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13
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46
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ECONIS (ZBW)
933
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201
Managing differential effects of salespersons' regulatory foci : a dual process model of dominant and supplemental pathways
Miao, Fred
;
Zheng, Yi
;
Zang, Zhimei
;
Grisaffe, Douglas B.
; …
- In:
Journal of the Academy of Marketing Science
50
(
2022
)
3
,
pp. 563-585
Persistent link: https://www.econbiz.de/10013199137
Saved in:
202
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:
203
Choreographing salesperson face-to-face visits with a buyer organization : a social network perspective
Forkmann, Sebastian
;
Mullins, Ryan
;
Henneberg, Stephan
; …
- In:
Journal of the Academy of Marketing Science
50
(
2022
)
3
,
pp. 615-638
Persistent link: https://www.econbiz.de/10013199139
Saved in:
204
Unemployment insurance as a worker indiscipline device? : evidence from scanner data
Lusher, Lester
;
Schnorr, Geoffrey C.
;
Taylor, Rebecca
- In:
American economic journal
14
(
2022
)
2
,
pp. 285-319
Persistent link: https://www.econbiz.de/10013202041
Saved in:
205
Inside sales social media use and its strategic implications for salesperson-customer digital engagement and performance
Chaker, Nawar N.
;
Nowlin, Edward L.
;
Pivonka, Maxwell T.
; …
- In:
Industrial marketing management : the international …
100
(
2022
),
pp. 127-144
Persistent link: https://www.econbiz.de/10013206400
Saved in:
206
Salesperson ethics behavior as antecedent of Islamic banking customer loyalty
Wijaya, Tony
;
Nasuka, Moh
;
Hidayat, Anas
- In:
Journal of Islamic marketing
13
(
2022
)
7
,
pp. 1535-1550
Persistent link: https://www.econbiz.de/10013278986
Saved in:
207
Burdening effect of Shariah knowledge and sales performance in Islamic financial institutions : does female salesforce perform better?
Shinaj Valangattil Shamsudheen
;
Ziyaad Mahomed
- In:
Journal of Islamic accounting and business research
13
(
2022
)
6
,
pp. 942-959
Persistent link: https://www.econbiz.de/10013281049
Saved in:
208
Influence of Facebook usage on organisational performance in Ghana : the pivotal role of social capital and salesperson extra-role behaviour
Mensah, Kobby
;
Narteh, Bedman
;
Hinson, Robert
;
Kosiba, …
- In:
Digital Business in Africa : Social Media and Related …
,
(pp. 67-95)
.
2022
Persistent link: https://www.econbiz.de/10013282690
Saved in:
209
Transformation of personal selling during and after the COVID-19 pandemic
Soo Yeong Ewe
;
Ho, Helen Hui Ping
- In:
COVID-19 and the Evolving Business Environment in Asia …
,
(pp. 259-279)
.
2022
Persistent link: https://www.econbiz.de/10013284075
Saved in:
210
Empathy and EGO-drive in the B2B salesforce : Impacts on job satisfaction
Treen, Emily
;
Yu, Yunzhijun
- In:
Industrial marketing management : the international …
106
(
2022
),
pp. 270-278
Persistent link: https://www.econbiz.de/10014226512
Saved in:
211
What comprises a successful key account manager? : differences in the drivers of sales performance between key account managers and regular salespeople
Hengstebeck, Berenika B.
;
Kassemeier, Roland
;
Wieseke, Jan
- In:
Industrial marketing management : the international …
106
(
2022
),
pp. 392-404
Persistent link: https://www.econbiz.de/10014226538
Saved in:
212
How to leverage relational gatekeepers to improve sales performance : moderating effects of gatekeeper-salesperson Guanxi and gatekeeper-buyer Guanxi
Ma, Bei
;
Zhang, Jing
- In:
Industrial marketing management : the international …
107
(
2022
),
pp. 108-119
Persistent link: https://www.econbiz.de/10014230260
Saved in:
213
Understanding salespeople's resistance to, and acceptance and leadership of customer-driven change
Giovannetti, Marta
;
Sharma, Arun
;
Cardinali, Silvio
; …
- In:
Industrial marketing management : the international …
107
(
2022
),
pp. 433-449
Persistent link: https://www.econbiz.de/10014230725
Saved in:
214
Identifying aggressive versus ethical sales supervision in B2B service recovery : a multilevel perspective
Ahmad, Bilal
;
Liu, Da
;
Akhtar, Nadeem
;
Akbar, Muhammad …
- In:
Asia Pacific journal of marketing and logistics
34
(
2022
)
10
,
pp. 2331-2349
Persistent link: https://www.econbiz.de/10013553003
Saved in:
215
The role of paid media, earned media, and sales promotions in driving marcom sales performance in consumer services
Spotts, Harlan E.
;
Weinberger, Marc G.
