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Characteristics that enhance training effectiveness in implementing technological change in sales strategy : a field-based exploratory study
Sarin, Shikhar; Sego, Trina; Kohli, Ajay Kumar; … - In: The journal of personal selling & sales management : JPSSM 30 (2010) 2, pp. 143-156
Persistent link: https://www.econbiz.de/10003981277
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Implementing changes in marketing strategy : the role of perceived outcome-and process-oriented supervisory actions
Sarin, Shikhar; Challagalla, Goutam; Kohli, Ajay Kumar - In: Journal of marketing research : JMR 49 (2012) 4, pp. 564-580
Persistent link: https://www.econbiz.de/10009580805
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Control system diversity : implications for selling centers
Murtha, Brian R.; Shervani, Tasadduq A.; Challagalla, … - In: Journal of business research : JBR 67 (2014) 9, pp. 1870-1876
Persistent link: https://www.econbiz.de/10010379217
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Emotional intelligence in marketing exchanges
Kidwell, Blair; Hardesty, David M.; Murtha, Brian R.; … - In: Journal of marketing 75 (2011) 1, pp. 78-95
Persistent link: https://www.econbiz.de/10008840469
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The joint and multilevel effects of training and incentives from upstream manufacturers on downstream salespeople's efforts
Magnotta, Sarah; Murtha, Brian; Challagalla, Goutam - In: Journal of marketing research 57 (2020) 4, pp. 695-716
Persistent link: https://www.econbiz.de/10012271786
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The role of a solutions salesperson : reducing uncertainty and fostering adaptiveness
Ulaga, Wolfgang; Kohli, Ajay Kumar - In: Industrial marketing management : the international … 69 (2018), pp. 161-168
Persistent link: https://www.econbiz.de/10011822564