Understanding sales representatives' unreliable lead management efforts : contingent impacts of sales managers' goal and process control behaviors
Jan Altenscheidt, Sophie-Charlotte Ernst and Christian Schmitz
| Year of publication: |
2024
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|---|---|
| Authors: | Altenscheidt, Jan ; Ernst, Sophie-Charlotte ; Schmitz, Christian |
| Published in: |
Journal of personal selling & sales management : JPSSM. - London : Routledge, Taylor & Francis, ISSN 1557-7813, ZDB-ID 2068748-5. - Vol. 44.2024, 4, p. 441-459
|
| Subject: | lead management | leadership control behaviors | sales management | Verkauf | Selling | Führungsstil | Leadership style | Verkaufspersonal | Salespeople | Personalführung | Leadership | Führungskräfte | Managers | Management |
Online Resource
| Type of publication: | Article |
|---|---|
| Type of publication (narrower categories): | Aufsatz in Zeitschrift ; Article in journal |
| Language: | English |
| Other identifiers: | 10.1080/08853134.2023.2266144 [DOI] |
| Source: | ECONIS - Online Catalogue of the ZBW |
Persistent link: https://www.econbiz.de/10015193378