//--> //--> //--> //-->
Toggle navigation
Logout
Change account settings
EN
DE
ES
FR
A-Z
Beta
About EconBiz
News
Thesaurus (STW)
Research Skills
Help
EN
DE
ES
FR
My account
Logout
Change account settings
Login
Publications
Events
Your search terms
Search
Retain my current filters
~accessRights:"restricted"
~subject:"Leistungsmotivation"
Search options
All Fields
Title
Exact title
Subject
Author
Institution
ISBN/ISSN
Published in...
Publisher
Open Access only
Advanced
Search history
My EconBiz
Favorites
Loans
Reservations
Fines
You are here:
Home
Search: subject_exact:"Verkaufsleiter"
Narrow search
Delete all filters
| 2 applied filters
Year of publication
From:
To:
Subject
All
Leistungsmotivation
Salespeople
933
Verkaufspersonal
933
Verkauf
441
Selling
440
Beziehungsmarketing
270
Relationship marketing
270
B-to-B-Marketing
147
Business-to-business marketing
147
Consumer behaviour
137
Konsumentenverhalten
137
Sales
102
Lieferantenmanagement
96
Supplier relationship management
96
Arbeitsleistung
87
Job performance
87
Arbeitszufriedenheit
81
Job satisfaction
81
Customer satisfaction
73
Kundenzufriedenheit
73
Arbeitsverhalten
72
Einzelhandel
72
Retail trade
72
Work behaviour
72
Work motivation
69
Emotion
67
Sales performance
67
Dienstleistungsqualität
63
Service quality
63
Customer service
55
Kundenservice
55
Absatz
53
Führungsstil
51
Leadership style
51
Theorie
50
Theory
50
Performance measurement
49
Performance-Messung
49
Employee retention
46
Marketing management
46
more ...
less ...
Online availability
All
Undetermined
Free
12
Type of publication
All
Article
67
Book / Working Paper
2
Type of publication (narrower categories)
All
Article in journal
66
Aufsatz in Zeitschrift
66
Aufsatz im Buch
1
Book section
1
Hochschulschrift
1
Language
All
English
68
German
1
Author
All
Mallin, Michael L.
4
Bande, Belén
3
Fernández-Ferrín, Pilar
3
Good, Valerie
3
Hughes, Douglas E.
3
Pullins, Ellen
3
Yoo, Jaewon
3
Agnihotri, Raj
2
Conde, Richard
2
Friend, Scott B.
2
Gammoh, Bashar S.
2
Gupta, Aditya
2
Johnson, Catherine M.
2
Jung, Jin Ho
2
Lee, Myoung-Soung
2
Prentice, Catherine
2
Prybutok, Victor
2
Thompson, Kenneth N.
2
Aakvik, Arild
1
Ahmad, Maria
1
Albrecht, Simon L.
1
Allison, Lee
1
Alqhaiwi, Zaid Oqla
1
Anderson, Rolph E.
1
Anderson, Sidney T.
1
Angell, Robert J.
1
Arnold, Todd J.
1
Bachrach, Daniel G.
1
Badrinarayanan, Vishag
1
Bagozzi, Richard P.
1
Boland, Richard J.
1
Boukis, Achilleas
1
Boyd, Eric
1
Brown, Barron W.
1
Brown, Carlton
1
Brown, Tom
1
Challagalla, Goutam
1
Chen, Hua
1
Chen, Jing
1
Chiang, Cheng-Hsin
1
more ...
less ...
Published in...
All
The journal of business & industrial marketing
5
Industrial marketing management : the international journal for industrial and high-tech firms
4
Journal of business research : JBR
4
Journal of business-to-business marketing
4
Journal of retailing
4
International journal of bank marketing
3
Journal of marketing theory and practice : JMTP
3
Journal of the Academy of Marketing Science
3
The journal of personal selling & sales management : JPSSM
3
Journal of hospitality marketing & management
2
Journal of marketing theory and practice
2
Journal of personal selling & sales management
2
Service business
2
Advances in business strategy and competitive advantage (ABSCA) book series
1
Asia-Pacific journal of business administration
1
Contemporary issues in business economics and finance
1
European management review : the journal of the European Academy of Management
1
International journal of hospitality management
1
International journal of logistics economics and globalisation : IJLEG
1
International journal of management practice : IJMP
1
International journal of pharmaceutical and healthcare marketing
1
International journal of retail and distribution management
1
Journal of management & organization : JMO
1
Journal of marketing research
1
Journal of retailing and consumer services
1
Journal of service theory and practice
1
Journal of service theory and practice : JSTP
1
Journal of strategic marketing
1
Labour economics : official journal of the European Association of Labour Economists
1
Management research : the journal of the Iberoamerican Academy of Management
1
Manthan : journal of commerce and management
1
Marketing letters : a journal of research in marketing
1
Marketing science : the marketing journal of the Institute for Operations Research and the Management Sciences
1
Qualitative research in organizations and management : an international journal
1
SA journal of human resource management : SAJHRM
1
SpringerLink / Bücher
1
Technological forecasting & social change : an international journal
1
The journal of business strategy
1
The journal of services marketing
1
The marketing review
1
more ...
