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Managing international distribution channel partners : a cross-cultural approach
Mehta, Rajiv; Anderson, Rolph E.; Dubinsky, Alan J.; … - In: Journal of marketing channels : ... distribution … 17 (2010) 2, pp. 89-117
Persistent link: https://www.econbiz.de/10003977424
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Managing channel partner relationships : a cross-national study
Mehta, Rajiv; Anderson, Rolph E.; Dubinsky, Alan J.; … - In: Journal of global marketing 24 (2011) 2, pp. 105-124
Persistent link: https://www.econbiz.de/10009156460
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Provenance, evolution, and transition of personal selling and sales management to strategic marketing channel management
Anderson, Rolph E.; Cohen, Alex H.; Christ, Paul F.; … - In: Journal of marketing channels : distribution systems, … 26 (2020) 1, pp. 28-42
Persistent link: https://www.econbiz.de/10012258185
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Will the real channel manager please stand up?
Anderson, Rolph E.; Mehta, Rajiv; Dubinsky, Alan J. - In: Business horizons 46 (2003) 1, pp. 61-68
Persistent link: https://www.econbiz.de/10006171667
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Sales Managers: Marketing's Best Example of the Peter Principle? - It's time to update the venerable job of managing the sales force
Anderson, Rolph E.; Dubinsky, Alan J.; Mehta, Rajiv - In: Business horizons 42 (1999) 1, pp. 19-26
Persistent link: https://www.econbiz.de/10006195837
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Leadership style, motivation and performance in international marketing channels: An empirical investigation of the USA, Finland and Poland
Mehta, Rajiv; Dubinsky, Alan J.; Anderson, Rolph E. - In: European journal of marketing : EJM 37 (2003) 1-2, pp. 50-85
Persistent link: https://www.econbiz.de/10006084811
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Satisfaction with sales manager training: Design and implementation issues
Dubinsky, Alan J.; Mehta, Rajiv; Anderson, Rolph E. - In: European journal of marketing : EJM 35 (2001) 1-2, pp. 27-50
Persistent link: https://www.econbiz.de/10006091532
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Marketing channel management and the sales manager
Mehta, Rajiv; Dubinsky, Alan J.; Anderson, Rolph E. - In: Industrial marketing management : the international … 31 (2002) 5, pp. 429-440
Persistent link: https://www.econbiz.de/10006265659
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Number 7 - The perceived importance of sales managers' rewards: A career stage perspective
Mehta, Rajiv; Anderson, Rolph E.; Dubinsky, Alan J. - In: The journal of business & industrial marketing 15 (2000) 6-7, pp. 507-524
Persistent link: https://www.econbiz.de/10007046980
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Satisfaction with sales manager training ‐ Design and implementation issues
Dubinsky, Alan J.; Mehta, Rajiv; Anderson, Rolph E. - In: European Journal of Marketing 35 (2001) 1/2, pp. 27-50
States that little empirical work is available as a guide in the design and implementation of sales manager training programs. Examines the relationship between trainee satisfaction with sales manager training (a measure for training effectiveness) and the format, site, instructor, instructional...
Persistent link: https://www.econbiz.de/10014721960