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Strategic marketing
Cravens, David W.; Piercy, Nigel - 2006 - 8. ed., internat. ed.
Persistent link: https://www.econbiz.de/10002365243
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Strategic marketing
Cravens, David W.; Piercy, Nigel; Piercy, Nigel - 2003 - 7. Aufl.
Persistent link: https://www.econbiz.de/10001702726
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Sales management control level and competencies: Antecedents and consequences
Piercy, Nigel F.; Cravens, David W.; Lane, Nikala - 2009
The pursuit of superior salesperson performance and higher levels of sales organization effectiveness is a growing management priority. Management control is an important antecedent to several aspects of salesperson performance and organizational effectiveness. However, prior research has...
Persistent link: https://www.econbiz.de/10009469257
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Sales management control level and competencies : antecedents and consequences
Piercy, Nigel; Cravens, David W.; Lane, Nikala - In: Industrial marketing management : the international … 38 (2009) 4, pp. 459-467
Persistent link: https://www.econbiz.de/10003865365
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Thinking strategically about pricing decisions
Piercy, Nigel; Cravens, David W.; Lane, Nikala - In: Journal of business strategy 31 (2010) 5, pp. 38-48
Persistent link: https://www.econbiz.de/10008701546
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Country differences concerning sales organization and salesperson antecedents of sales unit effectiveness
Piercy, Nigel; Low, George S.; Cravens, David W. - In: Journal of world business : JWB 46 (2011) 1, pp. 104-115
Persistent link: https://www.econbiz.de/10008779690
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Strategic marketing
Cravens, David W.; Piercy, Nigel - 2009 - 9. ed.
Persistent link: https://www.econbiz.de/10003591275
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Marketing out of the recession : recovery is coming, but things will never be the same again
Piercy, Nigel; Cravens, David W.; Lane, Nikala - In: The marketing review 10 (2010) 1, pp. 3-23
Persistent link: https://www.econbiz.de/10003963377
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Sales manager behavior-based control and salesperson performance : the effects of manager control competencies and organizational citizenship behavior
Piercy, Nigel; Cravens, David W.; Lane, Nikala - In: Journal of marketing theory and practice 20 (2012) 1, pp. 7-22
Persistent link: https://www.econbiz.de/10009509178
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Strategic marketing
Cravens, David W.; Piercy, Nigel - 2013 - 10. ed., internat. ed.
Persistent link: https://www.econbiz.de/10009628038