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Effects of formal sales control systems : a combinatory perspective
Miao, C. Fred; Evans, Kenneth R. - In: International journal of research in marketing : IJRM ; … 29 (2012) 2, pp. 181-191
Persistent link: https://www.econbiz.de/10009569976
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Sales quotas : unintended consequences on trust in organization, customer-oriented selling, and sales performance
Schwepker, Charles H. <Jr.>; Good, David J. - In: Journal of marketing theory and practice 20 (2012) 4, pp. 437-452
Persistent link: https://www.econbiz.de/10009688898
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Fields of gold : perceived efficacy in virtual teams of field service employees
Schepers, Jeroen; Jong, Ad de; Ruyter, Ko de; Wetzels, … - In: Journal of service research : JSR 14 (2011) 3, pp. 372-389
Persistent link: https://www.econbiz.de/10009383332
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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
Persistent link: https://www.econbiz.de/10011614086
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Why are some salespeople better at adapting to organizational change?
Ahearne, Michael; Lam, Son K.; Mathieu, John E.; … - In: Journal of marketing 74 (2010) 3, pp. 65-79
Persistent link: https://www.econbiz.de/10008822093
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Does coaching matter? : a multilevel model linking managerial coaching skill and frequency to sales goal attainment
Dahling, Jason J.; Taylor, Samantha Ritchie; Chau, … - In: Personnel psychology : a journal of applied research 69 (2016) 4, pp. 863-894
Persistent link: https://www.econbiz.de/10011617152
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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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Quiet sellers : when introversion drives salesperson performance
Chaker, Nawar N.; Habel, Johannes; Hartmann, Nathaniel N.; … - In: Journal of retailing 100 (2024) 3, pp. 456-474
Persistent link: https://www.econbiz.de/10015065360
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Leistungsmotivation im Außendienst : Ergebnisse einer empirischen Untersuchung bei Verkäufern im Außendienst
Nerdinger, Friedemann W. - 1986
Persistent link: https://www.econbiz.de/10000693539