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Social network theory and the sales manager role : engineering the right relationship flows
Flaherty, Karen; Lam, Son K.; Lee, Nick; Mulki, Jay P.; … - In: The journal of personal selling & sales management : JPSSM 32 (2012) 1, pp. 29-40
Persistent link: https://www.econbiz.de/10009505539
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Walking a tightrope : the joint impact of customer and within-firm boundary spanning activities on perceived customer satisfaction and team performance
Sleep, Stefan; Bharadwaj, Sundar; Lam, Son K. - In: Journal of the Academy of Marketing Science 43 (2015) 4, pp. 472-489
Persistent link: https://www.econbiz.de/10011306303
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Identifying effective hunters and farmers in the salesforce: a dispositional–situational framework
DeCarlo, Thomas E.; Lam, Son K. - In: Journal of the Academy of Marketing Science 44 (2016) 4, pp. 415-439
Persistent link: https://www.econbiz.de/10011563219
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On salesperson judgment and decision making
Lam, Son K.; Borgh, Michel van der - In: Journal of the Academy of Marketing Science 49 (2021) 5, pp. 855-863
Persistent link: https://www.econbiz.de/10012614771
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Salesperson dual agency in price negotiations
Lawrence, Justin M.; Scheer, Lisa K.; Crecelius, Andrew T. - In: Journal of marketing 85 (2021) 2, pp. 89-109
Persistent link: https://www.econbiz.de/10012485585
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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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A meta-analysis of relationships linking employee satisfaction to customer responses
Brown, Steven P.; Lam, Son K. - In: Journal of retailing 84 (2008) 3, pp. 243-255
Persistent link: https://www.econbiz.de/10003782176
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Understanding complexity, transforming the marketplace : AMA Winter Academic Conference 2019 : AMA educators proceedings volume 90 : Austin, Texas, USA, 22-24 February 2019
Lam, Son K. (ed.); Luo, Xueming (ed.); Giesler, Markus (ed.) - AMA Winter Academic Conference <2019, Austin, Tex.> - 2019
Persistent link: https://www.econbiz.de/10012256234
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Leveraging frontline employees' small data and firm-level big data in frontline management : an absorptive capacity perspective
Lam, Son K.; Sleep, Stefan; Hennig-Thurau, Thorsten; … - In: Journal of service research : JSR 20 (2017) 1, pp. 12-28
Persistent link: https://www.econbiz.de/10011647472
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Salesperson ambidexterity in customer engagement : do customer base characteristics matter?
Lam, Son K.; DeCarlo, Thomas E.; Sharma, Ashish - In: Journal of the Academy of Marketing Science 47 (2019) 4, pp. 659-680
Persistent link: https://www.econbiz.de/10012107276