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Investigating salesperson performance factors : a systematic review of the literature on the characteristics of effective salespersons
Herjanto, Halimin; Franklin, Drew - In: Australasian marketing journal 27 (2019) 2, pp. 104-112
Persistent link: https://www.econbiz.de/10012103247
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Building customer relationships while achieving sales performance results : is listening the holy grail of sales?
Itani, Omar S.; Goad, Emily A.; Jaramillo, Fernando - In: Journal of business research : JBR 102 (2019), pp. 120-130
Persistent link: https://www.econbiz.de/10012103945
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Toward a framework for mixed-gender selling teams and the impact of increased female presence on team performance : thought development and propositions
Shoreibah, Ream A.; Marshall, Greg W.; Gassenheimer, Jule B. - In: Industrial marketing management : the international … 77 (2019), pp. 4-12
Persistent link: https://www.econbiz.de/10012004132
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The roles of political skill and intrinsic motivation in performance prediction of adaptive selling
Kimura, Takuma; Bande, Belén; Fernández-Ferrín, Pilar - In: Industrial marketing management : the international … 77 (2019), pp. 198-208
Persistent link: https://www.econbiz.de/10012004378
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Joint impact of ethical climate and external work locus of control on job meaningfulness
Mulki, Jay P.; Lassk, Felicia G. - In: Journal of business research : JBR 99 (2019), pp. 46-56
Persistent link: https://www.econbiz.de/10012023560
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Impact of salesperson macro-adaptive selling strategy on job performance and satisfaction
Kwak, Hyokjin; Anderson, Rolph E.; Leigh, Thomas W.; … - In: Journal of business research : JBR 94 (2019), pp. 42-55
Persistent link: https://www.econbiz.de/10011947293
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Productivity dynamics, performance feedback and group incentives in a sales organization
Aakvik, Arild; Hansen, Frank; Torsvik, Gaute - In: Labour economics : official journal of the European … 46 (2017), pp. 110-117
Persistent link: https://www.econbiz.de/10011951557
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Can service climate detract from employee performance? : the role of experience in optimizing satisfaction and performance outcomes
Gabler, Colin B.; Rapp, Adam; Richey, Robert Glenn <Jr.>; … - In: Decision sciences : DS 49 (2018) 1, pp. 7-24
Persistent link: https://www.econbiz.de/10011875811
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Unpacking the relationship between sales control and salesperson performance : a regulatory fit perspective
Katsikeas, Constantine S.; Auh, Seigyoung; Spyropoulou, … - In: Journal of marketing 82 (2018) 3, pp. 45-69
Persistent link: https://www.econbiz.de/10011850409
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Sales control and performance : moderating effects of salesperson and supervisor characteristics
Shabbir Husain RV - In: The marketing review 18 (2018) 1, pp. 55-69
Persistent link: https://www.econbiz.de/10011892858