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Manager-salesperson congruence in customer orientation and job outcomes : the bright and dark sides of leadership in aligning values
Mullins, Ryan; Syam, Niladri - In: The journal of personal selling & sales management : JPSSM 34 (2014) 3, pp. 188-205
Persistent link: https://www.econbiz.de/10010373802
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The effects of mentoring on salesperson commitment
Hartmann, Nathaniel N.; Rutherford, Brian N.; Hamwi, G. … - In: Journal of business research : JBR 66 (2013) 11, pp. 2294-2300
Persistent link: https://www.econbiz.de/10009789013
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Indsales model : a facet-level job satisfaction model among salespeople
Friend, Scott B.; Johnson, Jeff S.; Rutherford, Brian N.; … - In: The journal of personal selling & sales management : JPSSM 33 (2013) 4, pp. 419-438
Persistent link: https://www.econbiz.de/10010248494
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Contingent cross-selling and up-selling relationships with performance and job satisfaction : an MOA-theoretic examination
Johnson, Jeff S.; Friend, Scott B. - In: The journal of personal selling & sales management : JPSSM 35 (2015) 1, pp. 51-71
Persistent link: https://www.econbiz.de/10010503891
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Absolute versus relative sales failure
Johnson, Jeff S.; Friend, Scott B.; Rutherford, Brian N.; … - In: Journal of business research : JBR 69 (2016) 2, pp. 596-603
Persistent link: https://www.econbiz.de/10011436002
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Dimensions and contingent effects of variable compensation system changes
Johnson, Jeff S.; Friend, Scott B.; Agrawal, Arvind - In: Journal of business research : JBR 69 (2016) 8, pp. 2923-2930
Persistent link: https://www.econbiz.de/10011507823
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The role of emotions on frontline employee turnover intentions
Cho, Yoon-Na; Rutherford, Brian N.; Friend, Scott B.; … - In: Journal of marketing theory and practice 25 (2017) 1, pp. 57-68
Persistent link: https://www.econbiz.de/10011654472