econbiz.de/10012826473
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Organisational commitment and culture : evidence of commitment in an independent sales force
Sant'Anna, Dalmir; Mussi, Clarissa Carneiro; Xavier, Wlamir - In: International journal of management practice : IJMP 13 (2020) 4, pp. 437-461
Persistent link: https://www.econbiz.de/10012253739
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Achieving peak sales performance for optimal business value and sustainability
Brown, Carlton - 2020
Persistent link: https://www.econbiz.de/10012394546
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Toward a new perspective on salesperson success and motivation : a trifocal framework
Delpechitre, Duleep; Gupta, Aditya; Zadeh, Arash H.; … - In: Journal of personal selling & sales management 40 (2020) 4, pp. 267-288
Persistent link: https://www.econbiz.de/10012395130
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Examining salesperson effort allocation in teams : a randomized field experiment
Li, Jia; Lim, Noah; Chen, Hua - In: Marketing science : the marketing journal of the … 39 (2020) 6, pp. 1122-1141
Persistent link: https://www.econbiz.de/10012405750
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Genetic and psychological underpinnings of motivation and satisfaction of industrial salespeople
Bagozzi, Richard P.; Verbeke, Willem J. M. I. - In: Industrial marketing management : the international … 85 (2020), pp. 69-83
Persistent link: https://www.econbiz.de/10012212026
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Understanding and motivating salesperson resilience
Good, Valerie; Hughes, Douglas E.; LaBrecque, Alexander C. - In: Marketing letters : a journal of research in marketing 32 (2021) 1, pp. 33-45
Persistent link: https://www.econbiz.de/10012488845