less ...
Source
All
ECONIS (ZBW)
69
Showing
1
-
50
of
69
Sort
Relevance
Date (newest first)
Date (oldest first)
1
The role of grit, engagement and exhaustion in salesperson productive procrastination
Edmondson, Diane
;
Matthews, Lucy
;
Ward, Cheryl
- In:
The journal of business & industrial marketing
39
(
2024
)
1
,
pp. 29-36
Persistent link: https://www.econbiz.de/10014472703
Saved in:
2
How do customer-related characteristics influence frontline bank employees' boundary spanning behaviors?
Lee, Myoung-Soung
;
Yoo, Jaewon
- In:
International journal of bank marketing
41
(
2023
)
7
,
pp. 1945-1973
Persistent link: https://www.econbiz.de/10014470760
Saved in:
3
Linking person-job fit and intrinsic motivation to salespeople's service innovative behavior
Alqhaiwi, Zaid Oqla
;
Koburtay, Tamer
;
Karatepe, Osman M.
- In:
The journal of services marketing
37
(
2023
)
9
,
pp. 1186-1200
Persistent link: https://www.econbiz.de/10014473557
Saved in:
4
Motivating strategic front-line employees for innovative sales in the digital transformation era : the mediating role of salesperson learning
Zheng, Yu Hao
;
Shi, Guicheng
;
Zhong, Hao
;
Liu, Matthew …
- In:
Technological forecasting & social change : an …
193
(
2023
),
pp. 1-14
Persistent link: https://www.econbiz.de/10014474363
Saved in:
5
Customer influence on frontline employee work engagement
Yoo, Jaewon
;
Chen, Jing
;
Frankwick, Gary L.
- In:
International journal of bank marketing
41
(
2023
)
6
,
pp. 1443-1463
Persistent link: https://www.econbiz.de/10014332201
Saved in:
6
A new perspective on behavior-based sales control system and salespersons' job outcomes : an outbound pharmaceutical sales perspective
Khan, Faheem Ahmad
;
Ahmad, Maria
;
Saeed, Tahir
- In:
International journal of pharmaceutical and healthcare …
17
(
2023
)
4
,
pp. 450-475
Persistent link: https://www.econbiz.de/10014461500
Saved in:
7
Contribution of sales control in salespeople's creative selling : work engagement as a mediator
Park, Hyewon
;
Hur, Won-Moo
;
Kang, Seongho
- In:
Journal of retailing and consumer services
75
(
2023
),
pp. 1-10
Persistent link: https://www.econbiz.de/10014372536
Saved in:
8
Multiple psychological climates and employee self-regulatory focus : implications for frontline employee work behavior and service performance
Sok, Keo Mony
;
Danaher, Tracey S.
;
Sok, Phyra
- In:
Journal of retailing
99
(
2023
)
2
,
pp. 228-246
Persistent link: https://www.econbiz.de/10014321977
Saved in:
9
How and why (imagined) online reviews impact frontline retail encounters
Marder, Ben
;
Angell, Robert J.
;
Boyd, Eric
- In:
Journal of retailing
99
(
2023
)
2
,
pp. 265-279
Persistent link: https://www.econbiz.de/10014321993
Saved in:
10
How and should firms motivate salesperson effort across a multi-brand portfolio?
Mullins, Ryan
;
Swain, Scott
;
Friend, Scott B.
- In:
Journal of business research : JBR
158
(
2023
),
pp. 1-14
Persistent link: https://www.econbiz.de/10014281043
Saved in:
11
The moderating role of cultural controls on the relationship between traditional formal sales controls and inside salesperson performance
Conde, Richard
;
Prybutok, Victor
;
Thompson, Kenneth N.
