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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
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Internal selling : antecedents and the importance of networking ability in converting internal selling behavior into salesperson performance
Liu, Yongmei; Hochstein, Bryan; Bolander, Willy; … - In: Journal of business research : JBR 117 (2020), pp. 176-188
Persistent link: https://www.econbiz.de/10012285563
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Which influence tactics lead to sales performance? : it is a matter of style
Plouffe, Christopher R.; Bolander, Willy; Cote, Joseph A. - In: The journal of personal selling & sales management : JPSSM 34 (2014) 2, pp. 141-159
Persistent link: https://www.econbiz.de/10010346522
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Is it navigation, networking, coordination ... or what? : a multidisciplinary review of influences on the intraorganizational dimension of the sales role and performance
Plouffe, Christopher R. - In: The journal of personal selling & sales management : JPSSM 38 (2018) 2, pp. 241-264
Persistent link: https://www.econbiz.de/10011917850
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The salesperson as a knowledge broker : the effect of sales influence tactics on customer learning, purchase decision, and profitability
Bonney, Leff; Beeler, Lisa L.; Johnson, Ross W.; … - In: Industrial marketing management : the international … 104 (2022), pp. 352-365
Persistent link: https://www.econbiz.de/10013326862
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Incumbent and non-incumbent salesperson consultation in the pre-decision stage of organizational purchasing
Bonney, Leff; Hochstein, Bryan; Christenson, Brett; … - In: Industrial marketing management : the international … 85 (2020), pp. 152-166
Persistent link: https://www.econbiz.de/10012212130
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Evaluation of salespeople by the purchasing function : implications for the evolving role of salespeople
Paesbrugghe, Bert; Rangarajan, Deva; Hochstein, Bryan; … - In: Journal of personal selling & sales management : JPSSM 40 (2020) 4, pp. 289-305
Persistent link: https://www.econbiz.de/10012395131
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Sales complexity and value appropriation : a taxonomy of sales situations
Rangarajan, Deva; Hochstein, Bryan; Nagel, Duane; … - In: The journal of business & industrial marketing 37 (2022) 11, pp. 2298-2314
Persistent link: https://www.econbiz.de/10013455402
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Orchestration of value : the role of customer success managers within sales ecosystems
Goad, Emily A.; Chase, Kevin S.; Brauer, David B.; … - In: European journal of marketing 58 (2024) 3, pp. 756-781
Persistent link: https://www.econbiz.de/10015047341
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Sales compensation plan type and sales opportunity coverage : "double-edged" sword effects on sales performance
Claro, Danny Pimentel; Plouffe, Christopher R.; Vieira, … - In: Industrial marketing management : the international … 113 (2023), pp. 153-167
Persistent link: https://www.econbiz.de/10014433584