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A multi-cultural study of salespeople's behavior in individual pay-for-performance compensation systems : when managers are more equal and less fair than others

Rouziès, Dominique; Onyemah, Vincent; Iacobucci, Dawn - In: The journal of personal selling & sales management : JPSSM 37 (2017) 3, pp. 198-212

Persistent link: https://www.econbiz.de/10011753783

How HRM control affects boundary-spanning employees' behavioural strategies and satisfaction : the moderating impact of cultural performance orientation

Onyemah, Vincent; Rouziès, Dominique; Panagopoulos, … - In: The international journal of human resource management 21 (2010) 10/12, pp. 1951-1975

Persistent link: https://www.econbiz.de/10008732156

Sales force turnover and retention : a research agenda

Boles, James S.; Dudley, George W.; Onyemah, Vincent; … - In: The journal of personal selling & sales management : JPSSM 32 (2012) 1, pp. 131-140

Persistent link: https://www.econbiz.de/10009505511

Sales force compensation : trends and research opportunities

Rouziès, Dominique; Onyemah, Vincent - 2018

Persistent link: https://www.econbiz.de/10011956392

Sales Force Turnover and Retention: A Research Agenda

Boles, James; Dudley, George; Onyemah, Vincent; … - In: The journal of personal selling & sales management 32 (2012) 1, pp. 131-141

Persistent link: https://www.econbiz.de/10009823949

The embedded sales force: Connecting buying and selling organizations

Bradford, Kevin; Brown, Steven; Ganesan, Shankar; … - In: Marketing Letters 21 (2010) 3, pp. 239-253

Persistent link: https://www.econbiz.de/10008526558

How HRM control affects boundary-spanning employees’ behavioural strategies and satisfaction : The moderating impact of cultural performance orientation

Rouziès, Dominique; Onyemah, Vincent; Panagopoulos, … - HEC Paris (École des Hautes Études Commerciales) - 2008

This study examines how cultural performance orientation moderates the influence of human resource management (HRM) controls on boundary-spanning employees’ behavioural strategies and satisfaction.

Persistent link: https://www.econbiz.de/10005011560

Determinants of pay levels and structures in sales organizations

Rouziès, Dominique; Coughlan, Anne T.; Anderson, Erin; … - In: Journal of marketing 73 (2009) 6, pp. 92-104

Persistent link: https://www.econbiz.de/10003901119

Brand assets and pay fairness as two routes to enhancing social capital in sales organizations

Rouziou, Maria; Dugan, Riley; Rouziès, Dominique; … - In: The journal of personal selling & sales management : JPSSM 38 (2018) 2, pp. 191-204

Persistent link: https://www.econbiz.de/10011917833

JBBM at 21 : variety of theories, methods, and countries while giving further voice to emerging markets within Africa

Iacobucci, Dawn; Onyemah, Vincent - In: Journal of business-to-business marketing 22 (2015) 1/2, pp. 73-85

Persistent link: https://www.econbiz.de/10011304036

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