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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
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Automated adaptive selling
Kaptein, Maurits; McFarland, Richard; Parvinen, Petri - In: European Journal of Marketing 52 (2018) 5/6, pp. 1037-1059
Purpose: This paper aims to develop and test a method of automating, for online retailers, the practice of adaptive selling, which is typically used by salespeople in face-to-face interactions. This method customizes persuasive messages for individual customers as they navigate a retailer’s...
Persistent link: https://www.econbiz.de/10012067883
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The Effects of Influence Strategies and Dependence on Satisfaction
Payan, Janice; Mcfarland, Richard - In: Journal of marketing channels : ... distribution … 13 (2005) 1, pp. 3-20
Persistent link: https://www.econbiz.de/10007146786
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Individual Differences and Sales Performance: A Distal-Proximal Mediation Model of Self-Efficacy, Conscientiousness, and Extraversion
Yang, Byunghwa; Kim, Youngchan; McFarland, Richard - In: The journal of personal selling & sales management 31 (2011) 4, pp. 371-383
Persistent link: https://www.econbiz.de/10009343272
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Drivers of sales performance : a contemporary meta-analysis
Verbeke, Willem J. M. I. (contributor);  … - 2010
Persistent link: https://www.econbiz.de/10008665020
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HRM policies and firm performance : the role of the synergy of policies
Poutsma, Erik; Ligthart, Paul E.; Dietz, Bart - In: Global trends in human resource management, (pp. 78-99). 2013
Persistent link: https://www.econbiz.de/10009720946
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Drivers of sales performance : a contemporary meta-analysis ; have salespeople become knowledge brokers?
Verbeke, Willem J. M. I.; Dietz, Bart; Verwaal, Ernst - In: Journal of the Academy of Marketing Science 39 (2011) 3, pp. 407-428
Persistent link: https://www.econbiz.de/10009295486
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When intelligence is (dys)functional for achieving sales performance
Verbeke, Willem J. M. I.; Belschak, Frank; Bakker, Arnold B. - In: Journal of marketing 72 (2008) 4, pp. 44-57
Persistent link: https://www.econbiz.de/10003746962
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When intelligence is (dys)functional for achieving sales performance
Verbeke, Willem J. M. I.; Belschak, Frank; Bakker, Arnold B. - 2008
Persistent link: https://www.econbiz.de/10003721550
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The Netherlands and Germany: flexibility or rigidity?
Dietz, Bart (contributor) - In: Human resource management in Europe : evidence of …, (pp. 73-94). 2004
Persistent link: https://www.econbiz.de/10002142451