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A new perspective on behavior-based sales control system and salespersons' job outcomes : an outbound pharmaceutical sales perspective
Khan, Faheem Ahmad; Ahmad, Maria; Saeed, Tahir - In: International journal of pharmaceutical and healthcare … 17 (2023) 4, pp. 450-475
Persistent link: https://www.econbiz.de/10014461500
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The moderating role of cultural controls on the relationship between traditional formal sales controls and inside salesperson performance
Conde, Richard; Prybutok, Victor; Thompson, Kenneth N. - In: The journal of business & industrial marketing 38 (2023) 3, pp. 622-636
Persistent link: https://www.econbiz.de/10013539359
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Stuck like glue : the formation and consequences of brand attachments among salespeople
Gillespie, Erin Adamson; Noble, Stephanie M. - In: The journal of personal selling & sales management : JPSSM 37 (2017) 3, pp. 228-249
Persistent link: https://www.econbiz.de/10011753791
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A dark side to psychological ownership : evidence of unintended negative job performance outcomes in the Chinese hotel industry
Yu, Mingchuan; Lin, Han; Doty, D. Harold - In: Tourism management : research, policies, practice 104 (2024), pp. 1-12
Persistent link: https://www.econbiz.de/10015052219
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Performance driven outcomes : the case of frontline employees in the hospitality sector
Prentice, Catherine; Ma, Erdan; Wong, IpKin Anthony - In: Journal of hospitality marketing & management 28 (2019) 1, pp. 101-123
Persistent link: https://www.econbiz.de/10012176580
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Revisiting the job performance-burnout relationship
Prentice, Catherine; Thaichon, Park - In: Journal of hospitality marketing & management 28 (2019) 7, pp. 807-832
Persistent link: https://www.econbiz.de/10012176694
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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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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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Understanding the "why" as well as the "how" : service performance is a function of prosocial motives and emotional labor
Maneotis, Sarina M.; Grandey, Alicia; Krauss, Autumn D. - In: Human performance 27 (2014) 1, pp. 80-97
Persistent link: https://www.econbiz.de/10010344828
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Salesperson socialization to the consumption of organizationally provided support services : differences between high- and low-performing salespeople
Stan, Simona; Arnold, Todd J.; McAmis, Gregory T.; … - In: Journal of marketing theory and practice : JMTP 29 (2021) 3, pp. 271-288
Persistent link: https://www.econbiz.de/10012607651