Extrinsic versus intrinsic approaches to managing a multi-brand salesforce : when and how do they work?
Erin Adamson Gillespie, Stephanie M. Noble, Son K. Lam
| Year of publication: |
November 2016
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|---|---|
| Authors: | Gillespie, Erin Adamson ; Noble, Stephanie M. ; Lam, Son K. |
| Published in: |
Journal of the Academy of Marketing Science. - New York, NY : Springer Science + Business Media LLC, ISSN 0092-0703, ZDB-ID 1187865-4. - Vol. 44.2016, 6, p. 707-725
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| Subject: | Salesperson effort | Sales quota | Psychological ownership | Salesperson competitiveness | Salesperson brand identification | Verkaufspersonal | Salespeople | Arbeitsverhalten | Work behaviour | Verkauf | Selling | Leistungsmotivation | Work motivation | Arbeitsleistung | Job performance |
| Type of publication: | Article |
|---|---|
| Type of publication (narrower categories): | Aufsatz in Zeitschrift ; Article in journal |
| Language: | English |
| Other identifiers: | 10.1007/s11747-016-0473-x [DOI] |
| Source: | ECONIS - Online Catalogue of the ZBW |
Persistent link: https://www.econbiz.de/10011614086