Works matching DE "SALES executives"

Results: 724

Bridging Research and Practice: How Sales Training Can Contribute to New Product Launch Success.

Published in:

Performance Improvement, 2015, v. 54, n. 2, p. 29, doi. 10.1002/pfi.21459

By:

Fu, Frank Q.;
Jones, Eli

Publication type:

Article

Personal selling and sales management abstracts.

Published in:

Journal of Personal Selling & Sales Management, 2025, v. 45, n. 2, p. 188, doi. 10.1080/08853134.2025.2487436

By:

Mangus, Stephanie M.;
E. McClure, Colleen

Publication type:

Article

Trust repair after a sales manager error.

Published in:

Journal of Personal Selling & Sales Management, 2024, v. 44, n. 1, p. 74, doi. 10.1080/08853134.2022.2154219

By:

Nelson, Christopher A.;
Walsh, Michael F.;
Cui, Annie Peng

Publication type:

Article

Personal selling and sales management abstracts.

Published in:

Journal of Personal Selling & Sales Management, 2022, v. 42, n. 2, p. 83, doi. 10.1080/08853134.2022.2075372

By:

Deeter-Schmelz, Dawn R.

Publication type:

Article

Personal selling and sales management abstracts.

Published in:

Journal of Personal Selling & Sales Management, 2021, v. 41, n. 4, p. 369, doi. 10.1080/08853134.2021.1997608

By:

Deeter-Schmelz, Dawn R.

Publication type:

Article

When do forecasts fail and when not? Contingencies affecting the accuracy of sales managers' forecast regarding the future business situation.

Published in:

Journal of Personal Selling & Sales Management, 2021, v. 41, n. 3, p. 218, doi. 10.1080/08853134.2020.1859941

By:

Schneider, Janina-Vanessa;
Alavi, Sascha;
Guba, Jan Helge;
Wieseke, Jan;
Schmitz, Christian

Publication type:

Article

The pull-to-stay effect: influence of sales managers' leadership worthiness on salesperson turnover intentions.

Published in:

Journal of Personal Selling & Sales Management, 2021, v. 41, n. 1, p. 39, doi. 10.1080/08853134.2020.1820347

By:

Badrinarayanan, Vishag;
Gupta, Aditya;
Chaker, Nawar N.

Publication type:

Article

When time is sales: the impact of sales manager time allocation decisions on sales team performance.

Published in:

Journal of Personal Selling & Sales Management, 2020, v. 40, n. 2, p. 132, doi. 10.1080/08853134.2020.1717961

By:

Rapp, Adam A.;
Petersen, J. Andrew;
Hughes, Douglas E.;
Ogilvie, Jessica L.

Publication type:

Article

Personal Selling and Sales Management Abstracts.

Published in:

2019

By:

Deeter-Schmelz, Dawn R.

Publication type:

Abstract

Sales manager cost control engagement: antecedents and performance implications.

Published in:

Journal of Personal Selling & Sales Management, 2019, v. 39, n. 2, p. 123, doi. 10.1080/08853134.2018.1548284

By:

Skiba, Jenifer;
Saini, Amit;
Friend, Scott B.

Publication type:

Article

Letter from the Editor-in-Chief.

Published in:

Journal of Personal Selling & Sales Management, 2019, v. 39, n. 1, p. 1, doi. 10.1080/08853134.2019.1575157

By:

Hughes, Douglas E.

Publication type:

Article

Resource orchestration and dynamic managerial capabilities: focusing on sales managers as effective resource orchestrators.

Published in:

Journal of Personal Selling & Sales Management, 2019, v. 39, n. 1, p. 23, doi. 10.1080/08853134.2018.1466308

By:

Badrinarayanan, Vishag;
Ramachandran, Indu;
Madhavaram, Sreedhar

Publication type:

Article

Sales intrafirm networks and the performance impact of sales cross-functional collaboration with marketing and customer service.

Published in:

Journal of Personal Selling & Sales Management, 2018, v. 38, n. 2, p. 172, doi. 10.1080/08853134.2018.1437353

By:

Claro, Danny P.;
Ramos, Carla

Publication type:

Article

The sales manager as a unit of analysis: a review and directions for future research.

