Narrow search
Showing 1 - 10 of 12
Cover Image
Commentary on "Storytelling by the sales force and its effect on buyer-seller exchange"
Lacoste, Sylvie; La Rocca, Antonella - In: Industrial marketing management : the international … 46 (2015), pp. 143-146
Persistent link: https://www.econbiz.de/10011286966
Cover Image
Storytelling by the sales force and its effect on buyer-seller exchange
Gilliam, David A.; Flaherty, Karen E. - In: Industrial marketing management : the international … 46 (2015), pp. 132-142
Persistent link: https://www.econbiz.de/10011286969
Cover Image
Storytelling during retail sales encounters
Gilliam, David A.; Zablah, Alex R. - In: Journal of retailing and consumer services 20 (2013) 5, pp. 488-494
Persistent link: https://www.econbiz.de/10009768987
Cover Image
Continuous techno-training and business-to-business salesperson success : how boosting techno-efficacy enhances sales effort and performance
Rayburn, Steven W.; Badrinarayanan, Vishag; Anderson, … - In: Journal of business research : JBR 133 (2021), pp. 66-78
Persistent link: https://www.econbiz.de/10012590168
Cover Image
Expanding the sales professional's role: a strategic re-orientation?
Flaherty, Karen E.; Pappas, James M. - In: Industrial marketing management : the international … 38 (2009) 7, pp. 806-813
Persistent link: https://www.econbiz.de/10003893193
Cover Image
The influence of an optimal control system on salesperson performance and championing
Flaherty, Karen E.; Pappas, James M.; Allison, Lee - In: Industrial marketing management : the international … 43 (2014) 2, pp. 304-311
Persistent link: https://www.econbiz.de/10010364521
Cover Image
Leadership propensity and sales performance among sales personnel and managers in a speciality retail store setting
Flaherty, Karen E.; Mowen, John C.; Brown, Tom; … - In: The journal of personal selling & sales management : JPSSM 29 (2009) 1, pp. 43-59
Persistent link: https://www.econbiz.de/10003946033
Cover Image
Linking cause-related marketing to sales force responses and performance in a direct selling context
Larson, Brian V.; Flaherty, Karen E.; Zablah, Alex R.; … - In: Journal of the Academy of Marketing Science 36 (2008) 2, pp. 271-277
Persistent link: https://www.econbiz.de/10003725657
Cover Image
Salesperson brand attachment : a job demands-resources theory perspective
Allison, Lee; Flaherty, Karen E.; Jung, Jin Ho; … - In: The journal of personal selling & sales management : JPSSM 36 (2016) 1, pp. 3-18
Persistent link: https://www.econbiz.de/10011486143
Cover Image
Investigating firm level drivers of salesperson brand identification
Allison, Lee; Flaherty, Karen E. - In: Journal of business research : JBR 121 (2020), pp. 154-169
Persistent link: https://www.econbiz.de/10012417335