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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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Driving in-role and extra-role brand performance among retail frontline salespeople : antecedents and the moderating role of customer orientation
Hughes, Douglas E.; Richards, Keith A.; Calantone, Roger J. - In: Journal of retailing 95 (2019) 2, pp. 130-143
Persistent link: https://www.econbiz.de/10012102968
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Self-oriented competitiveness in salespeople : sales management implications
Schrock, Wyatt A.; Hughes, Douglas E.; Zhao, Yanhui; … - In: Journal of the Academy of Marketing Science 49 (2021) 6, pp. 1201-1221
Persistent link: https://www.econbiz.de/10012659718
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Salesperson listening in the extended sales relationship : an exploration of cognitive, affective, and temporal dimensions
Pryor, Susie; Malshe, Avinash; Paradise, Kyle - In: The journal of personal selling & sales management : JPSSM 33 (2013) 2, pp. 185-196
Persistent link: https://www.econbiz.de/10009745300