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Can salespeople lead themselves? : thought self-leadership strategies and their influence on sales performance

Panagopoulos, Nikolaos G.; Ogilvie, Jessica - In: Industrial marketing management : the international … 47 (2015), pp. 190-203

Persistent link: https://www.econbiz.de/10011313544

Commitment to technological change, sales force intelligence norms, and salesperson key outcomes

Hunter, Gary K.; Panagopoulos, Nikolaos G. - In: Industrial marketing management : the international … 50 (2015), pp. 162-179

Persistent link: https://www.econbiz.de/10011411723

Antecedents and performance outcomes of value-based selling in sales teams : a multilevel, systems theory of motivation perspective

Mullins, Ryan; Mengüç, Bülent; Panagopoulos, Nikolaos G. - In: Journal of the Academy of Marketing Science 48 (2020) 6, pp. 1053-1074

Persistent link: https://www.econbiz.de/10012386852

The Role of Team Goal Monitoring in the Curvilinear Relationship between Team Efficacy and Team Performance

Rapp, Tammy; Bachrach, Daniel G.; Rapp, Adam; Mullins, Ryan - 2015

In this research, we apply a team self-regulatory perspective to build and test theory focusing on the relationships between team efficacy and 2 key team performance criteria: a performance behavior (i.e., team effort) and a performance outcome (i.e., objective team sales). We theorize that...

Persistent link: https://www.econbiz.de/10014138765

The Influence of Time Management Skill on the Curvilinear Relationship Between Organizational Citizenship Behavior and Task Performance

Rapp, Adam; Bachrach, Daniel G.; Rapp, Tammy - 2018

In this research we integrate resource allocation and social exchange perspectives to build and test theory focusing on the moderating role of time management skill in the nonmonotonic relationship between organizational citizenship behavior (OCB) and task performance. Results from matching...

Persistent link: https://www.econbiz.de/10014112626

The Role of Team Goal Monitoring in the Curvilinear Relationship Between Team Efficacy and Team Performance

Rapp, Tammy; Rapp, Adam; Bachrach, Daniel G.; Mullins, Ryan - 2018

Persistent link: https://www.econbiz.de/10014112627

Perceived customer showrooming behavior and the effect on retail salesperson self-efficacy and performance

Rapp, Adam; Baker, Thomas L.; Bachrach, Daniel G.; … - In: Journal of retailing 91 (2015) 2, pp. 358-369

Persistent link: https://www.econbiz.de/10011309647

Do sales and service compete? : the impact of multiple psychological climates on frontline employee performance

Ogilvie, Jessica; Rapp, Adam; Bachrach, Daniel G.; … - In: The journal of personal selling & sales management : JPSSM 37 (2017) 1, pp. 11-26

Persistent link: https://www.econbiz.de/10011690132

Translating sales effort into service performance: it's an emotional ride

Ogilvie, Jessica; Rapp, Adam; Agnihotri, Raj; Bachrach, … - In: The journal of personal selling & sales management : JPSSM 37 (2017) 2, pp. 100-112

Persistent link: https://www.econbiz.de/10011734618

Can service climate detract from employee performance? : the role of experience in optimizing satisfaction and performance outcomes

Gabler, Colin B.; Rapp, Adam; Richey, Robert Glenn <Jr.>; … - In: Decision sciences : DS 49 (2018) 1, pp. 7-24

Persistent link: https://www.econbiz.de/10011875811