Works matching DE "SALES force management"

Results: 345

Leveraging B2B field service technicians as a "second sales force": How service situations affect selling activity and success.

Published in:

Journal of the Academy of Marketing Science, 2024, v. 52, n. 3, p. 736, doi. 10.1007/s11747-023-00964-0

By:

Berkmann, Manuel;
Eisenbeiss, Maik;
Reinartz, Werner;
Schauerte, Nico

Publication type:

Article

The role of leadership in salespeople’s price negotiation behavior.

Published in:

Journal of the Academy of Marketing Science, 2018, v. 46, n. 4, p. 703, doi. 10.1007/s11747-017-0566-1

By:

Alavi, Sascha;
Habel, Johannes;
Guenzi, Paolo;
Wieseke, Jan

Publication type:

Article

Extrinsic versus intrinsic approaches to managing a multi-brand salesforce: when and how do they work?

Published in:

Journal of the Academy of Marketing Science, 2016, v. 44, n. 6, p. 707, doi. 10.1007/s11747-016-0473-x

By:

Gillespie, Erin;
Noble, Stephanie;
Lam, Son

Publication type:

Article

Chicken or egg? Sequential complementarity among salesforce control mechanisms.

Published in:

Journal of the Academy of Marketing Science, 2016, v. 44, n. 3, p. 316, doi. 10.1007/s11747-014-0409-2

By:

Kim, Stephen;
Tiwana, Amrit

Publication type:

Article

The strategic role of the sales force: perceptions of senior sales executives.

Published in:

Journal of the Academy of Marketing Science, 2014, v. 42, n. 5, p. 471, doi. 10.1007/s11747-014-0377-6

By:

Cron, William;
Baldauf, Artur;
Leigh, Thomas;
Grossenbacher, Samuel

Publication type:

Article

BUILDING AND MANAGING A HIGH PERFORMING SALES FORCE.

Published in:

CLEAR International Journal of Research in Commerce & Management, 2014, v. 5, n. 12, p. 31

By:

SETH, RAHUL;
JAIN, NIKHIL

Publication type:

Article

Sharpening Your Sales Edge for the Industrial Recovery.

Published in:

China Business Review, 2013, p. 9

By:

Brekelmans, Michel;
Chen, Lane

Publication type:

Article

Managing Salesforce Compensation During the Growth Stage: A Financial Modelling Approach.

Published in:

Compensation & Benefits Review, 2015, v. 47, n. 5/6, p. 240, doi. 10.1177/0886368716657620

By:

Madhani, Pankaj M.

Publication type:

Article

Salesforce Control and Compensation System.

Published in:

Compensation & Benefits Review, 2015, v. 47, n. 4, p. 190, doi. 10.1177/0886368716657617

By:

Madhani, Pankaj M.

Publication type:

Article

Managing Sales Compensation: A Sales Force Configuration Approach.

Published in:

Compensation & Benefits Review, 2013, v. 45, n. 2, p. 105, doi. 10.1177/0886368713490639

By:

Madhani, Pankaj M.

Publication type:

Article

RECRUITING SALES FORCE AT SC CARREFOUR ROMANIA SA.

Published in:

Agricultural Management / Lucrari Stiintifice Seria I, Management Agricol, 2015, v. 17, n. 2, p. 51

By:

BRUTU, MĂDĂLINA

Publication type:

Article

OPTIMIZING THE CONTRIBUTION OF SALES FORCE IN VETERINARY MEDICINES DISTRIBUTION.

Published in:

Agricultural Management / Lucrari Stiintifice Seria I, Management Agricol, 2014, v. 16, n. 2, p. 87

By:

MIHAI, DANIELA

Publication type:

Article

İlaç Sektöründe Pazar Paylarının Analizi: Yeni Lanchester Stratejisi ve Sistem Dinamikleri.

Published in:

Journal of Management & Economics / Yönetim ve Ekonomi, 2013, v. 20, n. 2, p. 51

By:

ÖZDAĞOĞLU, Aşkın;
ÖZDAĞOĞLU, Güzin;
GÖKTEPE, Emre;
EYÜBOĞLU, Kaner

Publication type:

Article

Sales Force Motivation and Compensation.

Published in:

Romanian Statistical Review, 2013, n. Sup, p. 44

By:

TEAU, Anca-Mihaela

Publication type:

Article

Work Ethic, Locus of Control and Sales Force Task Performance.

Published in:

Journal of African Business, 2005, v. 6, n. 1/2, p. 155, doi. 10.1300/J156v06n01_09

By:

Ntayi, Joseph Mpeera

Publication type:

Article

Pharmaceutical Marketing in a New Age.

Published in:

Marketing Health Services, 2002, v. 22, n. 1, p. 6

By:

Rao, Sanjay K.

Publication type:

Article

Solving the problem.

Published in:

Tribology & Lubrication Technology, 2011, v. 67, n. 12, p. 78

By:

Kennedy, Jerry L.

