Works matching DE "SALES force management"
Results: 256
The Impact of Customer Motivation on the Customer-Salesperson Relationship.
- Published in:
- SAM Advanced Management Journal (Society for Advancement of Management), 2016, v. 81, n. 4, p. 23
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- Publication type:
- Article
STRATEGIC IMPLICATIONS OF DARWINIAN ECONOMICS FOR SELLING EFFICIENCY AND CHOICE OF INTEGRATED OR INDEPENDENT SALES FORCES.
- Published in:
- Management Science, 1988, v. 34, n. 5, p. 599, doi. 10.1287/mnsc.34.5.599
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- Publication type:
- Article
IMPLICATIONS OF SALESFORCE PRODUCTIVITY HETEROGENEITY AND DEMOTIVATION: A NAVY RECRUITER CASE STUDY.
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- 1986
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- Publication type:
- Case Study
RATIONALITY IN THE ANALYSIS OF BEHAVIORAL SIMULATION MODELS.
- Published in:
- Management Science, 1985, v. 31, n. 7, p. 900, doi. 10.1287/mnsc.31.7.900
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- Publication type:
- Article
CONTROL: ORGANIZATIONAL AND ECONOMIC APPROACHES.
- Published in:
- Management Science, 1985, v. 31, n. 2, p. 134, doi. 10.1287/mnsc.31.2.134
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- Publication type:
- Article
SALES TERRITORY ALIGNMENT: A REVIEW AND MODEL.
- Published in:
- Management Science, 1983, v. 29, n. 11, p. 1237, doi. 10.1287/mnsc.29.11.1237
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- Publication type:
- Article
INTEGER PROGRAMMING MODELS FOR SALES RESOURCE ALLOCATION.
- Published in:
- Management Science, 1980, v. 26, n. 3, p. 242, doi. 10.1287/mnsc.26.3.242
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- Publication type:
- Article
AN OPTIMAL ALGORITHM FOR SALES REPRESENTATIVE TIME MANAGEMENT.
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- Management Science, 1979, v. 25, n. 12, p. 1197, doi. 10.1287/mnsc.25.12.1197
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- Publication type:
- Article
GEOMETRIC APPROACHES TO SOLVING THE TRAVELING SALESMAN PROBLEM.
- Published in:
- Management Science, 1977, v. 23, n. 11, p. 1208, doi. 10.1287/mnsc.23.11.1208
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- Publication type:
- Article
ALLOCATING SELLING EFFORT VIA DYNAMIC PROGRAMMING.
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- Management Science, 1977, v. 23, n. 7, p. 667, doi. 10.1287/mnsc.23.7.667
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- Publication type:
- Article
RESPONSE TO "A NOTE ON 'THE FORMULATION OF THE M-SALESMAN TRAVELING SALESMAN PROBLEM' "
- Published in:
- Management Science, 1976, v. 22, n. 6, p. 706, doi. 10.1287/mnsc.22.6.706
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- Publication type:
- Article
A NOTE ON "THE FORMULATION OF THE M-SALESMAN TRAVELING SALESMAN PROBLEM"
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- 1976
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- Publication type:
- Correction Notice
OPTIMAL CONTROL OF SALES FORCE EFFORT IN TIME.
- Published in:
- Management Science, 1975, v. 21, n. 9, p. 976, doi. 10.1287/mnsc.21.9.976
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- Publication type:
- Article
AN OPTIMAL COMMISSION PLAN FOR SALESMEN'S CONTROL OVER PRICE.
- Published in:
- Management Science, 1975, v. 21, n. 8, p. 937, doi. 10.1287/mnsc.21.8.937
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- Publication type:
- Article
PERFORMANCE AND THE USE OF AN INFORMATION SYSTEM.
- Published in:
- Management Science, 1975, v. 21, n. 8, p. 908, doi. 10.1287/mnsc.21.8.908
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- Publication type:
- Article
A MULTIPLE-PRODUCT SALES FORCE ALLOCATION MODEL.
