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Understanding the theory and practice of team selling : an introduction to the special section and recommendations on advancing sales team research
Mullins, Ryan R.; Panagopoulos, Nikolaos G. - In: Industrial marketing management : the international … 77 (2019), pp. 1-3
Persistent link: https://www.econbiz.de/10012004131
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Antecedents and performance outcomes of value-based selling in sales teams : a multilevel, systems theory of motivation perspective
Mullins, Ryan; Mengüç, Bülent; Panagopoulos, Nikolaos G. - In: Journal of the Academy of Marketing Science 48 (2020) 6, pp. 1053-1074
Persistent link: https://www.econbiz.de/10012386852
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The Role of Team Goal Monitoring in the Curvilinear Relationship between Team Efficacy and Team Performance
Rapp, Tammy; Bachrach, Daniel G.; Rapp, Adam; Mullins, Ryan - 2015
In this research, we apply a team self-regulatory perspective to build and test theory focusing on the relationships between team efficacy and 2 key team performance criteria: a performance behavior (i.e., team effort) and a performance outcome (i.e., objective team sales). We theorize that...
Persistent link: https://www.econbiz.de/10014138765
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The Role of Team Goal Monitoring in the Curvilinear Relationship Between Team Efficacy and Team Performance
Rapp, Tammy; Rapp, Adam; Bachrach, Daniel G.; Mullins, Ryan - 2018
In this research, we apply a team self-regulatory perspective to build and test theory focusing on the relationships between team efficacy and 2 key team performance criteria: a performance behavior (i.e., team effort) and a performance outcome (i.e., objective team sales). We theorize that...
Persistent link: https://www.econbiz.de/10014112627
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Team selling : a review, implications, and an agenda for sales team research
Rapp, Adam; Rapp, Tammy - In: Journal of personal selling & sales management : JPSSM 43 (2023) 4, pp. 289-306
Persistent link: https://www.econbiz.de/10014447832