Similar Search Results

Should firms invest more in marketing or R&D to maintain sales leadership? : an empirical analysis of sales leader firms

Vadakkepatt, Gautham; Shankar, Venkatesh; Varadarajan, Rajan - In: Journal of the Academy of Marketing Science 49 (2021) 6, pp. 1088-1108

Persistent link: https://www.econbiz.de/10012659696

The pull-to-stay effect : influence of sales managers' leadership worthiness on salesperson turnover intentions

Badrinarayanan, Vishag; Gupta, Aditya; Chaker, Nawar N. - In: Journal of personal selling & sales management : JPSSM 41 (2021) 1, pp. 39-55

Persistent link: https://www.econbiz.de/10012483628

Transformational leadership effects on salespeople's attitudes, striving, and performance

Gao, Ronnie; Murphy, William H.; Anderson, Rolph E. - In: Journal of business research : JBR 110 (2020), pp. 237-245

Persistent link: https://www.econbiz.de/10012237844

Sales leadership : building, developing and managing a professional sales organisation

Buhr, Andreas - 2017 - 1. Auflage

Persistent link: https://www.econbiz.de/10011718878

The effect of managerial cost prioritization on sales force turnover

Skiba, Jennifer; Saini, Amit; Friend, Scott B. - In: Journal of business research : JBR 69 (2016) 12, pp. 5917-5924

Persistent link: https://www.econbiz.de/10011597556

Relationships between sales managers and sales ethical behaviour : emerging market perspective

Fantazy, Kamel A.; Al Athmay, Alaa Aldin Abdul Rahim - In: International journal of business and emerging markets … 11 (2019) 1, pp. 1-26

Persistent link: https://www.econbiz.de/10012103293

Level of agreement between sales managers and salespeople on the need for internal virtue ethics and a direct path from satisfaction with manager to turnover intent

Shanahan, Kevin J.; Hopkins, Christopher D. - In: Journal of business ethics : JOBE 159 (2019) 3, pp. 837-848

Persistent link: https://www.econbiz.de/10012108980

Sales enablement : a master framework to engage, equip, and empower a world-class sales force

Matthews, Byron; Schenk, Tamara - 2018

"This book is the essential guide to boosting revenue through smarter selling. A thorough, practical introduction to …"Put buyer experience and selling resources front-and-center to boost revenue Sales Enablement is the essential guide … to boosting revenue through smarter selling. A thorough, practical introduction to sales enablement best practices, this …

Persistent link: https://www.econbiz.de/10011808812

A qualitative study of leader behaviors perceived to enable salesperson performance

Peesker, Karen M.; Ryals, Lynette J.; Rich, Gregory A.; … - In: Journal of personal selling & sales management : JPSSM 39 (2019) 4, pp. 319-333

Persistent link: https://www.econbiz.de/10012200893

The contingent value of pay inequalities in sales organizations : integrating literatures in economics, management, and psychology

Rouziou, Maria - In: AMS review : official publication of the Academy of … 9 (2019) 3, pp. 184-204

Persistent link: https://www.econbiz.de/10012162441