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How to organize pricing? : vertical delegation and horizontal dispersion of pricing authority
Homburg, Christian; Jensen, Ove; Hahn, Alexander - In: Journal of marketing 76 (2012) 5, pp. 49-69
Persistent link: https://www.econbiz.de/10009782920
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Learning from peers : knowledge transfer and sales force productivity growth
Chan, Tat; Li, Jia; Pierce, Lamar - In: Marketing science 33 (2014) 4, pp. 463-484
Persistent link: https://www.econbiz.de/10010402546
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Does the hierarchical position of the buyer make a difference? : the influence of perceived adaptive selling on customer satisfaction and loyalty in a business-to-business context
Román, Sergio; Martín, Pedro Juan - In: The journal of business & industrial marketing 29 (2014) 5, pp. 364-373
Persistent link: https://www.econbiz.de/10010393925
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Compensation and peer effects in competing sales teams
Chan, Tat; Li, Jia; Pierce, Lamar - In: Management science : journal of the Institute for … 60 (2014) 8, pp. 1965-1984
Persistent link: https://www.econbiz.de/10010403593
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The impact of job satisfaction, adaptive selling behaviors and customer orientation on salesperson’s performance : exploring the moderating role of selling experience
Singh, Ramendra; Das, Gopal - In: The journal of business & industrial marketing 28 (2013) 7, pp. 554-564
Persistent link: https://www.econbiz.de/10010125761
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When do salespeople pursue and win deals? : a two-stage model of sales opportunity outcomes
Guesalaga, Rodrigo; Kapelianis, Dimitri - In: The journal of business & industrial marketing 30 (2015) 7, pp. 817-829
Persistent link: https://www.econbiz.de/10011422371
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Relationship between sales force reputation and customer behavior : role of experiential value added by sales force
Echchakoui, Saïd - In: Journal of retailing and consumer services 28 (2016), pp. 54-66
Persistent link: https://www.econbiz.de/10011433763
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The combined effect of customer perceptions about a salesperson’s adaptive selling and selling orientation on customer trust in the salesperson : a contingency perspective
Guenzi, Paolo; DeLuca, Luigi M.; Spiro, Rosann L. - In: The journal of business & industrial marketing 31 (2016) 4, pp. 553-564
Persistent link: https://www.econbiz.de/10011496728
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Can sales uncertainty increase firm profits?
Syam, Niladri; Hess, James D.; Yang, Ying - In: Journal of marketing research : JMR 53 (2016) 2, pp. 199-206
Persistent link: https://www.econbiz.de/10011485269
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The influence of sales force technology use on outcome performance
Román, Sergio; Rodríguez, Rocío - In: The journal of business & industrial marketing 30 (2015) 6, pp. 771-783
Persistent link: https://www.econbiz.de/10011382418