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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 curvilinear and contingent effect of ethical climate on salesperson performance
Johnson, Jeff S.; Friend, Scott B. - In: European journal of marketing 59 (2025) 2, pp. 445-474
Persistent link: https://www.econbiz.de/10015198490
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Positive psychology in sales : integrating psychological capital
Friend, Scott B.; Johnson, Jeff S.; Luthans, Fred; … - In: Journal of marketing theory and practice 24 (2016) 3, pp. 306-327
Persistent link: https://www.econbiz.de/10011532829
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Sales manager cost control engagement : antecedents and performance implications
Skiba, Jenifer; Saini, Amit; Friend, Scott B. - In: Journal of personal selling & sales management : JPSSM 39 (2019) 2, pp. 123-137
Persistent link: https://www.econbiz.de/10012200861