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Motivating industrial salesforce with sales control systems : an interactive perspective

Miao, C. Fred; Evans, Kenneth R. - In: Journal of business research : JBR 67 (2014) 6, pp. 1233-1242

Persistent link: https://www.econbiz.de/10010365142

The moderating influence of organizational support on the development of salesperson job performance : can an organization provide too much support?

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A framework of satisfaction for continually delivered business services

Briggs, Elten; Landry, Timothy D.; Daugherty, Patricia J. - In: The journal of business & industrial marketing 31 (2016) 1, pp. 112-122

Persistent link: https://www.econbiz.de/10011539353

An examination of frontline cross-functional integration during retail transactions

Arndt, Aaron D.; Karande, Kiran; Landry, Timothy D. - In: Journal of retailing 87 (2011) 2, pp. 225-241

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Motivating industrial salesforce with sales control systems: An interactive perspective

Miao, C. Fred; Evans, Kenneth R. - In: Journal of Business Research 67 (2014) 6, pp. 1233-1242

This research examines the interactive effects on industrial salespeople's intrinsic and extrinsic (I/E) motivation of outcome control, activity control, and capability control above and beyond their main effects. I/E motivation are disaggregated into their cognitive and affective dimensions....

Persistent link: https://www.econbiz.de/10010753448