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Comment on "salesforce compensation with inventory considerations"

Rodríguez, Fabrizio - In: Management science : journal of the Institute for … 70 (2024) 10, pp. 7342-7343

Persistent link: https://www.econbiz.de/10015143877

Comment on "salesforce compensation with inventory considerations" : a rejoinder

Dai, Tinglong; Jerath, Kinshuk - In: Management science : journal of the Institute for … 70 (2024) 12, pp. 9118-9119

Persistent link: https://www.econbiz.de/10015147901

Modeling the influence of management control system and ambidextrous behavior on B2B customer relationships : a job demand-resource perspective

Irfan, Muhammad; Ahmad, Bilal - In: The journal of business & industrial marketing 39 (2024) 4, pp. 781-793

Persistent link: https://www.econbiz.de/10015080022

Relationship marketing and the B2B sales force, effects of Big Five personality traits

Canales-Ronda, Pedro - In: Journal of relationship marketing : innovations and … 23 (2024) 2, pp. 76-93

Persistent link: https://www.econbiz.de/10014567150

Automating the B2B salesperson pricing decisions : a human-machine hybrid approach

Karlinsky-Shichor, Yael; Netzer, Oded - In: Marketing science 43 (2024) 1, pp. 138-157

Persistent link: https://www.econbiz.de/10014470128

When and how information and communication technology orientation affects salespeople's role stress : the interplay of salesperson characteristics and environmental complexity

Kramer, Victoria; Krafft, Manfred - In: European journal of marketing 57 (2023) 3, pp. 659-682

Persistent link: https://www.econbiz.de/10014225994

The Impact of Performance Measurement Diversity on Customer-Oriented Selling Behavior

Kerr, Peter; Franco-Santos, Monica - 2023

Motivated by recent high-profile cases of salespeople behaving ‘badly’ (i.e., unethically, aggressively, or misleading towards customers), we investigate traditional behavioral controls to examine the specific relationship between performance measurement choices and selling behavior with a...

Persistent link: https://www.econbiz.de/10014360958

Social preferences and sales performance

Essl, Andrea; Bieberstein, Frauke von; Kosfeld, Michael; … - In: Journal of economics & management strategy : JEMS 32 (2023) 4, pp. 882-905

Persistent link: https://www.econbiz.de/10014430989

Managerial coaching and sales performance : the influence of salesforce approaches and organisational demands

Coimbra, Joana; Proença, Teresa - In: The international journal of productivity and … 72 (2023) 10, pp. 3076-3094

Persistent link: https://www.econbiz.de/10014431875

When and why signaling frontline employee inexperience can prove to be an asset : effects on consumer forgiveness for service failure

Flacandji, Michaël; Cusin, Julien; Lunardo, Renaud - In: Psychology & marketing 40 (2023) 12, pp. 2728-2742

Persistent link: https://www.econbiz.de/10014432547

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