;
Assaf, A. Georges
; …
- In:
Journal of business research : JBR
152
(
2022
),
pp. 387-397
Persistent link: https://www.econbiz.de/10013493993
Saved in:
216
Managing ad hoc sales encounters in B2B markets
Schmitz, Christian
;
Lee, You-Cheong
;
Isenberg, Lukas
; …
- In:
Industrial marketing management : the international …
105
(
2022
),
pp. 33-47
Persistent link: https://www.econbiz.de/10013494010
Saved in:
217
A synthesis of research on the marketing-sales interface : 1984-2020
Chernetsky, Victor V.
;
Hughes, Douglas E.
;
Schrock, Wyatt A.
- In:
Industrial marketing management : the international …
105
(
2022
),
pp. 159-181
Persistent link: https://www.econbiz.de/10013494049
Saved in:
218
Looking through the Glassdoor : he stories that B2B salespeople tell
Lam, Joey
;
Mulvey, Michael S.
;
Robson, Karen
- In:
Industrial marketing management : the international …
105
(
2022
),
pp. 478-488
Persistent link: https://www.econbiz.de/10013494064
Saved in:
219
Factors influencing consumer loyalty : a study of Japanese retail stores
Nakamori, Takafumi
;
Newell, Stephen J.
;
Han, Bernard T.
- In:
Journal of Asia Pacific business
23
(
2022
)
1
,
pp. 73-88
Persistent link: https://www.econbiz.de/10013352841
Saved in:
220
The effect of salespeople skills on selling behaviors : the moderating role of social media
Mostafa, Rania B.
;
Kasamani, Tamara
- In:
Journal of promotion management : innovations in …
28
(
2022
)
7
,
pp. 961-993
Persistent link: https://www.econbiz.de/10013357211
Saved in:
221
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:
222
Servant leadership effects on salesperson self-efficacy, performance, job satisfaction, and turnover intentions
Westbrook, Kevin W.
;
Peterson, Robert M.
- In:
Journal of business-to-business marketing
29
(
2022
)
2
,
pp. 153-175
Persistent link: https://www.econbiz.de/10013359017
Saved in:
223
Organisational form and performance in fashion retailing
Mejía-Vásquez, Pericles Ramón
;
Sánchez-Gómez, Roberto
- In:
Journal of fashion marketing and management
26
(
2022
)
3
,
pp. 550-564
Persistent link: https://www.econbiz.de/10013384553
Saved in:
224
Why salespeople avoid big-whale sales opportunities
Xu, Juan
;
Borgh, Michel van der
;
Nijssen, E. J.
;
Lam, Son K.
- In:
Journal of marketing
86
(
2022
)
5
,
pp. 95-116
Persistent link: https://www.econbiz.de/10013390585
Saved in:
225
The impact of international tourism on hotel sales performance : new proposals and evidence
Lin, Yu-Xia
;
Chen, Ming-Hsiang
;
Lu, Lu
- In:
Tourism economics : the business and finance of tourism …
28
(
2022
)
6
,
pp. 1480-1498
Persistent link: https://www.econbiz.de/10013392330
Saved in:
226
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:
227
Exploring frontline employee-customer linkages : a psychological contract perspective
Kutaula, Smirti
;
Gillani, Alvina
;
Leonidou, Leonidas C.
; …
- In:
International journal of human resource management
33
(
2022
)
9
,
pp. 1848-1885
Persistent link: https://www.econbiz.de/10013370220
Saved in:
228
Drivers of salespeople's AI acceptance : what do managers think?
Chen, Jing
;
Zhou, Wenkai
- In:
Journal of personal selling & sales management
42
(
2022
)
2
,
pp. 107-120
Persistent link: https://www.econbiz.de/10013361662
Saved in:
229
The impact of salespeople's social media adoption on customer acquisition performance : a contextual perspective
Schendzielarz, Dennis
;
Alavi, Sascha
;
Guba, Jan Helge
- In:
Journal of personal selling & sales management
42
(
2022
)
2
,
pp. 139-157
Persistent link: https://www.econbiz.de/10013361675
Saved in:
230
The moderating role of self-efficacy in the relationship between control systems and sales performance
Vieira, Valter Afonso
;
Jones, Eli
;
Faia, Valter da Silva
; …
- In:
Journal of personal selling & sales management
42
(
2022
)
2
,
pp. 158-180
Persistent link: https://www.econbiz.de/10013361678
Saved in:
231
The impact of the information revolution on the classical sales model
Pourmasoudi, Mohsen
;
Ahearne, Michael
;
Hall, Zachary
; …
- In:
Journal of personal selling & sales management
42
(
2022
)
2
,
pp. 193-208
Persistent link: https://www.econbiz.de/10013361680
Saved in:
232
The interplay between objective and subjective measures of salesperson performance : towards an integrated approach
Kerr, Peter D.
;
Marcos Cuevas, Javier
- In:
Journal of personal selling & sales management
42
(
2022
)
3
,
pp. 225-242
Persistent link: https://www.econbiz.de/10013361685
Saved in:
233
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:
234
Now presenting the undistinguished achievement award : how relative standing creates exceptional outcomes from recognizing unexceptional sales associates
Harding, R. Dustin
;
Murdock, Mitchel R.
