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Efficiency and effectiveness in marketing

Frazier, Gary (contributor) - In: AMA educators' proceedings 1988 (1988)

Persistent link: https://www.econbiz.de/10004062582

Control system diversity : implications for selling centers

Murtha, Brian R.; Shervani, Tasadduq A.; Challagalla, … - In: Journal of business research : JBR 67 (2014) 9, pp. 1870-1876

Persistent link: https://www.econbiz.de/10010379217

A contingency model of emotional intelligence in professional selling

McFarland, Richard G.; Rode, Joseph C.; Shervani, … - In: Journal of the Academy of Marketing Science 44 (2016) 1, pp. 108-118

Persistent link: https://www.econbiz.de/10011434894

Market-based assets and shareholder value: a framework for analysis

Srivastava, Rajendra K.; Shervani, Tasadduq A.; Fahey, Liam - In: A reader in marketing communications, (pp. 239-269). 2005

Persistent link: https://www.econbiz.de/10003292736

Market-based assets and shareholder value : a framework for analysis

Srivastava, Rajendra Krishan; Shervani, Tasadduq A.; … - 1997

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Influence Tactics for Effective Adaptive Selling

Mcfarland, Richard G.; Challagalla, Goutam N.; … - In: Journal of marketing 70 (2006) 4, pp. 103-117

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Control system diversity: Implications for selling centers

Murtha, Brian R.; Shervani, Tasadduq A.; Challagalla, … - In: Journal of Business Research 67 (2014) 9, pp. 1870-1876

It is often the case that members of selling centers are governed by different control systems (i.e., some selling center members are governed more by behavior controls while others are governed more by outcome controls). Surprisingly, there is little research which examines the impact of...

Persistent link: https://www.econbiz.de/10010869789

Section IV: What Are the Contributions of Marketing to Organizational - Marketing, Business Processes, and Shareholder Value: An Organizationally Embedded View of Marketing Activit...

Srivastava, Rajendra K.; Shervani, Tasadduq A.; Fahey, Liam - In: Journal of marketing 63 (1999), pp. 168-179

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Market-Based Assets and Shareholder Value: A Framework for Analysis

Srivastava, Rajendra K.; Shervani, Tasadduq A.; Fahey, Liam - In: Journal of marketing 62 (1998) 1, pp. 2-18

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Dimensions and Types of Supervisory Control: Effects on Salesperson Performance and Satisfaction

Challagalla, Goutam N.; Shervani, Tasadduq A. - In: Journal of marketing 60 (1996) 1, pp. 89-105

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