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Key account management : adding elements of account fit to an integrative theoretical framework
Richards, Keith A.; Jones, Eli - In: The journal of personal selling & sales management : JPSSM 29 (2009) 4, pp. 305-320
Persistent link: https://www.econbiz.de/10003905042
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Motivating salespeople to sell new products : the relative influence of attitudes, subjective norms, and self-efficacy
Fu, Frank Q.; Richards, Keith A.; Hughes, Douglas E.; … - In: Journal of marketing 74 (2010) 6, pp. 61-76
Persistent link: https://www.econbiz.de/10008702743
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The motivation hub : effects of goal setting and self-efficacy on effort and new product sales
Fu, Frank Q.; Richards, Keith A.; Jones, Eli - In: The journal of personal selling & sales management : JPSSM 29 (2009) 3, pp. 277-292
Persistent link: https://www.econbiz.de/10003882824
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Developing a strategic framework of key account performance
Jones, Eli; Richards, Keith A.; Halstead, Diane; Fu, … - In: Journal of strategic marketing 17 (2009) 3/4, pp. 221-235
Persistent link: https://www.econbiz.de/10003887632
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Customer relationship management : finding value drivers
Richards, Keith A.; Jones, Eli - In: Industrial marketing management : the international … 37 (2008) 2, pp. 120-130
Persistent link: https://www.econbiz.de/10003701279
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Better together : trait competitiveness and competitive psychological climate as antecedents of salesperson organizational commitment and sales performance
Schrock, Wyatt A.; Hughes, Douglas E.; Fu, Frank Q.; … - In: Marketing letters : a journal of research in marketing 27 (2016) 2, pp. 351-360
Persistent link: https://www.econbiz.de/10011486562
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Developing a strategic framework of key account performance
Jones, Eli; Richards, Keith A.; Halstead, Diane; Fu, … - In: Strategic sales and strategic marketing, (pp. 33-47). 2011
Persistent link: https://www.econbiz.de/10008798059
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Tracking and updating academic research in selling and sales management : a decade later
Richards, Keith A.; Moncrief, William C.; Marshall, Greg W. - In: The journal of personal selling & sales management : JPSSM 30 (2010) 3, pp. 253-271
Persistent link: https://www.econbiz.de/10008647383
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Special issue: Intraorganizational issues in selling and sales management
Bolander, Willy (ed.); Richards, Keith A. (ed.) - 2018
Persistent link: https://www.econbiz.de/10011917816
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Why study intraorganizational issues in selling and sales management?
Bolander, Willy; Richards, Keith A. - In: The journal of personal selling & sales management : JPSSM 38 (2018) 2, pp. 169-171
Persistent link: https://www.econbiz.de/10011917823