- In:
The journal of business & industrial marketing
38
(
2023
)
3
,
pp. 622-636
Persistent link: https://www.econbiz.de/10013539359
Saved in:
12
Do goal orientations really influence performance?
Sousa, Carlos M. P.
;
Coelho, Filipe
;
Silva, Susana C.
- In:
International journal of retail and distribution management
51
(
2023
)
2
,
pp. 262-283
Persistent link: https://www.econbiz.de/10013552702
Saved in:
13
More than money : establishing the importance of a sense of purpose for salespeople
Good, Valerie
;
Hughes, Douglas E.
;
Wang, Hao
- In:
Journal of the Academy of Marketing Science
50
(
2022
)
2
,
pp. 272-295
Persistent link: https://www.econbiz.de/10012819757
Saved in:
14
The effects of frontline bank employees' social capital on adaptive selling behavior : serial multiple mediation model
Lee, Myoung-Soung
;
Yoo, Jaewon
- In:
International journal of bank marketing
40
(
2022
)
2
,
pp. 197-220
Persistent link: https://www.econbiz.de/10013165357
Saved in:
15
Should I stay or should I go? : the cascading impact of performance pressure on supervisor bottom-line mentality and salesperson hypervigilant decision making, emotional exhaustion...
Brown, Barron W.
;
Locander, Jennifer A.
;
Locander, …
- In:
Journal of business-to-business marketing
29
(
2022
)
3/4
,
pp. 353-368
Persistent link: https://www.econbiz.de/10013417391
Saved in:
16
Understanding how salesperson envy and emotional exhaustion lead to negative consequences : the role of motivation
Hancock, Tyler
;
Pullins, Ellen
;
Johnson, Catherine M.
; …
- In:
Journal of business-to-business marketing
29
(
2022
)
3/4
,
pp. 369-386
Persistent link: https://www.econbiz.de/10013417394
Saved in:
17
Fostering engagement among emotionally exhausted frontline employees in financial services sector
Sahi, Gurjeet Kaur
;
Roy, Sanjit
;
Singh, Tisha
- In:
Journal of service theory and practice
32
(
2022
)
3
,
pp. 400-431
Persistent link: https://www.econbiz.de/10013273029
Saved in:
18
A self-determination theory-based meta-analysis on the differential effects of intrinsic and extrinsic motivation on salesperson performance
Good, Valerie
;
Hughes, Douglas E.
;
Kirca, Ahmet H.
; …
- In:
Journal of the Academy of Marketing Science
50
(
2022
)
3
,
pp. 586-614
Persistent link: https://www.econbiz.de/10013199138
Saved in:
19
Bringing theory to practice : examining the role of pay for performance, intrinsic motivation, and culture on sales agent tenure
Conde, Richard
;
Prybutok, Victor
;
Thompson, Kenneth N.
- In:
Journal of marketing theory and practice : JMTP
30
(
2022
)
3
,
pp. 374-393
Persistent link: https://www.econbiz.de/10013358784
Saved in:
20
What really motivates top salespeople : love or money?
Gelb, Betsy D.
;
Pishko, Joanna
;
Herman, Carl
- In:
The journal of business strategy
43
(
2022
)
5
,
pp. 306-315
Persistent link: https://www.econbiz.de/10013392368
Saved in:
21
Salesperson's perceived personal identification with supervisor and the relationship with turnover intention and performance : a mediated motivation model
Mallin, Michael L.
;
Hancock, Tyler D.
;
Pullins, Ellen
; …
- In:
Journal of personal selling & sales management
42
(
2022
)
3
,
pp. 243-264
Persistent link: https://www.econbiz.de/10013361687
Saved in:
22
How customer requests influence frontline employee job outcomes : the role of personal appraisal tendencies and situational customer demandingness
Jung, Jin Ho
;
Brown, Tom
;
Zablah, Alex R.
- In:
Journal of retailing
98
(
2022
)
2
,
pp. 315-334
Persistent link: https://www.econbiz.de/10013364288
Saved in:
23
A generational study of employees’ customer orientation : a motivational viewpoint in pandemic time
Mahmoud, Ali B.
;
Grigoriou, Nicholas
;
Fuxman, Leonora
; …
- In:
Journal of strategic marketing
30
(
2022
)
8
,
pp. 746-763
Persistent link: https://www.econbiz.de/10013492888
Saved in:
24
Understanding and motivating salesperson resilience
Good, Valerie
;
Hughes, Douglas E.
