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The role of salesperson motivation in sales control systems -- Intrinsic and extrinsic motivation revisited

Miao, C. Fred; Evans, Kenneth R.; Shaoming, Zou - In: Journal of Business Research 60 (2007) 5, pp. 417-425

Persistent link: https://www.econbiz.de/10005473918

The moderating effect of goal-setting characteristics on the sales control systems-job performance relationship

Fang, Eric; Evans, Kenneth R.; Zou, Shaoming - In: Journal of Business Research 58 (2005) 9, pp. 1214-1222

Persistent link: https://www.econbiz.de/10005474009

The moderating effect of goal-setting characteristics on the sales control systems#8211job performance relationship

Fang, Eric; Evans, Kenneth R.; Zou, Shaoming - In: Journal of business research : JBR 58 (2005) 9, pp. 1214-1222

Persistent link: https://www.econbiz.de/10006713788

Control Systems' Effect on Attributional Processes and Sales Outcomes: A Cybernetic Information-Processing Perspective

Fang, Eric; Evans, Kenneth R.; Landry, Timothy D. - In: Journal of the Academy of Marketing Science 33 (2005) 4, pp. 553-574

Persistent link: https://www.econbiz.de/10006149563

Goal-Setting Paradoxes? Trade-Offs Between Working Hard and Working Smart: The United States Versus China

Fang, Eric; Palmatier, Robert W.; Evans, Kenneth R. - In: Journal of the Academy of Marketing Science 32 (2004) 2, pp. 188-202

Persistent link: https://www.econbiz.de/10006150722

How First Impressions of a Customer Impact Effectiveness in an Initial Sales Encounter

Evans, Kenneth R.; Kleine III, Robert E.; Landry, Timothy D. - In: Journal of the Academy of Marketing Science 28 (2000) 4, pp. 512-526

Persistent link: https://www.econbiz.de/10006152369

The Impact of Social Influence and Role Expectations on Shopping Center Patronage Intentions

Evans, Kenneth R.; Christiansen, Tim; Gill, James D. - In: Journal of the Academy of Marketing Science 24 (1996) 3, pp. 208-218

Persistent link: https://www.econbiz.de/10006153832

Intercultural Interaction Strategies and Relationship Selling in Industrial Markets - Understanding the buyer's corporate culture should be a key component of marketing strategy for industrial sellers

Schultz, Roberta J.; Evans, Kenneth R.; Good, David J. - In: Industrial marketing management : the international … 28 (1999) 6, pp. 589-600

Persistent link: https://www.econbiz.de/10006295292

Relationship unrest: A strategic perspective for business-to-business marketers

Good, David J.; Evans, Kenneth R. - In: European journal of marketing : EJM 35 (2001) 5-6, pp. 549-565

Persistent link: https://www.econbiz.de/10006090842

Motivating industrial salesforce with sales control systems: An interactive perspective

Miao, C. Fred; Evans, Kenneth R. - In: Journal of Business Research 67 (2014) 6, pp. 1233-1242

This research examines the interactive effects on industrial salespeople's intrinsic and extrinsic (I/E) motivation of outcome control, activity control, and capability control above and beyond their main effects. I/E motivation are disaggregated into their cognitive and affective dimensions....

Persistent link: https://www.econbiz.de/10010753448