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Examining career development programs for the sales force

Jackson, Donald W.; Hollmann, Thomas; Gallan, Andrew S. - In: Journal of Business & Industrial Marketing 21 (2006) 5, pp. 291-299

Purpose – The purpose of this article is to explore career development programs for the sales force including benefits, implementation and managerial implications. Design/methodology/approach – Career development programs are viewed through a conceptual model consisting of assessment,...

Persistent link: https://www.econbiz.de/10014842815

Commentary: "Back to the future" or "trapped in the future"? : the future of services practice and research

Hollmann, Thomas - In: The journal of services marketing 38 (2024) 3, pp. 249-251

Persistent link: https://www.econbiz.de/10014515601

The difference between goods and service development : a PDMA CPAS research study

Markham, Stephen K.; Hollmann, Thomas - In: The PDMA handbook of new product development, (pp. 405-415). 2013

Persistent link: https://www.econbiz.de/10009710736

Reaching the breaking point : a dynamic process theory of business-to-business customer defection

Hollmann, Thomas; Jarvis, Cheryl Burke; Bitner, Mary Jo - In: Journal of the Academy of Marketing Science 43 (2015) 2, pp. 257-278

Persistent link: https://www.econbiz.de/10010504684

Complexity management : the starting point for improving performance

Belderok, Alexander; Hollmann, Thomas - In: Operations excellence : smart solutions for business success, (pp. 216-231). 2008

Persistent link: https://www.econbiz.de/10003731690

Examining Career Development Programs for the Sales Force

Jackson, Donald; Hollmann, Thomas; Gallan, Andrew - 2016

Persistent link: https://www.econbiz.de/10014035880

A comparison and expansion of the bases used for evaluating salespeople's performance

Jackson, Donald W.; Schlacter, John L.; Bridges, Claudia M. - In: Journal of marketing theory and practice 18 (2010) 4, pp. 395-406

Persistent link: https://www.econbiz.de/10009884955

A comparison and expansion of the bases used for evaluating salespeople's performance

Jackson, Donald Wilson; Schlacter, John L.; Bridges, … - In: Journal of marketing theory and practice 18 (2010) 4, pp. 395-406

Persistent link: https://www.econbiz.de/10008666959

Customer positivity and participation in services : an empirical test in a health care context

Gallan, Andrew S.; Jarvis, Cheryl Burke; Brown, Stephen … - In: Journal of the Academy of Marketing Science 41 (2013) 3, pp. 338-356

Persistent link: https://www.econbiz.de/10009747843

Transformative service research : an agenda for the future

Anderson, Laurel; Ostrom, Amy L.; Corus, Canan; Fisk, … - In: Journal of business research : JBR 66 (2013) 8, pp. 1203-1210

Persistent link: https://www.econbiz.de/10009756087