;
LaBrecque, Alexander C.
- In:
Marketing letters : a journal of research in marketing
32
(
2021
)
1
,
pp. 33-45
Persistent link: https://www.econbiz.de/10012488845
Saved in:
25
Salesperson socialization to the consumption of organizationally provided support services : differences between high- and low-performing salespeople
Stan, Simona
;
Arnold, Todd J.
;
McAmis, Gregory T.
; …
- In:
Journal of marketing theory and practice : JMTP
29
(
2021
)
3
,
pp. 271-288
Persistent link: https://www.econbiz.de/10012607651
Saved in:
26
Are women or men business-to-business salespeople more engaged on the job?
Matthews, Lucy M.
;
Edmondson, Diane R.
;
Ward, Cheryl B.
- In:
Journal of business-to-business marketing
28
(
2021
)
1
,
pp. 81-93
Persistent link: https://www.econbiz.de/10012584491
Saved in:
27
Continuous techno-training and business-to-business salesperson success : how boosting techno-efficacy enhances sales effort and performance
Rayburn, Steven W.
;
Badrinarayanan, Vishag
;
Anderson, …
- In:
Journal of business research : JBR
133
(
2021
),
pp. 66-78
Persistent link: https://www.econbiz.de/10012590168
Saved in:
28
Transformational leadership effects on salespeople's attitudes, striving, and performance
Gao, Ronnie
;
Murphy, William H.
;
Anderson, Rolph E.
- In:
Journal of business research : JBR
110
(
2020
),
pp. 237-245
Persistent link: https://www.econbiz.de/10012237844
Saved in:
29
Effects of customer incivility on frontline employees and the moderating role of supervisor leadership style
Boukis, Achilleas
;
Koritos, Christos
;
Daunt, Kate L.
; …
- In:
Tourism management : research, policies, practice
77
(
2020
),
pp. 1-14
Persistent link: https://www.econbiz.de/10012151947
Saved in:
30
Organisational commitment and culture : evidence of commitment in an independent sales force
Sant'Anna, Dalmir
;
Mussi, Clarissa Carneiro
;
Xavier, Wlamir
- In:
International journal of management practice : IJMP
13
(
2020
)
4
,
pp. 437-461
Persistent link: https://www.econbiz.de/10012253739
Saved in:
31
The joint and multilevel effects of training and incentives from upstream manufacturers on downstream salespeople's efforts
Magnotta, Sarah
;
Murtha, Brian
;
Challagalla, Goutam
- In:
Journal of marketing research
57
(
2020
)
4
,
pp. 695-716
Persistent link: https://www.econbiz.de/10012271786
Saved in:
32
Achieving peak sales performance for optimal business value and sustainability
Brown, Carlton
-
2020
Persistent link: https://www.econbiz.de/10012394546
Saved in:
33
Toward a new perspective on salesperson success and motivation : a trifocal framework
Delpechitre, Duleep
;
Gupta, Aditya
;
Zadeh, Arash H.
; …
- In:
Journal of personal selling & sales management
40
(
2020
)
4
,
pp. 267-288
Persistent link: https://www.econbiz.de/10012395130
Saved in:
34
Examining salesperson effort allocation in teams : a randomized field experiment
Li, Jia
;
Lim, Noah
;
Chen, Hua
- In:
Marketing science : the marketing journal of the …
39
(
2020
)
6
,
pp. 1122-1141
Persistent link: https://www.econbiz.de/10012405750
Saved in:
35
Genetic and psychological underpinnings of motivation and satisfaction of industrial salespeople
Bagozzi, Richard P.
;
Verbeke, Willem J. M. I.
- In:
Industrial marketing management : the international …
85
(
2020
),
pp. 69-83
Persistent link: https://www.econbiz.de/10012212026
Saved in:
36
An exploratory study on workforce engagement of direct selling independent sales representatives
Li, Yulong
;
Liao, Ying
;
Li, Jason
- In:
International journal of logistics economics and …
8
(
2020
)
4
,
pp. 331-353
Persistent link: https://www.econbiz.de/10012513521
Saved in:
37
A field study of the effect of motivation factors on performance of the salesperson
Eroğlu, Umut
;
Kiray, Ibrahim
- In:
Contemporary issues in business economics and finance
,
(pp. 135-150)
.
