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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

Sales scholarship : honoring the past and defining the future (key takeaways from the 2018 American Marketing Association Faculty Consortium : new horizons in selling and sales man...

Flaherty, Karen E.; Lassk, Felicia; Lee, Nick; … - In: The journal of personal selling & sales management : JPSSM 38 (2018) 4, pp. 413-421

Persistent link: https://www.econbiz.de/10011976252

The business-to-business inside sales force : roles, configurations and research agenda

Sleep, Stefan; Dixon, Andrea L.; DeCarlo, Thomas; Lam, … - In: European Journal of Marketing 54 (2020) 5, pp. 1025-1060

Purpose: This study aims to explore the changing nature of the inside sales role and the individual capabilities required for success. Additionally, it examines the influence of organizational structure on inside sales force capabilities. Although business-to-business firms are investing...

Persistent link: https://www.econbiz.de/10012275479

Social Network Theory and the Sales Manager Role: Engineering the Right Relationship Flows

Flaherty, Karen; Lam, Son; Lee, Nick; Mulki, Jay; … - In: The journal of personal selling & sales management 32 (2012) 1, pp. 29-41

Persistent link: https://www.econbiz.de/10009823942

Customer selection to acquire, retain, and grow

Dixon, Andrea L. - In: The Oxford handbook of strategic sales and sales management, (pp. 313-343). 2011

Persistent link: https://www.econbiz.de/10008991488

The impact of salesperson behaviors on performance : an exploratory study and an empirical examination

Dixon, Andrea L. - 1999

Persistent link: https://www.econbiz.de/10004784782

Customer Selection to Acquire, Retain, and Grow

Dixon, Andrea L. - In: The Oxford handbook of strategic sales and sales management. 2011

Persistent link: https://www.econbiz.de/10012885333

Identity-motivated marketing relationships : research synthesis, controversies, and research agenda

Lam, Son K. - In: AMS review : official publication of the Academy of … 2 (2012) 2/4, pp. 72-87

Persistent link: https://www.econbiz.de/10009717339

Identity-motivated marketing relationships : research synthesis, controversies, and research agenda

Lam, Son K. - In: AMS review : official publication of the Academy of … 2 (2012) 2/4, pp. 72-87

Persistent link: https://www.econbiz.de/10010098142

The complexities of sales and sales management research : a historical analysis from 1990 to 2005

Carter, Robert E.; Dixon, Andrea L.; Moncrief, William C. - In: The journal of personal selling & sales management : JPSSM 28 (2008) 4, pp. 403-419

Persistent link: https://www.econbiz.de/10003774611

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