- In:
Journal of personal selling & sales management
42
(
2022
)
3
,
pp. 279-290
Persistent link: https://www.econbiz.de/10013361692
Saved in:
235
Big data analytics in strategic sales performance : mediating role of CRM capability and moderating role of leadership support
Chatterjee, Sheshadri
;
Chaudhuri, Ranjan
;
Vrontis, Demetris
- In:
EuroMed journal of business
17
(
2022
)
3
,
pp. 295-311
Persistent link: https://www.econbiz.de/10013362466
Saved in:
236
Why sport ticket salespeople leave their jobs : applying attribution theory to employee turnover
Popp, Nels
;
Sattler, Liz A.
;
Pierce, David A.
; …
- In:
International journal of sport management and marketing …
22
(
2022
)
3/4
,
pp. 265-286
Persistent link: https://www.econbiz.de/10013362620
Saved in:
237
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:
238
The (quiet) ego and sales : transcending self-interest and its relationship with adaptive selling
Gilbert, Jonathan Ross
;
Krush, Michael T.
;
Trainor, Kevin J.
- In:
Journal of business research : JBR
150
(
2022
),
pp. 326-338
Persistent link: https://www.econbiz.de/10013365719
Saved in:
239
Contingent conditions on the effectiveness of salesperson acquisition-retention ambidexterity : the motivation-opportunity-ability framework
Zheng, Yaqin
;
Liu, Dong
;
Zheng, Yi
;
Zang, Zhimei
- In:
The journal of business & industrial marketing
37
(
2022
)
5
,
pp. 1111-1126
Persistent link: https://www.econbiz.de/10013399868
Saved in:
240
Too much of a good thing? : the impact of ethical controls and perceived controllability on salesforce job performance
Oh, Joon-Hee
;
Johnston, Wesley J.
;
Curasi, Carolyn Folkman
- In:
The journal of business & industrial marketing
37
(
2022
)
6
,
pp. 1241-1254
Persistent link: https://www.econbiz.de/10013400034
Saved in:
241
A model for B2B salesperson performance with service ecosystems perspective : a grounded theory
Razi, Nasrin
;
Moshabaki, Asghar
;
Hosseini, Hamid Khodadad
; …
- In:
The journal of business & industrial marketing
37
(
2022
)
6
,
pp. 1314-1337
Persistent link: https://www.econbiz.de/10013400060
Saved in:
242
The interplay of word-of-mouth and customer value on B2B sales performance in a digital platform : an expectancy value theory perspective
Mai, Enping
;
Liao, Ying
- In:
The journal of business & industrial marketing
37
(
2022
)
7
,
pp. 1389-1401
Persistent link: https://www.econbiz.de/10013400108
Saved in:
243
Internal networks and sales performance of foreign subsidiaries : the moderating role of supportive industrial policy
Park, Jongpil
;
Yoon, Woojin
- In:
Journal of transnational management : the official …
27
(
2022
)
3/4
,
pp. 156-180
Persistent link: https://www.econbiz.de/10013545871
Saved in:
244
The role of salespeople in industrial servitization : how to manage diminishing profit returns from salespeople’s increasing industrial service shares
Krämer, Martin
;
Desernot, Christina
;
Alavi, Sascha
; …
- In:
International journal of research in marketing : IJRM ; …
39
(
2022
)
4
,
pp. 1235-1252
Persistent link: https://www.econbiz.de/10013471088
Saved in:
245
How agency and self-efficacy moderate the effects of strategic improvisational behaviors on sales performance : evidence from an emerging market
Hultman, Magnus
;
Boso, Nathaniel
;
Yeboah-Banin, Abena …
- In:
European management review : EMR
19
(
2022
)
3
,
pp. 417-435
Persistent link: https://www.econbiz.de/10013472563
Saved in:
246
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:
247
Understanding salesperson intention to use AI feedback and its influence on business-to-business sales outcomes
Hall, Kelly R.
;
Harrison, Dana E.
;
Ajjan, Haya
; …
- In:
The journal of business & industrial marketing
37
(
2022
)
9
,
pp. 1787-1801
Persistent link: https://www.econbiz.de/10013401974
Saved in:
248
Salesperson grit : reducing unethical behavior and job stress
Schwepker, Charles H. <Jr.>
;
Good, Megan C.
- In:
The journal of business & industrial marketing
37
(
2022
)
9
,
pp. 1887-1902
Persistent link: https://www.econbiz.de/10013401995
Saved in:
249
From personal to online selling : how relational selling shapes salespeople's promotion of e-commerce channels
Habel, Johannes
;
Alavi, Sascha
;
Linsenmayer, Kim Tina
- In:
Journal of business research : JBR
132
(
2021
),
pp. 373-382
Persistent link: https://www.econbiz.de/10012581618
Saved in:
250
Longitudinal analysis versus cross-sectional analysis in assessing the factors influencing shoppers' impulse purchase behavior : do the store ambience and salesperson interactions...
Katakam, Bharath Shashanka
;
Bhukya, Ramulu
; …
- In:
Journal of retailing and consumer services
61
(
2021
),
pp. 1-11
Persistent link: https://www.econbiz.de/10012581927
Saved in:
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