- Published in:
- Management Science, 1971, v. 18, n. 4, p. P-3, doi. 10.1287/mnsc.18.4.P3
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- Publication type:
- Article
ALLOCATING SALES FORCE EFFORT WITH COMMISSIONS AND QUOTAS.
- Published in:
- Management Science, 1971, v. 18, n. 4, p. P-55, doi. 10.1287/mnsc.18.4.P55
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- Publication type:
- Article
EXPERIENCES WITH A SALES DISTRICTING MODEL: CRITERIA AND IMPLEMENTATION.
- Published in:
- Management Science, 1971, v. 18, n. 4, p. P-41, doi. 10.1287/mnsc.18.4.P41
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- Publication type:
- Article
CALLPLAN: AN INTERACTIVE SALESMAN'S CALL PLANNING SYSTEM.
- Published in:
- Management Science, 1971, v. 18, n. 4, p. P-25, doi. 10.1287/mnsc.18.4.P25
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- Publication type:
- Article
MARKETING SCIENCE.
- Published in:
- 1970
- By:
- Publication type:
- Editorial
THEORETICAL APPROACH FOR THE CONTROL OF THE MAKE TO ORDER MANUFACTURING SYSTEM Part 1.
- Published in:
- Annals of the University Dunarea de Jos of Galati: Fascicle XIV, Mechanical Engineering / Analele Universităţii "Dunărea de Jos" din Galaţi. Fascicula XIV, Inginerie Mecanică, 2012, v. 17, n. 1, p. 25
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- Publication type:
- Article
A Comparative Study of Impact of Training and Development Expenditure on Sales of Leading Multinational and National Pharmaceutical Industry Of Pakistan.
- Published in:
- International Journal of Global Business, 2024, v. 17, n. 1, p. 1
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- Publication type:
- Article
Impact of Inventory Management on Organization Performance and Sales of Textile Industry in Pakistan.
- Published in:
- Journal of Marketing & Management, 2023, v. 14, n. 2, p. 45
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- Publication type:
- Article
BUSINESS STRATEGY AND THE MANAGEMENT OF PLATEAUED EMPLOYEES.
- Published in:
- Academy of Management Journal, 1985, v. 28, n. 1, p. 133, doi. 10.2307/256065
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- Publication type:
- Article
THE RELATIONSHIP OF SPAN OF CONTROL TO SALES REPRESENTATIVES' EXPERIENCED ROLE CONFLICT AND ROLE AMBIGUITY.
- Published in:
- Academy of Management Journal, 1982, v. 25, n. 2, p. 452, doi. 10.2307/256004
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- Publication type:
- Article
A Study of Role Clarity and Need for Clarity for Three Occupational Groups.
- Published in:
- Academy of Management Journal, 1974, v. 17, n. 1, p. 28, doi. 10.2307/254768
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- Publication type:
- Article
Personal Selling of High-Technology Products: The Solution-Selling Imperative.
- Published in:
- Journal of Relationship Marketing, 2008, v. 7, n. 3, p. 287, doi. 10.1080/15332660802409639
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- Publication type:
- Article
Sales Force Automation Systems and Sales Force Productivity: Critical Issues and Research Agenda.
- Published in:
- Journal of Relationship Marketing, 2007, v. 6, n. 2, p. 67, doi. 10.1300/J366v06n02_06
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- Publication type:
- Article
Exploring the Relationships Among Sales Manager Goals, Ethical Behavior and Professional Commitment in the Salesforce: Implications for Forging Customer Relationships.
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- Journal of Relationship Marketing, 2007, v. 6, n. 1, p. 3, doi. 10.1300/J366v06n01_02
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- 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
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- Publication type:
- Article
Examining Savvy Salespeople Practicing Entrepreneurship And Client-Oriented Selling To Enhance Cross-Border Sales.
