It's a matter of congruence : how interpersonal identification between sales managers and salespersons shapes sales success
Michael Ahearne; Till Haumann; Florian Kraus; Jan Wieseke
| Year of publication: |
2013
|
|---|---|
| Authors: | Ahearne, Michael ; Haumann, Till ; Kraus, Florian ; Wieseke, Jan |
| 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. 41.2013, 6, p. 625-648
|
| Subject: | Interpersonal identification | Organizational identification | Salespeople | Sales performance | Customer satisfaction | Verkaufspersonal | Verkauf | Selling | Kundenzufriedenheit | Beziehungsmarketing | Relationship marketing | Soziale Beziehungen | Social relations | Arbeitsverhalten | Work behaviour | Mitarbeiterbindung | Employee retention | Außendienst | Field sales force | Erfolgsfaktor | Success factor | Arbeitsleistung | Job performance | Persönlichkeitspsychologie | Personality psychology | Unternehmenskultur | Corporate culture |
| Extent: | graph. Darst. |
|---|---|
| Type of publication: | Article |
| Type of publication (narrower categories): | Aufsatz in Zeitschrift ; Article in journal |
| Language: | English |
| Source: | ECONIS - Online Catalogue of the ZBW |
Persistent link: https://www.econbiz.de/10010209594