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A multi-cultural study of salespeople's behavior in individual pay-for-performance compensation systems : when managers are more equal and less fair than others
Rouziès, Dominique; Onyemah, Vincent; Iacobucci, Dawn - In: The journal of personal selling & sales management : JPSSM 37 (2017) 3, pp. 198-212
Persistent link: https://www.econbiz.de/10011753783
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Relationships among perceptions of organizational politics (POPs), work motivation and salesperson performance
Yen, Wen-Wei - In: Journal of management & organization : JMO 21 (2015) 2, pp. 203-216
Persistent link: https://www.econbiz.de/10011906289
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Do customer discounts affect frontline employees?
Troebs, Cord-Christian; Wagner, Tillmann; Herzog, Walter - In: Journal of service research 24 (2021) 3, pp. 390-404
Persistent link: https://www.econbiz.de/10012592945
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Need for cognition and affective orientation as predictors of sales performance : an investigation of main and interaction effects
Sojka, Jane Z.; Deeter-Schmelz, Dawn R. - In: Journal of business and psychology 22 (2007/08) 3, pp. 179-190
Persistent link: https://www.econbiz.de/10003732738
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Management-, Mitarbeiter- und Kundenmotivation als Determinanten der Zahlungsbereitschaft von Dienstleistungskunden : eine empirische Mehrebenenanalyse
Kessler-Thönes, Tino - 2008 - 1. Aufl.
Persistent link: https://www.econbiz.de/10003754552
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Einstellung zum Verkauf
Brand, Markus - In: Die Praxis des Verkaufs : Vertriebssteuerung, …, (pp. 65-90). 2008
Persistent link: https://www.econbiz.de/10003652232
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Those winning ways : the role of competitive crafting in complex sales
Kapelianis, Dimitrios - 2004
Persistent link: https://www.econbiz.de/10003778024
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Employee loyalty : an exploration of staff commitment levels towards retailing, the retailer and the store
Foster, Carley; Whysall, Paul; Harris, Lynette - In: The international review of retail, distribution and … 18 (2008) 4, pp. 423-435
Persistent link: https://www.econbiz.de/10003771921
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The role of leaders in internal marketing
Wieseke, Jan; Ahearne, Michael; Lam, Son K.; Dick, Rolf van - In: Journal of marketing 73 (2009) 2, pp. 123-145
Persistent link: https://www.econbiz.de/10003820612
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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