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~person:"Flaherty, Karen E."
~person:"Lafontaine, Francine"
~subject:"Configuration theory"
~subject:"Kommunikation"
~subject:"United States"
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Configuration theory
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Salespeople
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Flaherty, Karen E.
Lafontaine, Francine
Malshe, Avinash
6
Evans, Kenneth R.
4
Johnson, Jeff S.
4
Lee, Nick
4
Arndt, Aaron D.
3
Futrell, Charles M.
3
Gilliam, David A.
3
Lam, Son K.
3
Mallin, Michael L.
3
Plouffe, Christopher R.
3
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3
Schwepker, Charles H. <Jr.>
3
Shepherd, C. David
3
Ahearne, Michael
2
Arndt, Aaron
2
Avery, Derek R.
2
Baker, Thomas L.
2
Beuk, Frederik
2
Chonko, Lawrence B.
2
Chung, Doug J.
2
Comer, Lucette B.
2
Daljord, Oystein
2
Deeter-Schmelz, Dawn R.
2
Delpechitre, Duleep
2
Dubinsky, Alan J.
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Flaherty, Karen
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Hamwi, G. Alexander
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Hansen, Jared M.
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Herndl, Karl
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Ishida, Chiharu
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Karande, Kiran
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Industrial marketing management : the international journal for industrial and high-tech firms
3
Ross School of Business working paper series
1
The international review of retail, distribution and consumer research
1
The journal of law, economics, & organization
1
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ECONIS (ZBW)
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Delegation and performance pay : evidence from industrial sales forces
Ghosh, Mrinal K.
;
Lafontaine, Francine
;
Lo, Desmond
-
2013
Persistent link: https://www.econbiz.de/10010212578
Saved in:
2
Price delegation and performance pay : evidence from industrial sales forces
Lo, Desmond
;
Dessein, Wouter
;
Ghosh, Mrinal K.
; …
- In:
The journal of law, economics, & organization
32
(
2016
)
3
,
pp. 508-544
Persistent link: https://www.econbiz.de/10011711226
Saved in:
3
Commentary on "Storytelling by the sales force and its effect on buyer-seller exchange"
Lacoste, Sylvie
;
La Rocca, Antonella
- In:
Industrial marketing management : the international …
46
(
2015
),
pp. 143-146
Persistent link: https://www.econbiz.de/10011286966
Saved in:
4
The influence of an optimal control system on salesperson performance and championing
Flaherty, Karen E.
;
Pappas, James M.
;
Allison, Lee
- In:
Industrial marketing management : the international …
43
(
2014
)
2
,
pp. 304-311
Persistent link: https://www.econbiz.de/10010364521
Saved in:
5
The dimensions of storytelling by retail salespeople
Gilliam, David A.
;
Flaherty, Karen E.
;
Rayburn, Steven W.
- In:
The international review of retail, distribution and …
24
(
2014
)
2
,
pp. 231-241
Persistent link: https://www.econbiz.de/10010367004
Saved in:
6
Expanding the sales professional's role: a strategic re-orientation?
Flaherty, Karen E.
;
Pappas, James M.
- In:
Industrial marketing management : the international …
38
(
2009
)
7
,
pp. 806-813
Persistent link: https://www.econbiz.de/10003893193
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