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TRANSFORMING THE SALESFORCE WITH LEADERSHIP
Jolson, Marvin A.; Dubinsky, Alan J.; Yammarino, Francis J. - In: Sloan management review 34 (1993) 3, pp. 95-106
Persistent link: https://www.econbiz.de/10006350609
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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
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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
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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
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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
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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
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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
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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
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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
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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