- Published in:
- International Research Journal of Business Studies, 2023, v. 16, n. 2, p. 189, doi. 10.21632/irjbs.16.2.189-209
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- Publication type:
- Article
Authentic Leadership and Positive Psychological Capital: The Mediating Role of Trust at the Group Level of Analysis.
- Published in:
- Journal of Leadership & Organizational Studies, 2009, v. 15, n. 3, p. 227, doi. 10.1177/1548051808326596
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- Publication type:
- Article
On the greedy walk problem.
- Published in:
- Queueing Systems, 2011, v. 68, n. 3/4, p. 333, doi. 10.1007/s11134-011-9246-x
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- Publication type:
- Article
A Typology of Situational Factors: Impact on Salesperson Decision-Making about Ethical Issues.
- Published in:
- Journal of Business Ethics, 2003, v. 46, n. 3, p. 213, doi. 10.1023/A:1025563624696
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- Publication type:
- Article
Supervising Unethical Sales Force Behavior: How Strong is the Tendency to Treat Top Sales Performers Leniently?
- Published in:
- Journal of Business Ethics, 2003, v. 43, n. 4, p. 337, doi. 10.1023/A:1023045617076
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- Publication type:
- Article
Ethics Codes and Sales Professionals' Perceptions of Their Organizations' Ethical Values.
- Published in:
- Journal of Business Ethics, 2002, v. 40, n. 3, p. 191, doi. 10.1023/A:1020574217618
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- Publication type:
- Article
Supervising Unethical Sales Force Behavior: Do Men and Women Managers Discipline Men and Women Subordinates Uniformly?
- Published in:
- Journal of Business Ethics, 2002, v. 40, n. 2, p. 155, doi. 10.1023/A:1020353803919
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- Publication type:
- Article
CONTRIBUIÇÃO DE UM SISTEMA DE GERENCIAMENTO DE RELACIONAMENTOS COM CLIENTES (CRM) NOS RESULTADOS FINANCEIROS: ESTUDO DE CASO NA INDÚSTRIA FARMACÊUTICA Z.
- Published in:
- Revista Alcance, 2010, v. 17, n. 1, p. 48
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- 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
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- 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
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- Publication type:
- Article
Pharmaceutical Marketing in a New Age.
- Published in:
- Marketing Health Services, 2002, v. 22, n. 1, p. 6
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- Publication type:
- Article
A Short Forced-Choice Evaluation Form for Salesmen.
- Published in:
- Personnel Psychology, 1953, v. 6, n. 4, p. 393, doi. 10.1111/j.1744-6570.1953.tb01505.x
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- 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
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- 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
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- 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
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- Publication type:
- Article
Predicting the Consequences of Marketing Policy Changes: A New Data Enrichment Method with Competitive Reactions.
- Published in:
- Journal of Marketing Research (JMR), 2017, v. 54, n. 5, p. 720, doi. 10.1509/jmr.15.0498
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- Publication type:
- Article
Measuring and Managing a Salesperson's Future Value to the Firm.
- Published in:
- Journal of Marketing Research (JMR), 2014, v. 51, n. 5, p. 591, doi. 10.1509/jmr.13.0198
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- Publication type:
- Article
Managing Sales Force Product Perceptions and Control Systems in the Success of New Product Introductions.
- Published in:
- Journal of Marketing Research (JMR), 2010, v. 47, n. 4, p. 764, doi. 10.1509/jmkr.47.4.764
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- Publication type:
- Article
Learning and Performance Orientation of Salespeople: The Role of Supervisors.
- Published in:
- Journal of Marketing Research (JMR), 1998, v. 35, n. 2, p. 263, doi. 10.2307/3151853
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- Publication type:
- Article
Mastering the mix: Do advertising, promotion, and sales force activities lead to differentiation?
- Published in:
- Journal of Marketing Research (JMR), 1994, v. 31, n. 2, p. 159, doi. 10.2307/3152191
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- Publication type:
- Article