Published in:

Journal of Personal Selling & Sales Management, 2018, v. 38, n. 1, p. 79, doi. 10.1080/08853134.2017.1423230

By:

Plank, Richard E.;
Reid, David A.;
Koppitsch, Steven E.;
Meyer, Jeffrey

Publication type:

Article

The importance of corporate and salesperson expertise and trust in building loyal business-to-business relationships in China.

Published in:

Journal of Personal Selling & Sales Management, 2016, v. 36, n. 2, p. 160, doi. 10.1080/08853134.2016.1190656

By:

Newell, Stephen J.;
Wu, Bob;
Leingpibul, Duke;
Jiang, Yang

Publication type:

Article

What personal selling and sales management recommendations from developed markets are relevant in emerging markets?

Published in:

Journal of Personal Selling & Sales Management, 2016, v. 36, n. 2, p. 89, doi. 10.1080/08853134.2016.1185951

By:

Sharma, Arun

Publication type:

Article

A União Faz a Força (There is strength in unity): understanding the sales–marketing interface in Brasil.

Published in:

Journal of Personal Selling & Sales Management, 2016, v. 36, n. 2, p. 190, doi. 10.1080/08853134.2016.1181524

By:

Johnson, Jeff S.;
Boeing, Ricardo

Publication type:

Article

Examining the impact of salesperson interpersonal mentalizing skills on performance: the role of attachment anxiety and subjective happiness.

Published in:

Journal of Personal Selling & Sales Management, 2016, v. 36, n. 2, p. 174, doi. 10.1080/08853134.2016.1178071

By:

Agnihotri, Raj;
Vieira, Valter Afonso;
Senra, Karin Borges;
Gabler, Colin B.

Publication type:

Article

Seeking attention: an investigation of salesperson influence strategies used while selling to small retailers.

Published in:

Journal of Personal Selling & Sales Management, 2016, v. 36, n. 2, p. 144, doi. 10.1080/08853134.2016.1158656

By:

Nanarpuzha, Rajesh;
Noronha, Ernesto

Publication type:

Article

An assessment of needed sales management skills.

Published in:

Journal of Personal Selling & Sales Management, 2014, v. 34, n. 3, p. 206, doi. 10.1080/08853134.2014.890900

By:

Powers, Thomas L.;
Jennings, J'Aime C.;
DeCarlo, Thomas E.

Publication type:

Article

Selling and Sales Management Abstracts.

Published in:

2014

By:

Deeter-Schmelz, Dawn R.

Publication type:

Abstract

The Effect of Psychological Climate for Innovation on Salespeople's Creativity and Turnover Intention.

Published in:

Journal of Personal Selling & Sales Management, 2013, v. 33, n. 4, p. 373, doi. 10.2753/PSS0885-3134330402

By:

Wang, Guangping;
Ma, Xiaoqin

Publication type:

Article

Making Sense of the Customer's Role in the Personal Selling Process: A Theory of Organizing and Sensemaking Perspective.

Published in:

Journal of Personal Selling & Sales Management, 2013, v. 33, n. 3, p. 261, doi. 10.2753/PSS0885-3134330302

By:

Shannahan, Rachelle J.;
Bush, Alan J.;
Moncrief, William C.;
Shannahan, Kirby L. J.

Publication type:

Article

The Role of Top Management in Developing a Customer-Oriented Sales Force.

Published in:

Journal of Personal Selling & Sales Management, 2012, v. 32, n. 4, p. 437, doi. 10.2753/PSS0885-3134320403

By:

Chakrabarty, Subhra;
Brown, Gene;
Widing, Robert E.

Publication type:

Article

Revolution in Sales: The Impact of Social Media and Related Technology on the Selling Environment.

Published in:

Journal of Personal Selling & Sales Management, 2012, v. 32, n. 3, p. 349, doi. 10.2753/PSS0885-3134320305

By:

Marshall, Greg W.;
Moncrief, William C.;
Rudd, John M.;
Lee, Nick

Publication type:

Article

Announcing A Special Section on Sales Research Methodology.

Published in:

Journal of Personal Selling & Sales Management, 2012, v. 32, n. 2, p. 169, doi. 10.2753/PSS0885-3134320200

By:

Lee, Nick;
Ahearne, Mike

Publication type:

Article

Performance Trends and Salesperson Evaluations: The Moderating Roles of Evaluation Task, Managerial Risk Propensity, and Firm Strategic Orientation.

