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Distinguishing between the roles of customer-oriented selling and adaptive selling in managing dysfunctional conflict in buyer-seller relationships

Chakrabarty, Subhra; Brown, Gene; Widing, Robert E. - In: The journal of personal selling & sales management : JPSSM 33 (2013) 3, pp. 245-260

Persistent link: https://www.econbiz.de/10009776528

Extrinsic versus intrinsic approaches to managing a multi-brand salesforce : when and how do they work?

Gillespie, Erin Adamson; Noble, Stephanie M.; Lam, Son K. - In: Journal of the Academy of Marketing Science 44 (2016) 6, pp. 707-725

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The impact of resilience and perceived organisational support on employee engagement in a competitive sales environment

Meintjes, Anel; Hofmeyr, Karl B. - In: SA journal of human resource management : SAJHRM 16 (2018), pp. 190-200

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Examining the antecedents and outcomes of salesperson bottom line mentality and Lone Wolf Tendencies

Brown, Barron W.; Locander, David A.; Locander, Jennifer A. - In: Journal of managerial issues : JMI 35 (2023) 1, pp. 48-72

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Self-managing selling teams and team performance : the complementary roles of empowerment and control

Lambe, C. Jay; Webb, Kevin L.; Ishida, Chiharu - In: Industrial marketing management : the international … 38 (2009) 1, pp. 5-16

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Does the performance of other functions in the frontline influence salesperson conflict?

Arndt, Aaron D.; Karande, Kiran; Harkins, Jason - In: International journal of retail & distribution management 40 (2012) 9, pp. 717-736

Persistent link: https://www.econbiz.de/10009614686

The impact of service worker personal resources on relationship quality in business solutions

Prior, Daniel D. - In: Industrial marketing management : the international … 53 (2016), pp. 216-225

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Examining salesperson effort allocation in teams : a randomized field experiment

Li, Jia; Lim, Noah; Chen, Hua - In: Marketing science : the marketing journal of the … 39 (2020) 6, pp. 1122-1141

Persistent link: https://www.econbiz.de/10012405750

Productivity dynamics, performance feedback and group incentives in a sales organization

Aakvik, Arild; Hansen, Frank; Torsvik, Gaute - In: Labour economics : official journal of the European … 46 (2017), pp. 110-117

Persistent link: https://www.econbiz.de/10011951557

Examining Salesperson Effort Allocation in Teams : A Randomized Field Experiment

Li, Jia; Lim, Noah - 2016

When salespeople who are heterogeneous in abilities are assigned into teams, how do they adjust effort as the abilities … of their coworkers change? Economic theory predicts that when salespeople compete with each other, the lower … reduces effort as the coworker’s ability decreases. When salespeople are compensated based on group revenues however, no …

Persistent link: https://www.econbiz.de/10014125222