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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

salespeople, along with external ratings from customers and archival measures of effort and sales performance, we demonstrate that …. In contrast, outcome-based control systems enable salespeople to work smarter, and their corresponding effort on behalf …

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

Salesforce management factors for successful new product launch

Fraenkel, Stefan; Haftor, Darek M.; Pashkevich, Natallia - In: Journal of business research : JBR 69 (2016) 11, pp. 5053-5058

Persistent link: https://www.econbiz.de/10011589127

Launching new products with a direct sales force : a case study and grounded theory

Klitzke, Benjamin - 2015

Persistent link: https://www.econbiz.de/10011579958

The catbird seat of the sales force : how sales force integration leads to new product success

Kuester, Sabine; Homburg, Christian; Hildesheim, Andreas - In: International journal of research in marketing : IJRM ; … 34 (2017) 2, pp. 462-479

Persistent link: https://www.econbiz.de/10011734893

Orchestration of value : the role of customer success managers within sales ecosystems

Goad, Emily A.; Chase, Kevin S.; Brauer, David B.; … - In: European journal of marketing 58 (2024) 3, pp. 756-781

Persistent link: https://www.econbiz.de/10015047341

Idea generation leveraged from value co-creation process enhances new service development performance

Taghizadeh, Seyedeh Khadijeh; Syed Abidur Rahman; … - In: Journal of strategic marketing 27 (2019) 6, pp. 483-504

Persistent link: https://www.econbiz.de/10012202768

Assessing value co-creation and new product success from cultural orientations and relationship marketing perspectives

Sulhaini; Sulaimiah - In: Journal of relationship marketing : innovations & … 16 (2017) 1, pp. 21-39

Persistent link: https://www.econbiz.de/10011820556

Winning at new products : creating value through innovation

Cooper, Robert G. - 2017 - Fifth edition, revised and updated

"For more than two decades, Winning at New Products has served as the bible for product developers everywhere. In this fully updated and expanded edition, Robert Cooper demonstrates why consistent product development is so vital to corporate growth and how to maximize your chances of...

Persistent link: https://www.econbiz.de/10013549655

Linking sales force integration into NPD to salesperson retention : toward a systematic framework

Prigge, Jana-Kristin; Schwehm, Kevin; Sieberz, Isabell - In: Journal of personal selling & sales management : JPSSM 44 (2024) 3, pp. 315-334

Persistent link: https://www.econbiz.de/10015192662

Making B2B sales interactions valuable : a social and symbolic perspective

Hohenschwert, Lena - 2013

Persistent link: https://www.econbiz.de/10012322172