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How sales controls affect job-related outcomes : the role of organizational sales-related psychological climate perceptions
Evans, Kenneth R.; Landry, Timothy D.; Lie, Po-Chien; … - In: Journal of the Academy of Marketing Science 35 (2007) 3, pp. 445-459
Persistent link: https://www.econbiz.de/10003531895
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The impact of salesperson credibility-building statements on later stages of the sales encounter
Arndt, Aaron; Evans, Kenneth R.; Landry, Timothy D.; … - In: The journal of personal selling & sales management : JPSSM 34 (2014) 1, pp. 19-32
Persistent link: https://www.econbiz.de/10010338159
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How First Impressions of a Customer Impact Effectiveness in an Initial Sales Encounter
Evans, Kenneth R.; Kleine III, Robert E.; Landry, Timothy D. - In: Journal of the Academy of Marketing Science 28 (2000) 4, pp. 512-526
Persistent link: https://www.econbiz.de/10006152369
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How sales controls affect job-related outcomes: the role of organizational sales-related psychological climate perceptions
Evans, Kenneth R.; Landry, Timothy D.; Li, Po-Chien; … - In: Journal of the Academy of Marketing Science 35 (2007) 3, pp. 445
Persistent link: https://www.econbiz.de/10007757365
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Influence of customer participation on creating and sharing of new product value
Fang, Eric; Palmatier, Robert W.; Evans, Kenneth R. - In: Journal of the Academy of Marketing Science 36 (2008) 3, pp. 322-336
Persistent link: https://www.econbiz.de/10003758818
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Goal-Setting Paradoxes? Trade-Offs Between Working Hard and Working Smart: The United States Versus China
Fang, Eric; Palmatier, Robert W.; Evans, Kenneth R. - In: Journal of the Academy of Marketing Science 32 (2004) 2, pp. 188-202
Persistent link: https://www.econbiz.de/10006150722
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The moderating effect of goal-setting characteristics on the sales control systems#8211job performance relationship
Fang, Eric; Evans, Kenneth R.; Zou, Shaoming - In: Journal of business research : JBR 58 (2005) 9, pp. 1214-1222
Persistent link: https://www.econbiz.de/10006713788
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Influence of customer participation on creating and sharing of new product value
Fang, Eric; Palmatier, Robert W.; Evans, Kenneth R. - In: Journal of the Academy of Marketing Science 36 (2008) 3, pp. 322-336
Persistent link: https://www.econbiz.de/10008082574
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The moderating effect of goal-setting characteristics on the sales control systems-job performance relationship
Fang, Eric; Evans, Kenneth R.; Zou, Shaoming - In: Journal of Business Research 58 (2005) 9, pp. 1214-1222
Persistent link: https://www.econbiz.de/10005474009
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Customer participation and the trade-off between new product innovativeness and speed to market
Fang, Eric - In: Journal of marketing 72 (2008) 4, pp. 90-104
Persistent link: https://www.econbiz.de/10003747966