Publication type:

Article

The Comprehensive Effects of Sales Force Management: A Dynamic Structural Analysis of Selection, Compensation, and Training.

Published in:

Management Science, 2021, v. 67, n. 11, p. 7046, doi. 10.1287/mnsc.2020.3853

By:

Chung, Doug J.;
Kim, Byungyeon;
Park, Byoung G.

Publication type:

Article

Editorial.

Published in:

Marketing Review, 2017, v. 17, n. 4, p. 407, doi. 10.1362/146934717X15144729613889

By:

Egan, John

Publication type:

Article

A study of salesforce control systems and salesforce motivation.

Published in:

Marketing Review, 2016, v. 16, n. 4, p. 357, doi. 10.1362/146934716X14636478977917

By:

Fatima, Zoha;
Azam, M. Khalid

Publication type:

Article

Rebalancing Fixed and Variable Pay in a Sales Organization: A Business Cycle Perspective.

Published in:

Compensation & Benefits Review, 2010, v. 42, n. 3, p. 179, doi. 10.1177/0886368709359668

By:

Madhani, Pankaj M.

Publication type:

Article

Best Practices for Designing New Sales Compensation Plans.

Published in:

Compensation & Benefits Review, 2008, v. 40, n. 2, p. 50, doi. 10.1177/0886368708314077

By:

Conlin, Bob

Publication type:

Article

ENGAJAMENTO NO TRABALHO E MARKETING MULTINÍVEL: UM ESTUDO COM EMPREENDEDORAS EM BELÉM DO PARÁ, BRASIL.

Published in:

Revista Interdisciplinar Científica Aplicada, 2023, v. 17, n. 4, p. 20

By:

Reis, Adrielly;
Rodrigo, Anderson;
Corrêa de Mattos, Carlos André;
Descovi Schimith, Cristiano

Publication type:

Article

A REVIEW OF SALES MANAGER MONITORING: CONTROL TOOL AND OUTCOMES.

Published in:

International Journal of Sales, Retailing & Marketing, 2015, v. 4, n. 3, p. 20

By:

DelVecchio, Susan;
Bryan, Joey

Publication type:

Article

Identifying the Gaps in Ethical Perceptions Between Managers and Salespersons: A Multidimensional Approach.

Published in:

Journal of Business Ethics, 1992, v. 11, n. 11, p. 849, doi. 10.1007/BF00872363

By:

Henthorne, Tony L.;
Robin, Donald P.;
Reidenbach, R. Eric

Publication type:

Article

How Sales Managers Control Unethical Sales Force Behavior.

Published in:

Journal of Business Ethics, 1992, v. 11, n. 10, p. 789, doi. 10.1007/BF00872311

By:

DeConinck, James B.

Publication type:

Article

Corporate Codes of Ethics and Sales Force Behavior: A Case Study.

Published in:

1992

By:

Weeks, William A.;
Nantel, Jacques

Publication type:

Case Study

Literatur zum Thema: From Business to Business.

Published in:: Marketing Review St. Gallen, 2022, n. 3, p. 37
Publication type:: Article

Retraction of 'The Relationship between Personality Traits and Sales Force Automation Usage: A Review of Methodology. Human Factors and Ergonomics in Manufacturing & Service Industries, 23, 294-305. doi: 10.1002/hfm.20311'.

Published in:: Human Factors & Ergonomics in Manufacturing & Service Industries, 2016, v. 26, n. 2, p. 291, doi. 10.1002/hfm.20657
Publication type:: Article

Retraction of 'The Relationship between Personality Traits and Sales Force Automation Usage: A Preliminary Study. Human Factors and Ergonomics in Manufacturing & Service Industries, 23: 243-253. doi: 10.1002/hfm.20313'.

Published in:: Human Factors & Ergonomics in Manufacturing & Service Industries, 2016, v. 26, n. 2, p. 292, doi. 10.1002/hfm.20658
Publication type:: Article

Training Sales Professionals: Challenges in the 21<sup>st</sup> Century.

Published in:

IUP Journal of Soft Skills, 2010, v. 4, n. 1/2, p. 68

By:

Rao, Venu Gopal

Publication type:

Article

Winning Hearts and Minds: Business-to-Business Branding and the Role of the Salesperson.

Published in:

Journal of Marketing Management, 2007, v. 23, n. 1-2, p. 123, doi. 10.1362/026725707X178594

By:

Lynch, Joanne;
Chernatony, Leslie de

Publication type:

Article

Managing the Industrial Sales Force of the 1990s.

Published in:

Journal of Marketing Management, 1993, v. 9, n. 2, p. 123, doi. 10.1080/0267257X.1993.9964225

By:

Wilson, Kevin

Publication type:

Article

Communication Apprehension and Salesperson Performance -- What Gift of What Gab?

