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A Measurement Model of the Dimensions and Types of Output and Behavior Control: An Empirical Test in a Salesforce Context

Challagalla, Goutam N.; Shervani, Tasadduq A. - In: Journal of business research : JBR 39 (1997) 3, pp. 159-172

Persistent link: https://www.econbiz.de/10006736019

Learning and Performance Orientation of Salespeople: The Role of Supervisors

Kohli, Ajay K.; Shervani, Tasadduq A.; Challagalla, … - In: Journal of marketing research : JMR 35 (1998) 2, pp. 263-274

Persistent link: https://www.econbiz.de/10006670692

The Impact of Simulation Training on Call Center Agent Performance: A Field-Based Investigation

Murthy, Nagesh N.; Challagalla, Goutam N.; Vincent, … - In: Management science : journal of the Institute for … 54 (2008) 2, pp. 384-399

Persistent link: https://www.econbiz.de/10007915879

The Impact of Simulation Training on Call Center Agent Performance: A Field-Based Investigation

Murthy, Nagesh N.; Challagalla, Goutam N.; Vincent, … - In: Management Science 54 (2008) 2, pp. 384-399

The most prevalent form of training call center agents is via classroom instruction coupled with role-plays. Role-play training has a theoretical base in behavior modeling that entails observation, practice, and feedback. Emerging simulation-based technologies offer enhancements to behavior...

Persistent link: https://www.econbiz.de/10009191976

A measurement model of the dimensions and types of output and behavior control: An empirical test in a salesforce context

Challagalla, Goutam N.; Shervani, Tasadduq A. - In: Journal of Business Research 39 (1997) 3, pp. 159-172

Persistent link: https://www.econbiz.de/10005465963

Proactive postsales service : when and why does it pay off?

Challagalla, Goutam; Venkatesh, R.; Kohli, Ajay Kumar - In: Journal of marketing 73 (2009) 2, pp. 70-87

Persistent link: https://www.econbiz.de/10003820607

Characteristics that enhance training effectiveness in implementing technological change in sales strategy : a field-based exploratory study

Sarin, Shikhar; Sego, Trina; Kohli, Ajay Kumar; … - In: The journal of personal selling & sales management : JPSSM 30 (2010) 2, pp. 143-156

Persistent link: https://www.econbiz.de/10003981277

The threat from within : account managers' concern about opportunism by their own team members

Murtha, Brian R.; Challagalla, Goutam; Kohli, Ajay Kumar - In: Management science : journal of the Institute for … 57 (2011) 9, pp. 1580-1593

Persistent link: https://www.econbiz.de/10009312559

Marketing doctrine : a principles-based approach to guiding marketing decision making in firms

Challagalla, Goutam; Murtha, Brian R.; Jaworski, Bernard J. - In: Journal of marketing 78 (2014) 4, pp. 4-20

Persistent link: https://www.econbiz.de/10010381401

Implementing changes in marketing strategy : the role of perceived outcome-and process-oriented supervisory actions

Sarin, Shikhar; Challagalla, Goutam; Kohli, Ajay Kumar - In: Journal of marketing research : JMR 49 (2012) 4, pp. 564-580

Persistent link: https://www.econbiz.de/10009580805