Similar Search Results

The coordination strategies of high-performing salespeople : internal working relationships that drive success

Steward, Michelle D.; Walker, Beth A.; Hutt, Michael D.; … - In: Journal of the Academy of Marketing Science 38 (2010) 5, pp. 550-566

Persistent link: https://www.econbiz.de/10008746855

Role identity and attributions of high-performing salespeople

Steward, Michelle D.; Hutt, Michael D.; Walker, Beth A.; … - In: The journal of business & industrial marketing 24 (2009) 7, pp. 463-473

Persistent link: https://www.econbiz.de/10009525034

The coordination strategies of high-performing salespeople: internal working relationships that drive success

Steward, Michelle D.; Walker, Beth A.; Hutt, Michael D.; … - In: Journal of the Academy of Marketing Science 38 (2010) 5, pp. 550-567

Persistent link: https://www.econbiz.de/10008447604

Role identity and attributions of high‐performing salespeople

Steward, Michelle D.; Hutt, Michael D.; Walker, Beth A.; … - In: Journal of Business & Industrial Marketing 24 (2009) 7, pp. 463-473

Purpose – This paper aims to propose and test an exploratory model, illustrating performance differences based on underlying role identities and attributions of salespeople in business markets. Design/methodology/approach – The sample consists of 60 salespeople from a Fortune 100 high...

Persistent link: https://www.econbiz.de/10014842978