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Translating sales effort into service performance: it's an emotional ride
Ogilvie, Jessica; Rapp, Adam; Agnihotri, Raj; Bachrach, … - In: The journal of personal selling & sales management : JPSSM 37 (2017) 2, pp. 100-112
Persistent link: https://www.econbiz.de/10011734618
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"Too much" self-efficacy? : understanding the curvilinear consequences of between-person self-efficacy through a moderated-mediation model of perceived proximity and employee effort
Bachrach, Daniel G.; Rapp, Tammy L.; Rapp, Adam A.; … - In: Group & organization management : an international journal 48 (2023) 6, pp. 1544-1581
Persistent link: https://www.econbiz.de/10014576937
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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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How and should firms motivate salesperson effort across a multi-brand portfolio?
Mullins, Ryan; Swain, Scott; Friend, Scott B. - In: Journal of business research : JBR 158 (2023), pp. 1-14
Persistent link: https://www.econbiz.de/10014281043
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Organizational citizenship behaviors : a critical reveiw of the theoretical and empirical literature and suggestions for future research
Podsakoff, Philip M.; MacKenzie, Scott B.; Paine, Julie Beth - 2008
Persistent link: https://www.econbiz.de/10003717264
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The differing effects of technology on inside vs. outside sales forces to facilitate enhanced customer orientation and interfunctional coordination
Rapp, Adam; Beitelspacher, Lauren Skinner; … - In: Journal of business research : JBR 65 (2012) 7, pp. 929-936
Persistent link: https://www.econbiz.de/10009562234