Published in:

Journal of Marketing Management, 1989, v. 5, n. 2, p. 173, doi. 10.1080/0267257X.1989.9964097

By:

Pitt, Leyland F.;
Ramaseshan, B. "Ram"

Publication type:

Article

Transferring human resource practices from the United Kingdom to China: the limits and potential for convergence.

Published in:

International Journal of Human Resource Management, 2003, v. 14, n. 3, p. 369, doi. 10.1080/0958519022000031807

By:

Gamble, Jos

Publication type:

Article

Capture and transfer: improving the performance of the pharmaceutical sales rep.

Published in:

International Journal of Human Resource Management, 2001, v. 12, n. 3, p. 464, doi. 10.1080/09585190010026248

By:

Lloyd, Caroline;
Newell, Helen

Publication type:

Article

The Future of Research on International Selling and Sales Management.

Published in:

Journal of International Marketing, 2024, v. 32, n. 1, p. 1, doi. 10.1177/1069031X231224712

By:

Chaker, Nawar N.;
Habel, Johannes;
Hewett, Kelly;
Zablah, Alex Ricardo

Publication type:

Article

THE EFFECT OF FORGIVENESS ON SALESPERSON ATTITUDES AND OUTCOMES: A CONCEPTUAL FRAMEWORK.

Published in:

Marketing Management Journal, 2023, v. 33, n. 2, p. 15

By:

Smith, J. Garry

Publication type:

Article

THE IMPACT OF SALES MANAGER CHARACTERISTICS ON SALESPERSON'S TRUST AND COMMITMENT TO THE RELATIONSHIP.

Published in:

Marketing Management Journal, 2013, v. 23, n. 1, p. 102

By:

SCHETZSLE, STACEY;
DELPECHITRE, DULEEP

Publication type:

Article

Internal marketing, employee customer‐oriented behaviors, and customer behavioral responses.

Published in:

Psychology & Marketing, 2018, v. 35, n. 6, p. 412, doi. 10.1002/mar.21095

By:

Park, Jong Hee;
Tran, Thi Bich Hanh

Publication type:

Article

The Effect of Implicit and Explicit Rules on Customer Greeting and Productivity in a Retail Organization.

Published in:

Journal of Organizational Behavior Management, 2010, v. 30, n. 1, p. 38, doi. 10.1080/01608060903529731

By:

Johnson, RebeccaA.;
Houmanfar, Ramona;
Smith, GregoryS.

Publication type:

Article

The Salesperson as Outside Agent or Employee: A Transaction Cost Analysis.

Published in:

Marketing Science, 2008, v. 27, n. 1, p. 70, doi. 10.1287/mksc.1070.0333

By:

Anderson, Erin

Publication type:

Article

Increasing Team Performance by Sharing Success.

Published in:

Journal of Marketing Research (JMR), 2021, v. 58, n. 4, p. 662, doi. 10.1177/00222437211021835

By:

Chen, Hua;
Chung, Kevin

Publication type:

Article

Do Activity-Based Incentive Plans Work? Evidence from a Large-Scale Field Intervention.

Published in:

Journal of Marketing Research (JMR), 2021, v. 58, n. 4, p. 686, doi. 10.1177/00222437211020013

By:

Rao, Raghunath Singh;
Viswanathan, Madhu;
John, George;
Kishore, Sunil

Publication type:

Article

Involving Sales Managers in Sales Force Compensation Design.

Published in:

Journal of Marketing Research (JMR), 2021, v. 58, n. 1, p. 182, doi. 10.1177/0022243720969174

By:

Waiser, Rob

Publication type:

Article

The Effectiveness of Field Price Discretion: Empirical Evidence from Auto Lending.

Published in:

Management Science, 2015, v. 61, n. 8, p. 1741, doi. 10.1287/mnsc.2014.2084

By:

Phillips, Robert;
Şimşek, A. Serdar;
van Ryzin, Garrett

Publication type:

Article

Salesforce Compensation with Inventory Considerations.

Published in:

Management Science, 2013, v. 59, n. 11, p. 2490, doi. 10.1287/mnsc.2013.1809

By:

Tinglong Dai;
Jerath, Kinshuk

Publication type:

Article

On the equivalence of general and specific control in organizations.

Published in:

Management Science, 1998, v. 44, n. 5, p. 730, doi. 10.1287/mnsc.44.5.730

By:

Gersbach, Hans

Publication type:

Article

Improving Productivity by Periodic Performance Evaluation: A Bayesian Stochastic Model.

Published in:

Management Science, 1995, v. 41, n. 10, p. 1669

By:

Fernadez-Gaucherand, Emmanuel;
Jain, Sanjay

Publication type:

Article

Using Business Intelligence Tools to Help Manage Costs and Effectiveness of Business-to-Business Inside-Sales Programs.

Published in:

Information Systems Management, 2009, v. 26, n. 2, p. 199, doi. 10.1080/10580530902797623

By:

Gessner, Guy;
Scott, RichardA.

Publication type:

Article