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Pygmalion in sales : the influence of supervisor expectancies on salesperson's self-expectations and work evaluations
Chowdhury, M. - 2007
Persistent link: https://www.econbiz.de/10003891960
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Transformational leadership as a mediator of the relationship between behavior-based control and salespeople's key outcomes : an initial investigation
Panagopoulos, Nikolaos; Dimitriadis, Sergios - In: European journal of marketing : EJM 43 (2009) 7/8, pp. 1008-1031
Persistent link: https://www.econbiz.de/10009525812
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Polychronicity and scheduling's role in reducing role stress and enhancing sales performance
Fournier, Christophe; Weeks, William A.; Blocker, … - In: The journal of personal selling & sales management : JPSSM 33 (2013) 2, pp. 197-210
Persistent link: https://www.econbiz.de/10009745298
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Testing an enhanced, process-based view of the sales process
Plouffe, Christopher R.; Nelson, Yvette Holmes; Beuk, … - In: The journal of personal selling & sales management : JPSSM 33 (2013) 2, pp. 141-164
Persistent link: https://www.econbiz.de/10009745303
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Big brother or big bother? : e-monitoring the salesforce
DelVecchio, Susan K.; Deeter-Schmelz, Dawn R.; Anselmi, … - In: The journal of business & industrial marketing 28 (2013) 4, pp. 288-302
Persistent link: https://www.econbiz.de/10009747486
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Sales manager support : fostering emotional health in salespeople
Kemp, Elyria; Borders, Aberdeen Leila; Ricks, Joe M. <Jr.> - In: European journal of marketing : EJM 47 (2013) 3/4, pp. 635-654
Persistent link: https://www.econbiz.de/10009733003
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A model of retail job characteristics, employee role ambiguity, external customer mind-set, and sales performance
Johlke, Mark C.; Iyer, Rajesh - In: Journal of retailing and consumer services 20 (2013) 1, pp. 58-67
Persistent link: https://www.econbiz.de/10009702209
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Exploring the relationship between emotional intelligence and salesperson creativity
Lassk, Felicia G.; Shepherd, C. David - In: The journal of personal selling & sales management : JPSSM 33 (2013) 1, pp. 25-37
Persistent link: https://www.econbiz.de/10009717211
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The impact of negative compensation changes on individual sales performance
Dustin, Susan L.; Belasen, Ariel R. - In: The journal of personal selling & sales management : JPSSM 33 (2013) 4, pp. 403-417
Persistent link: https://www.econbiz.de/10010247626
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Improving sales performance through commitment to superior customer value : the role of psychological ethical climate
Schwepker, Charles H. <Jr.> - In: The journal of personal selling & sales management : JPSSM 33 (2013) 4, pp. 389-402
Persistent link: https://www.econbiz.de/10010247628