Similar Search Results

Effects of perceived organisational support and Guanxi on salesperson performance : the mediation of customer need knowledge

Wang, Guocai; Liu, Dong; Wang, Xifeng - In: Frontiers of business research in China : selected … 5 (2011) 3, pp. 422-435

Persistent link: https://www.econbiz.de/10009301363

Sales force performance : a typology and future research priorities

Ahearne, Michael; Lam, Son K. - In: Handbook of business-to-business marketing, (pp. 496-520). 2012

Persistent link: https://www.econbiz.de/10009500124

Advancing sales performance research : a focus on five underresearched topic areas

Evans, Kenneth R.; McFarland, Richard G.; Dietz, Bart; … - In: The journal of personal selling & sales management : JPSSM 32 (2012) 1, pp. 89-105

Persistent link: https://www.econbiz.de/10009505522

A Job Demands-Resources (JD-R) perspective on new product selling : a framework for future research

Zablah, Alex R.; Chonko, Lawrence B.; Bettencourt, Lance A. - In: The journal of personal selling & sales management : JPSSM 32 (2012) 1, pp. 73-87

Persistent link: https://www.econbiz.de/10009505532

Sales manager behavior-based control and salesperson performance : the effects of manager control competencies and organizational citizenship behavior

Piercy, Nigel; Cravens, David W.; Lane, Nikala - In: Journal of marketing theory and practice 20 (2012) 1, pp. 7-22

Persistent link: https://www.econbiz.de/10009509178

Performance trends and salesperson evaluations : the moderating roles of evaluation task, managerial risk propensity, and firm strategic orientation

Barone, Michael J.; DeCarlo, Thomas E. - In: The journal of personal selling & sales management : JPSSM 32 (2012) 2, pp. 207-223

Persistent link: https://www.econbiz.de/10009552539

Information control, role perceptions, and work outcomes of boundary-spanning frontline managers

Rigopoulou, Irini; Theodosiou, Marios; Katsikea, Evangelia - In: Journal of business research : JBR 65 (2012) 5, pp. 626-633

Persistent link: https://www.econbiz.de/10009528790

Salesperson efficiency benchmarking using sales response data : who is working hard and working smart?

Bielecki, André; Albers, Sönke; Mantrala, Murali K. - 2012

A key to enhancing sales force productivity is finding ways to help existing reps sell more. In this paper, we focus on the process of internal efficiency benchmarking of a firm's sales representatives aimed at identifying strong and weak performers and providing meaningful and actionable...

Persistent link: https://www.econbiz.de/10009533312

The role of external customer mind-set among service employees

Iyer, Rajesh; Johlke, Mark C. - In: The journal of services marketing 29 (2015) 1, pp. 38-48

Persistent link: https://www.econbiz.de/10010531130

Incentives versus reciprocity : insights from a field experiment

Chung, Doug J.; Narayandas, Das - 2015

Persistent link: https://www.econbiz.de/10011305146