Published in:

Journal of Personal Selling & Sales Management, 2012, v. 32, n. 2, p. 207, doi. 10.2753/PSS0885-3134320203

By:

Barone, Michael J.;
DeCarlo, Thomas E.

Publication type:

Article

Technology Usage and Sales Teams: A Multilevel Analysis of the Antecedents of Usage.

Published in:

Journal of Personal Selling & Sales Management, 2012, v. 32, n. 2, p. 245, doi. 10.2753/PSS0885-3134320205

By:

Weinstein, Luke;
Mullins, Ryan

Publication type:

Article

Social Network Theory and the Sales Manager Role: Engineering the Right Relationship Flows.

Published in:

Journal of Personal Selling & Sales Management, 2012, v. 32, n. 1, p. 29, doi. 10.2753/PSS0885-3134320104

By:

Flaherty, Karen;
Lam, Son K.;
Lee, Nick;
Mulki, Jay Prakash;
Dixon, Andrea L.

Publication type:

Article

An Investigation of the Job Burnout Syndrome in Personal Selling.

Published in:

Journal of Personal Selling & Sales Management, 2011, v. 31, n. 4, p. 397, doi. 10.2753/PSS0885-3134310403

By:

Shepherd, C. David;
Tashchian, Armen;
Ridnour, Rick E.

Publication type:

Article

ORGANIZATIONAL DRIVERS OF SALESPEOPLE'S CUSTOMER ORIENTATION AND SELLING ORIENTATION.

Published in:

Journal of Personal Selling & Sales Management, 2011, v. 31, n. 3, p. 269, doi. 10.2753/PSS0885-3134310305

By:

Guenzi, Paolo;
De Luca, Luigi M.;
Troilo, Gabriele

Publication type:

Article

Transformational Leadership and its Impact on Sales Force Moral Judgment.

Published in:

Journal of Personal Selling & Sales Management, 2010, v. 30, n. 4, p. 299, doi. 10.2753/PSS0885-3134300401

By:

Schwepker, Charles H.;
Good, David J.

Publication type:

Article

THE ROLE OF EQUITY AND WORK ENVIRONMENT IN THE FORMATION OF SALESPERSON DISTRIBUTIVE FAIRNESS JUDGMENTS.

Published in:

Journal of Personal Selling & Sales Management, 2009, v. 29, n. 1, p. 61, doi. 10.2753/PSS0885-3134290104

By:

Arnold, Todd J.;
Landry, Timothy D.;
Scheer, Lisa K.;
Stan, Simona

Publication type:

Article

PRIORITIZING SALES FORCE DECISION AREAS FOR PRODUCTIVITY IMPROVEMENTS USING A CORE SALES RESPONSE FUNCTION.

Published in:

Journal of Personal Selling & Sales Management, 2008, v. 28, n. 2, p. 145, doi. 10.2753/PSS0885-3134280203

By:

Skiera, Bernd;
Albers, Sönke

Publication type:

Article

WHAT ARE THE CHARACTERISTICS OF AN EFFECTIVE SALES MANAGER? AN EXPLORATORY STUDY COMPARING SALESPERSON AND SALES MANAGER PERSPECTIVES.

Published in:

Journal of Personal Selling & Sales Management, 2008, v. 28, n. 1, p. 7, doi. 10.2753/PSS0885-3134280101

By:

Deeter-Schmelz, Dawn R.;
Goebel, Daniel J.;
Norman, Karen

Publication type:

Article

DOES COLLABORATION BETWEEN SALES AND MARKETING AFFECT BUSINESS PERFORMANCE?

Published in:

Journal of Personal Selling & Sales Management, 2007, v. 27, n. 3, p. 207, doi. 10.2753/PSS0885-3134270301

By:

Le Meunier-FitzHugh, Ken;
Piercy, Nigel F.

Publication type:

Article

PERSONAL SELLING AND SALES MANAGEMENT ABSTRACTS.

Published in:

2005

By:

Comer, Lucette B.

Publication type:

Abstract

THE EFFECTS OF SALESPERSON NEED FOR ACHIEVEMENT AND SALES MANAGER LEADER REWARD BEHAVIOR.

