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Sales education efficacy : examining the relationship between sales education and sales success
Bolander, William; Bonney, Leff; Satornino, Cinthia B. - In: Journal of marketing education : JME 36 (2014) 2, pp. 169-181
Persistent link: https://www.econbiz.de/10010393239
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"I think I can... I think I can" : the impact of perceived selling efficacy and deal disclosure on salesperson escalation of commitment
Bonney, Leff; Plouffe, Christopher R.; Wolter, Jeremy - In: Industrial marketing management : the international … 43 (2014) 5, pp. 826-839
Persistent link: https://www.econbiz.de/10010404069
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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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Examining salesperson versus sales manager evaluation of customer opportunities : a psychological momentum perspective on optimism, confidence, and overconfidence
Bonney, Leff; Plouffe, Christopher R.; Hochstein, Bryan; … - In: Industrial marketing management : the international … 88 (2020), pp. 339-351
Persistent link: https://www.econbiz.de/10012285372