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Reexamining the influence of career stages on salesperson motivation : a cognitive and affective perspective

Miao, C. Fred; Lund, Donald J.; Evans, Kenneth R. - In: The journal of personal selling & sales management : JPSSM 29 (2009) 3, pp. 243-255

Persistent link: https://www.econbiz.de/10003882819

Effects of formal sales control systems : a combinatory perspective

Miao, C. Fred; Evans, Kenneth R. - In: International journal of research in marketing : IJRM ; … 29 (2012) 2, pp. 181-191

Persistent link: https://www.econbiz.de/10009569976

The interactive effects of sales control systems on salesperson performance : a job demands-resources perspective

Miao, C. Fred; Evans, Kenneth R. - In: Journal of the Academy of Marketing Science 41 (2013) 1, pp. 73-90

Persistent link: https://www.econbiz.de/10009719768

Motivating industrial salesforce with sales control systems : an interactive perspective

Miao, C. Fred; Evans, Kenneth R. - In: Journal of business research : JBR 67 (2014) 6, pp. 1233-1242

Persistent link: https://www.econbiz.de/10010365142

Effects of top-performer rewards on fellow salespeople : a double-edged sword

Miao, C. Fred; Evans, Kenneth R.; Lie, Po-Chien - In: The journal of personal selling & sales management : JPSSM 37 (2017) 4, pp. 280-297

Persistent link: https://www.econbiz.de/10011794673

The role of salesperson motivation in sales control systems - intrinsic and extrinsic motivation revisited

Miao, C. Fred; Evans, Kenneth R.; Zou, Shaoming - In: Journal of business research : JBR 60 (2007) 5, pp. 417-425

Persistent link: https://www.econbiz.de/10003451456

Motivating industrial salesforce with sales control systems: An interactive perspective

Miao, C. Fred; Evans, Kenneth R. - In: Journal of Business Research 67 (2014) 6, pp. 1233-1242

This research examines the interactive effects on industrial salespeople's intrinsic and extrinsic (I/E) motivation of outcome control, activity control, and capability control above and beyond their main effects. I/E motivation are disaggregated into their cognitive and affective dimensions....

Persistent link: https://www.econbiz.de/10010753448

Effects of formal sales control systems: A combinatory perspective

Miao, C. Fred; Evans, Kenneth R. - In: International journal of research in marketing : IJRM ; … 29 (2012) 2, pp. 181-192

Persistent link: https://www.econbiz.de/10009983813

The interactive effects of sales control systems on salesperson performance: a job demands–resources perspective

Miao, C. Fred; Evans, Kenneth R. - In: Journal of the Academy of Marketing Science 41 (2013) 1, pp. 73-90

Persistent link: https://www.econbiz.de/10010063343

Sales Force-Generated Marketing Intelligence

Evans, Kenneth R.; Miao, C. Fred - In: The Oxford handbook of strategic sales and sales management. 2011

Persistent link: https://www.econbiz.de/10012885339

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