Published in:

Journal of Personal Selling & Sales Management, 2005, v. 25, n. 4, p. 345, doi. 10.1080/08853134.2005.10749069

By:

Amyx, Douglas;
Alford, Bruce L.

Publication type:

Article

A THREE-STAGE MODEL FOR ASSESSING AND IMPROVING SALES FORCE TRAINING AND DEVELOPMENT.

Published in:

Journal of Personal Selling & Sales Management, 2005, v. 25, n. 3, p. 253, doi. 10.1080/08853134.2005.10749062

By:

Attia, Ashraf M.;
Honeycutt Jr., Earl D.;
Leach, Mark P.

Publication type:

Article

ORGANIZATIONAL READINESS FOR CHANGE, INDIVIDUAL FEAR OF CHANGE, AND SALES MANAGER PERFORMANCE: AN EMPIRICAL INVESTIGATION.

Published in:

Journal of Personal Selling & Sales Management, 2004, v. 24, n. 1, p. 7, doi. 10.1080/08853134.2004.10749012

By:

Weeks, William A.;
Roberts, James;
Chonko, Lawrence B.;
Jones, Eli

Publication type:

Article

SALES MANAGER BEHAVIOR CONTROL STRATEGY AND ITS CONSEQUENCES: THE IMPACT OF MANAGER GENDER DIFFERENCES.

Published in:

Journal of Personal Selling & Sales Management, 2003, v. 23, n. 3, p. 221, doi. 10.1080/08853134.2003.10749000

By:

Piercy, Nigel F.;
Cravens, David W.;
Lane, Nikala

Publication type:

Article

FROM THE EDITOR.

Published in:

2003

By:

Marshall, Greg W.

Publication type:

Editorial

AN EXPLORATORY INVESTIGATION OF THE IMPACT OF CULTURE ON SALES FORCE MANAGEMENT CONTROL SYSTEMS IN EUROPE.

Published in:

Journal of Personal Selling & Sales Management, 2003, v. 23, n. 1, p. 61, doi. 10.1080/08853134.2003.10748988

By:

Rouzies, Dominique;
Macquin, Anne

Publication type:

Article

HOW GOOD ARE MANAGERS AT EVALUATING SALES PROBLEMS?

Published in:

Journal of Personal Selling & Sales Management, 2003, v. 23, n. 1, p. 51, doi. 10.1080/08853134.2003.10748987

By:

Lilly, Bryan;
Porter, Thomas W.;
Meo, A. William

Publication type:

Article

PERSONALITY AND ATTRACTIVENESS OF ACTIVITIES WITHIN SALES JOBS.

Published in:

Journal of Personal Selling & Sales Management, 2003, v. 23, n. 1, p. 23, doi. 10.1080/08853134.2003.10748985

By:

Stevens, Charles D.;
Macintosh, Gerrard

Publication type:

Article

MORAL PHILOSOPHY, ETHICAL EVALUATIONS, AND SALES MANAGER HIRING INTENTIONS.

Published in:

Journal of Personal Selling & Sales Management, 2003, v. 23, n. 1, p. 7, doi. 10.1080/08853134.2003.10748984

By:

Sivadas, Eugene;
Kleiser, Susan Bardi;
Kellaris, James;
Dahlstrom, Robert

Publication type:

Article

Strategic Collaborative Communication by Key Account Representatives.

Published in:

Journal of Personal Selling & Sales Management, 2002, v. 22, n. 1, p. 23, doi. 10.1080/08853134.2002.10754290

By:

Schultz, Roberta J.;
Evans, Kenneth R.

Publication type:

Article

Gender Differences in Attitudes Toward Women as Sales Managers in the People's Republic of China.

Published in:

Journal of Personal Selling & Sales Management, 2001, v. 21, n. 4, p. 303, doi. 10.1080/08853134.2001.10754283

By:

Liu, Sandra S.;
Comer, Lucette B.;
Dubinsky, Alan J.

Publication type:

Article

Testing Competing Models of Sales Force Communication.

Published in:

Journal of Personal Selling & Sales Management, 2001, v. 21, n. 4, p. 265, doi. 10.1080/08853134.2001.10754280

By:

Johlke, Mark C.;
Duhan, Dale F.

Publication type:

Article

Personal Selling & Sales Management Abstracts.

Published in:

2001

By:

Sohi, Ravi

Publication type:

Abstract