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The effect of trust on custome...
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Flaherty, Karen E.
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Industrial marketing management : the international journal for industrial and high-tech firms
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3
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The effect of trust on customer contact personnel strategic behavior and sales performance in a service environment
Pappas, James M.
;
Flaherty, Karen E.
- In:
Journal of business research : JBR
61
(
2008
)
9
,
pp. 894-902
Persistent link: https://www.econbiz.de/10003730778
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2
Expanding the sales professional's role: a strategic re-orientation?
Flaherty, Karen E.
;
Pappas, James M.
- In:
Industrial marketing management : the international …
38
(
2009
)
7
,
pp. 806-813
Persistent link: https://www.econbiz.de/10003893193
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3
The influence of an optimal control system on salesperson performance and championing
Flaherty, Karen E.
;
Pappas, James M.
;
Allison, Lee
- In:
Industrial marketing management : the international …
43
(
2014
)
2
,
pp. 304-311
Persistent link: https://www.econbiz.de/10010364521
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4
Informal controls at work : affecting behavior amidst uncertainty
Pappas, James M.
;
Flaherty, Karen E.
- In:
Innovating strategy process
,
(pp. 123-134)
.
2005
Persistent link: https://www.econbiz.de/10003036578
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5
Control mechanisms, idea transfer, and performance in sales organizations
Flaherty, Karen E.
;
Pappas, James M.
- In:
Industrial marketing management : the international …
41
(
2012
)
5
,
pp. 841-848
Persistent link: https://www.econbiz.de/10009656242
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6
Expanding the sales professional's role: A strategic re-orientation?
Flaherty, Karen E.
;
Pappas, James M.
- In:
Industrial marketing management : the international …
38
(
2009
)
7
,
pp. 806-813
Persistent link: https://www.econbiz.de/10008317124
Saved in:
7
Control mechanisms, idea transfer, and performance in sales organizations
Flaherty, Karen E.
;
Pappas, James M.
- In:
Industrial marketing management : the international …
41
(
2012
)
5
,
pp. 841-849
Persistent link: https://www.econbiz.de/10010018290
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8
Job selection among salespeople: A bounded rationality perspective
Flaherty, Karen E.
;
Pappas, James M.
- In:
Industrial marketing management : the international …
33
(
2004
)
4
,
pp. 325-332
Persistent link: https://www.econbiz.de/10006247888
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9
Expanding the sales professional's role: A strategic re-orientation?
Flaherty, Karen E.
;
Pappas, James M.
- In:
Industrial marketing management : the international …
38
(
2009
)
7
,
pp. 806-814
Persistent link: https://www.econbiz.de/10008894856
Saved in:
10
The moderating role of individual-difference variables in compensation research
Pappas, James M.
;
Flaherty, Karen E.
- In:
Journal of managerial psychology
21
(
2006
)
1-2
,
pp. 19-35
Persistent link: https://www.econbiz.de/10006955217
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