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Sales complexity and value appropriation : a taxonomy of sales situations
Rangarajan, Deva; Hochstein, Bryan; Nagel, Duane; … - In: The journal of business & industrial marketing 37 (2022) 11, pp. 2298-2314
Persistent link: https://www.econbiz.de/10013455402
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Sales compensation plan type and sales opportunity coverage : "double-edged" sword effects on sales performance
Claro, Danny Pimentel; Plouffe, Christopher R.; Vieira, … - In: Industrial marketing management : the international … 113 (2023), pp. 153-167
Persistent link: https://www.econbiz.de/10014433584
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Investigations of sales representatives' valuation of options
Bonney, Leff; Plouffe, Christopher R.; Brady, Michael - In: Journal of the Academy of Marketing Science 44 (2016) 2, pp. 135-150
Persistent link: https://www.econbiz.de/10011453159
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Addressing concerns with salesperson competitive psychological climate, sales performance, and turnover intention : the role of threat and learning orientation
Zahn, William J.; Peng, Yi; Mathis, David; Hochstein, … - In: Industrial marketing management : the international … 115 (2023), pp. 143-155
Persistent link: https://www.econbiz.de/10014454867
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Treating top salespeople like superstars : the role of an informal sales climate in boosting sales output
Samaraweera, Manoshi; Gelb, Betsy D.; Bolander, Willy; … - In: Journal of personal selling & sales management : JPSSM 43 (2023) 3, pp. 207-221
Persistent link: https://www.econbiz.de/10014365157
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Time, change, and longitudinally emergent conditions : understanding and applying longitudinal growth modeling in sales research
Bolander, Willy; Dugan, Riley; Jones, Eli - In: The journal of personal selling & sales management : JPSSM 37 (2017) 2, pp. 153-169
Persistent link: https://www.econbiz.de/10011734625
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Sales management, education, and scholarship across cultures : early findings from a global study and an agenda for future research
Dugan, Riley; Rangarajan, Deva; Davis, Lenita; … - In: Journal of personal selling & sales management : JPSSM 40 (2020) 3, pp. 198-212
Persistent link: https://www.econbiz.de/10012313077