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Does choice of sales control conceptualization matter? : an empirical comparison of existing conceptualizations and directions for future research
Panagopoulos, Nikolaos G.; Johnson, Catherine M.; … - In: The journal of personal selling & sales management : JPSSM 35 (2015) 3, pp. 221-246
Persistent link: https://www.econbiz.de/10011374657
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When sales managers and salespeople disagree in the appreciation for their firm : the phenomenon of organizational identification tension
Kraus, Florian; Haumann, Till; Ahearne, Michael; … - In: Journal of retailing 91 (2015) 3, pp. 486-515
Persistent link: https://www.econbiz.de/10011377066
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The use of personal apparance cues to infer sales rep character
Garber, Lawrence L.; Honeycutt, Earl D.; Dotson, Micheal J. - In: International journal of management practice : IJMP 8 (2015) 1, pp. 1-20
Persistent link: https://www.econbiz.de/10011377130
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Why are you really losing sales opportunities? : a buyers' perspective on the determinants of key account sales failures
Friend, Scott B.; Curasi, Carolyn Folkman; Boles, James S. - In: Industrial marketing management : the international … 43 (2014) 7, pp. 1124-1135
Persistent link: https://www.econbiz.de/10010439596
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Strategic management of salespeople when promoting new products : moderating effects of sales-related organizational psychological climate
Chen, Annie Huiling; Peng, Norman; Hung, Kuang-peng - In: European journal of marketing : EJM 49 (2015) 9/10, pp. 1616-1644
Persistent link: https://www.econbiz.de/10011409521
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Investigations of sales representatives' valuation of options
Bonney, Leff; Plouffe, Christopher R.; Brady, Michael - In: Journal of the Academy of Marketing Science 44 (2016) 2, pp. 135-150
Persistent link: https://www.econbiz.de/10011453159
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Motivating sales reps for innovation selling in different cultures
Hohenberg, Sebastian; Homburg, Christian - In: Journal of marketing 80 (2016) 2, pp. 101-120
Persistent link: https://www.econbiz.de/10011458675
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The challenger customer : selling to the hidden influencer who can multiply your results
Adamson, Brent; Dixon, Matthew; Spenner, Pat; Toman, Nick - 2015
Introduction: the hardest part of selling solutions -- The dark side of customer consensus -- The mobilizer -- The art …
Persistent link: https://www.econbiz.de/10011458682
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Sales compensation and recommendations as the fund of the month
Oh, Yoonhae - In: Han gug gae bal yeon gu 41 (2019) 2, pp. 59-79
Persistent link: https://www.econbiz.de/10012036769
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Do mystery shoppers really predict customer satisfaction and sales performance?
Blessing, Gerald; Natter, Martin - In: Journal of retailing 95 (2019) 3, pp. 47-62
Persistent link: https://www.econbiz.de/10012130005