Systems-savvy selling, interpersonal identification with customers, and the sales manager’s motivational paradox : a constructivist grounded theory approach
Donald P. St. Clair, Gary K. Hunter, Philip A. Cola and Richard J. Boland
| Year of publication: |
December 2018
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| Authors: | St. Clair, Donald P. ; Hunter, Gary K. ; Cola, Philip A. ; Boland, Richard J. |
| Published in: |
The journal of personal selling & sales management : JPSSM. - Philadelphia, PA : Taylor & Francis Group, LLC, ISSN 0885-3134, ZDB-ID 901152-3. - Vol. 38.2018, 4, p. 391-412
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| Subject: | incentives | intrinsic and extrinsic motivation | systems thinking | structuration | interpersonal relationships | interpersonal identity | Motivation | Verkauf | Selling | Grounded Theory | Grounded theory | Soziale Beziehungen | Social relations | Leistungsanreiz | Performance incentive | Beziehungsmarketing | Relationship marketing | Verkaufspersonal | Salespeople | Leistungsmotivation | Work motivation | Konsumentenverhalten | Consumer behaviour | Persönlichkeitspsychologie | Personality psychology |
| Type of publication: | Article |
|---|---|
| Type of publication (narrower categories): | Aufsatz in Zeitschrift ; Article in journal |
| Language: | English |
| Other identifiers: | 10.1080/08853134.2018.1517357 [DOI] |
| Source: | ECONIS - Online Catalogue of the ZBW |
Persistent link: https://www.econbiz.de/10011976240