Similar Search Results

A Job Demands-Resources (JD-R) Perspective on New Product Selling : A Framework for Future Research

Zablah, Alex R. - 2011

Building on Job Demands-Resources (JD-R) theory, a comprehensive model of the determinants of salesperson new product selling outcomes is proposed. Existing empirical support for the proposed model is then assessed through a detailed review of published empirical studies. The results of this...

Persistent link: https://www.econbiz.de/10013122559

Product innovativeness, customer newness, and new product performance : a time-lagged examination of the impact of salesperson selling intentions on new product performance

Fu, Frank Q.; Jones, Eli; Bolander, Willy - In: The journal of personal selling & sales management : JPSSM 28 (2008) 4, pp. 351-364

Persistent link: https://www.econbiz.de/10003774597

The motivation hub : effects of goal setting and self-efficacy on effort and new product sales

Fu, Frank Q.; Richards, Keith A.; Jones, Eli - In: The journal of personal selling & sales management : JPSSM 29 (2009) 3, pp. 277-292

Persistent link: https://www.econbiz.de/10003882824

The impact of business-to-business salespeople's social media use on value co-creation and cross/up-selling : the role of social capital

Itani, Omar S.; Badrinarayanan, Vishag; Rangarajan, Deva - In: European journal of marketing 57 (2023) 3, pp. 683-717

Persistent link: https://www.econbiz.de/10014225997

Business-to-business selling in the post-COVID-19 era : developing an adaptive sales force

Rangarajan, Deva; Sharma, Arun; Lyngdoh, Teidorlang; … - In: Business horizons 64 (2021) 5, pp. 647-658

Persistent link: https://www.econbiz.de/10012990356

Purchasing-driven sales : matching sales strategies to the evolution of the purchasing function

Paesbrugghe, Bert; Rangarajan, Deva; Sharma, Arun; … - In: Industrial marketing management : the international … 62 (2017), pp. 171-184

Persistent link: https://www.econbiz.de/10011707114

Understanding salespeople's resistance to, and acceptance and leadership of customer-driven change

Giovannetti, Marta; Sharma, Arun; Cardinali, Silvio; … - In: Industrial marketing management : the international … 107 (2022), pp. 433-449

Persistent link: https://www.econbiz.de/10014230725

Enhancing B2B sales through digital transformation : insights into effective sales enablement

Mukhopadhyay, Sandip; Terho, Harri; Rakesh Singh; … - In: Industrial marketing management : the international … 125 (2025), pp. 29-47

Persistent link: https://www.econbiz.de/10015331550

Sales management, education, and scholarship across cultures : early findings from a global study and an agenda for future research

Dugan, Riley; Rangarajan, Deva; Davis, Lenita; … - In: Journal of personal selling & sales management : JPSSM 40 (2020) 3, pp. 198-212

Persistent link: https://www.econbiz.de/10012313077

People, process, and performance : setting an agenda for sales enablement research

Rangarajan, Deva; Dugan, Riley; Rouziou, Maria; Kunkle, Mike - In: Journal of personal selling & sales management : JPSSM 40 (2020) 3, pp. 213-220

Persistent link: https://www.econbiz.de/10012313081