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Antecedents and performance outcomes of value-based selling in sales teams : a multilevel, systems theory of motivation perspective
Mullins, Ryan; Mengüç, Bülent; Panagopoulos, Nikolaos G. - In: Journal of the Academy of Marketing Science 48 (2020) 6, pp. 1053-1074
Persistent link: https://www.econbiz.de/10012386852
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Effects of frontline employee role overload on customer responses and sales performance : moderator and mediators
Jha, Subhash; Balaji, M. S.; Yavas, Ugur; Babakus, Emin - In: European journal of marketing : EJM 51 (2017) 2, pp. 282-303
Persistent link: https://www.econbiz.de/10011661678
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Fail fast, sell well : the contingent impact of failing fast on salesperson performance
Friend, Scott B.; Ranjan, Kumar Rakesh; Johnson, Jeff S. - In: Industrial marketing management : the international … 82 (2019), pp. 265-275
Persistent link: https://www.econbiz.de/10012128080
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Can buzzing bring business? : social interactions, network centrality and sales performance : an empirical study on business-to-business communities
Zhang, Yin; Lu, Baozhou; Zheng, Haidong - In: Journal of business research : JBR 112 (2020), pp. 170-189
Persistent link: https://www.econbiz.de/10012230575
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Internal selling : antecedents and the importance of networking ability in converting internal selling behavior into salesperson performance
Liu, Yongmei; Hochstein, Bryan; Bolander, Willy; … - In: Journal of business research : JBR 117 (2020), pp. 176-188
Persistent link: https://www.econbiz.de/10012285563
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Organisational commitment and culture : evidence of commitment in an independent sales force
Sant'Anna, Dalmir; Mussi, Clarissa Carneiro; Xavier, Wlamir - In: International journal of management practice : IJMP 13 (2020) 4, pp. 437-461
Persistent link: https://www.econbiz.de/10012253739
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The case for hiring neurotic salespeople : a longitudinal growth modeling analysis
Dugan, Riley; Rouziou, Maria; Bolander, Willy - In: Journal of business research : JBR 116 (2020), pp. 123-136
Persistent link: https://www.econbiz.de/10012257549
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Whom to hire and how to coach them : a longitudinal analysis of newly hired salesperson performance
Bolander, Willy; Satornino, Cinthia B.; Allen, Alexis M.; … - In: Journal of personal selling & sales management : JPSSM 40 (2020) 2, pp. 78-94
Persistent link: https://www.econbiz.de/10012260096
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The impact of mobile customer relationship management (mCRM) on sales collaboration and sales performance
Rodriguez, Michael; Boyer, Stefanie - In: Journal of marketing analytics : JMA 8 (2020) 3, pp. 137-148
Persistent link: https://www.econbiz.de/10012296869
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Linking "satisfaction" to "intention-to-sell" and "sales performance" of individual agents in the health insurance market : empirical evidence from India
Mathur, Tanuj; Das, Gurudas; Paul, Ujjwal Kanti - In: Journal of global scholars of marketing science : … 26 (2016) 2, pp. 109-128
Persistent link: https://www.econbiz.de/10011572118