Found: 17
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Leveraging Frontline Employees’ Small Data and Firm-Level Big Data in Frontline Management.
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- Journal of Service Research, 2017, v. 20, n. 1, p. 12, doi. 10.1177/1094670516679271
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- Article
The Impact of Mergers and Acquisitions on the Sales Force.
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- Journal of Marketing Research (JMR), 2018, v. 55, n. 2, p. 254, doi. 10.1509/jmr.16.0059
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- Article
The Role of Consensus in Sales Team Performance.
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- Journal of Marketing Research (JMR), 2010, v. 47, n. 3, p. 458, doi. 10.1509/jmkr.47.3.458
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- Article
Why Salespeople Avoid Big-Whale Sales Opportunities.
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- Journal of Marketing, 2022, v. 86, n. 5, p. 95, doi. 10.1177/00222429211037336
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- Article
Salesperson Dual Agency in Price Negotiations.
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- Journal of Marketing, 2021, v. 85, n. 2, p. 89, doi. 10.1177/0022242920974611
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- Article
Know Your Customer: How Salesperson Perceptions of Customer Relationship Quality Form and Influence Account Profitability.
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- Journal of Marketing, 2014, v. 78, n. 6, p. 38, doi. 10.1509/jm.13.0300
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- Article
Intrafunctional Competitive Intelligence and Sales Performance: A Social Network Perspective.
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- Journal of Marketing, 2013, v. 77, n. 5, p. 37, doi. 10.1509/jm.11.0217
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- Article
Resistance to Brand Switching When a Radically New Brand Is Introduced: A Social Identity Theory Perspective.
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- Journal of Marketing, 2010, v. 74, n. 6, p. 128, doi. 10.1509/jmkg.74.6.128
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- Article
The Diffusion of Market Orientation Throughout the Organization: A Social Learning Theory Perspective.
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- Journal of Marketing, 2010, v. 74, n. 5, p. 61, doi. 10.1509/jmkg.74.5.061
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- Article
Why Are Some Salespeople Better at Adapting to Organizational Change?
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- Journal of Marketing, 2010, v. 74, n. 3, p. 65, doi. 10.1509/jmkg.74.3.065
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- Article
The Role of Leaders in Internal Marketing.
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- Journal of Marketing, 2009, v. 73, n. 2, p. 123, doi. 10.1509/jmkg.73.2.123
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- Article
The future of buyer–seller interactions: a conceptual framework and research agenda.
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- Journal of the Academy of Marketing Science, 2022, v. 50, n. 1, p. 22, doi. 10.1007/s11747-021-00803-0
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- Article
The performance impact of marketing dualities: a response surface approach to resolving empirical challenges.
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- Journal of the Academy of Marketing Science, 2022, v. 50, n. 5, p. 915, doi. 10.1007/s11747-022-00848-9
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- Article
On salesperson judgment and decision making.
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- Journal of the Academy of Marketing Science, 2021, v. 49, n. 5, p. 855, doi. 10.1007/s11747-021-00775-1
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- Article
When it pays to have a friend on the inside: contingent effects of buyer advocacy on B2B suppliers.
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- Journal of the Academy of Marketing Science, 2019, v. 47, n. 5, p. 837, doi. 10.1007/s11747-019-00672-8
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- Article
Salesperson ambidexterity in customer engagement: do customer base characteristics matter?
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- Journal of the Academy of Marketing Science, 2019, v. 47, n. 4, p. 659, doi. 10.1007/s11747-019-00650-0
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- Article
Effects of channel members' customer-centric structures on supplier performance.
- Published in:
- Journal of the Academy of Marketing Science, 2019, v. 47, n. 1, p. 56, doi. 10.1007/s11747-018-0606-5
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- Article