Treating top salespeople like superstars : the role of an informal sales climate in boosting sales output
Manoshi Samaraweera, Betsy D. Gelb, Willy Bolander and William J. Zahn
| Year of publication: |
2023
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| Authors: | Samaraweera, Manoshi ; Gelb, Betsy D. ; Bolander, Willy ; Zahn, William J. |
| Published in: |
Journal of personal selling & sales management : JPSSM. - London : Routledge, Taylor & Francis, ISSN 1557-7813, ZDB-ID 2068748-5. - Vol. 43.2023, 3, p. 207-221
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| Subject: | formal controls | informal controls | Informal sales climate | organizational climate | size | transformational leadership | Verkaufspersonal | Salespeople | Betriebsklima | Work climate | Führungsstil | Leadership style | Verkauf | Selling | Klimawandel | Climate change | Absatz | Sales | Informationsökonomik | Economics of information |
| Type of publication: | Article |
|---|---|
| Type of publication (narrower categories): | Aufsatz in Zeitschrift ; Article in journal |
| Language: | English |
| Other identifiers: | 10.1080/08853134.2022.2138901 [DOI] |
| Source: | ECONIS - Online Catalogue of the ZBW |
Persistent link: https://www.econbiz.de/10014365157