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The role of consensus in sales team performance

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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

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Does the customer matter most? : exploring strategic frontline employees’ influence of customers, the internal business team, and external business partners

Plouffe, Christopher R.; Bolander, Willy; Cote, Joseph A.; … - In: Journal of marketing 80 (2016) 1, pp. 106-123

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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

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Salespeople's experience with last-mile internal selling processes : benefits and challenges

DeCarlo, Thomas E.; Dixon, Andrea L.; Johnson, Jeff; … - In: Industrial marketing management : the international … 127 (2025), pp. 1-13

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Shared team experiences and team effectiveness : unpacking the contingent effects of entrained rhythms and task characteristics

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Managing sales force product perceptions and control systems in the success of new product introductions

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It's a matter of congruence : how interpersonal identification between sales managers and salespersons shapes sales success

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How to sell new products : focus on learning, not performance

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Managing Salesforce Product Perceptions and Control Systems in the Success of New Product Introductions

Rapp, Adam; Hughes, Douglas E.; Jindal, Rupinder Paul; … - 2014

Given the importance of new products, firms may be prone to “over-manage” sales personnel by using behavior-based control systems that dictate the performance of particular activities related to the introduction. Such controls may be especially tempting given that favorable salesperson...

Persistent link: https://www.econbiz.de/10014196415