2020
Persistent link: https://www.econbiz.de/10012313181
Saved in:
38
The double-edged sword effect of service recovery awareness of frontline employees : from a job demands-resources perspective
Zhang, Mo
;
Geng, Ruoqi
;
Hong, Zhisheng
;
Song, Wenhao
; …
- In:
International journal of hospitality management
88
(
2020
),
pp. 1-9
Persistent link: https://www.econbiz.de/10012293865
Saved in:
39
Another look at frontline employee productivity propensity : a job demands-resources approach
Harris, Eric G.
- In:
Journal of marketing theory and practice : JMTP
28
(
2020
)
3
,
pp. 318-329
Persistent link: https://www.econbiz.de/10012483470
Saved in:
40
The roles of political skill and intrinsic motivation in performance prediction of adaptive selling
Kimura, Takuma
;
Bande, Belén
;
Fernández-Ferrín, Pilar
- In:
Industrial marketing management : the international …
77
(
2019
),
pp. 198-208
Persistent link: https://www.econbiz.de/10012004378
Saved in:
41
The language backfire effect : how frontline employees decrease customer satisfaction through language use
Holmqvist, Jonas
;
Van Vaerenbergh, Yves
;
Lunardo, Renaud
; …
- In:
Journal of retailing
95
(
2019
)
2
,
pp. 115-129
Persistent link: https://www.econbiz.de/10012102960
Saved in:
42
Performance driven outcomes : the case of frontline employees in the hospitality sector
Prentice, Catherine
;
Ma, Erdan
;
Wong, IpKin Anthony
- In:
Journal of hospitality marketing & management
28
(
2019
)
1
,
pp. 101-123
Persistent link: https://www.econbiz.de/10012176580
Saved in:
43
Revisiting the job performance-burnout relationship
Prentice, Catherine
;
Thaichon, Park
- In:
Journal of hospitality marketing & management
28
(
2019
)
7
,
pp. 807-832
Persistent link: https://www.econbiz.de/10012176694
Saved in:
44
Systems-savvy selling, interpersonal identification with customers, and the sales manager’s motivational paradox : a constructivist grounded theory approach
St. Clair, Donald P.
;
Hunter, Gary K.
;
Cola, Philip A.
; …
- In:
The journal of personal selling & sales management : JPSSM
38
(
2018
)
4
,
pp. 391-412
Persistent link: https://www.econbiz.de/10011976240
Saved in:
45
The impact of resilience and perceived organisational support on employee engagement in a competitive sales environment
Meintjes, Anel
;
Hofmeyr, Karl B.
- In:
SA journal of human resource management : SAJHRM
16
(
2018
),
pp. 190-200
Persistent link: https://www.econbiz.de/10012111461
Saved in:
46
Sales control and performance : moderating effects of salesperson and supervisor characteristics
Shabbir Husain RV
- In:
The marketing review
18
(
2018
)
1
,
pp. 55-69
Persistent link: https://www.econbiz.de/10011892858
Saved in:
47
Alleviating job stress to improve service employee work affect : the influence of rewarding
Elmadağ Baş, Ayşe Banu
;
Ellinger, Alexander E.
- In:
Service business
12
(
2018
)
1
,
pp. 121-141
Persistent link: https://www.econbiz.de/10011915029
Saved in:
48
A new perspective of salesperson motivation and salesforce outcomes : the mediating role of salesperson-brand identification
Mallin, Michael L.
;
Gammoh, Bashar S.
;
Pullins, Ellen
; …
- In:
Journal of marketing theory and practice
25
(
2017
)
4
,
pp. 357-374
Persistent link: https://www.econbiz.de/10011771042
Saved in:
49
Frontline employee empowerment and perceived customer satisfaction
Proença, Teresa
;
Torres, Ana
;
Sampaio, Ana Sofia
- In:
Management research : the journal of the Iberoamerican …
15
(
2017
)
2
,
pp. 187-206
Persistent link: https://www.econbiz.de/10011772647
Saved in:
50
Can salesperson guilt lead to more satisfied customers? : findings from India
Gabler, Colin B.
;
Agnihotri, Raj
;
Itani, Omar S.
- In:
The journal of business & industrial marketing
32
(
2017
)
7
,
pp. 951-961
Persistent link: https://www.econbiz.de/10011773559
Saved in:
1
2
Next
Last
Results per page
10
25
50
100
250
A service of the
zbw
×
Loading...
//-->