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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
Leveraging B2B field service technicians as a "second sales force": How service situations affect selling activity and success.
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- Journal of the Academy of Marketing Science, 2024, v. 52, n. 3, p. 736, doi. 10.1007/s11747-023-00964-0
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- Article
The Future of Research on International Selling and Sales Management.
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- Journal of International Marketing, 2024, v. 32, n. 1, p. 1, doi. 10.1177/1069031X231224712
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- Article
Examining Savvy Salespeople Practicing Entrepreneurship And Client-Oriented Selling To Enhance Cross-Border Sales.
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- 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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- Article
Impact of Inventory Management on Organization Performance and Sales of Textile Industry in Pakistan.
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- Journal of Marketing & Management, 2023, v. 14, n. 2, p. 45
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- Publication type:
- Article
ENGAJAMENTO NO TRABALHO E MARKETING MULTINÍVEL: UM ESTUDO COM EMPREENDEDORAS EM BELÉM DO PARÁ, BRASIL.
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- Revista Interdisciplinar Científica Aplicada, 2023, v. 17, n. 4, p. 20
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- Article
THE EFFECT OF FORGIVENESS ON SALESPERSON ATTITUDES AND OUTCOMES: A CONCEPTUAL FRAMEWORK.
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- Marketing Management Journal, 2023, v. 33, n. 2, p. 15
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- Article
Internal Marketing and Sales Force Performance of Beverage Manufacturing Firms in Nigeria.
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- International Journal of Management, Accounting & Economics, 2023, v. 10, n. 7, p. 480, doi. 10.5281/zenodo.8268267
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- Article
Le rôle du management des forces de vente dans la relation orientationclient et la performance commerciale des entreprises informatiques au Togo.
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- Revue des Sciences de Gestion, 2023, n. 319, p. 81
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- Publication type:
- Article
Business-to-Business sellers' motivations in sales performance – A six-dimensional framework proposition.
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- South African Journal of Economic & Management Sciences, 2023, v. 26, n. 1, p. 1, doi. 10.4102/sajems.v26i1.4923
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- Article
Onboarding Salespeople: Socialization Approaches.
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- Journal of Marketing, 2022, v. 86, n. 6, p. 13, doi. 10.1177/00222429221076437
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- Article
Literatur zum Thema: From Business to Business.
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- Marketing Review St. Gallen, 2022, n. 3, p. 37
- Publication type:
- Article
УПРАВЛІНСЬКІ АСПЕКТИ ЗАБЕЗПЕЧЕННЯ ЗРОСТАННЯ ТОВАРООБОРОТУ ТОРГОВЕЛЬНИХ ПІДПРИЄМСТВ В УМОВАХ ЗРОСТАННЯ КОНКУРЕНЦІЇ
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- Economics: Time Realities, 2022, n. 2, p. 22, doi. 10.15276/ETR.02.2022.2
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- Article
DIGITAL TRANSFORMATION FOR INCREASING THE COMPETITIVENESS AND EXPORTABILITY IN THE ENTERPRISES OF THE FISHERIES SECTOR.
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- Economic Science for Rural Development Conference Proceedings, 2022, n. 56, p. 601, doi. 10.22616/ESRD.2022.56.060
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- Article
ФУНКЦІЇ УПРАВЛІННЯ ЗБУТОМ НА ПІДПРИЄМСТВІ
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- Socio-Economic Problems & the State / Socìalʹno-Ekonomìčnì Problemì ì Deržava, 2022, v. 26, n. 1, p. 69, doi. 10.33108/sepd2022.01.069
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- Article
The Comprehensive Effects of Sales Force Management: A Dynamic Structural Analysis of Selection, Compensation, and Training.
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- Management Science, 2021, v. 67, n. 11, p. 7046, doi. 10.1287/mnsc.2020.3853
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- Article
Increasing Team Performance by Sharing Success.
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- 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.
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- Journal of Marketing Research (JMR), 2021, v. 58, n. 4, p. 686, doi. 10.1177/00222437211020013
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- Article
SALES ORGANIZATIONS ON THE PATH OF DIGITALIZATION – A REFLECTION FROM GERMANY, FINLAND AND AUSTRIA.
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- Marketing Science & Inspirations, 2021, v. 16, n. 2, p. 24, doi. 10.46286/msi.2021.16.2.3
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- Article
Dinesh Kumar and Punam Gupta, Rural Marketing: Challenges and Opportunities.
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- 2021
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- Publication type:
- Book Review
Involving Sales Managers in Sales Force Compensation Design.
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- Journal of Marketing Research (JMR), 2021, v. 58, n. 1, p. 182, doi. 10.1177/0022243720969174
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- Publication type:
- Article
Challenges of direct selling in a digital world: The case of Avon in Croatia.
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- International Journal of Management Cases, 2021, v. 23, n. 1, p. 52
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- Publication type:
- Article
ABM 成長マトリックスにおける貢献利益をもちいた業績測定 - A 社の事例検証をとおして -
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- Journal of Business Administration / Keiei Jitsumu Kenkyu, 2021, v. 21, n. 16, p. 1
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- Publication type:
- Article
La empresa española ante la COVID-19: factores de adaptación al nuevo escenario.
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- Retos, Revista de Ciencias Administrativas y Económicas, 2021, v. 11, n. 21, p. 5, doi. 10.17163/ret.n21.2021.01
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- Article
An Assignment Heuristic for Time-Dependent Periodic Routing Problems with Complex Constraints.
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- Decision Making in Manufacturing & Services, 2020, v. 14, n. 2, p. 181, doi. 10.7494/dmms.2020.14.2.2690
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- Publication type:
- Article
SALES CAPABILITY AND PERFORMANCE: ROLE OF MARKET ORIENTATION, PERSONAL AND MANAGEMENT CAPABILITIES.
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- RAM. Mackenzie Management Review / RAM. Revista de Administração Mackenzie, 2020, v. 21, n. 4, p. 1, doi. 10.1590/1678-6971/eRAMR200199
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- Article
EDITORIAL.
- Published in:
- Skyline Business Journal, 2019, p. i
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- Article
The role of leadership in salespeople’s price negotiation behavior.
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- Journal of the Academy of Marketing Science, 2018, v. 46, n. 4, p. 703, doi. 10.1007/s11747-017-0566-1
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- Article
Evaluating the Effect of Digitalization on the Sales Force of Pharmaceutical Industry.
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- Annals of the University Dunarea de Jos of Galati: Fascicle: I, Economics & Applied Informatics, 2018, v. 24, n. 2, p. 21, doi. 10.26397/eai158404093
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- Article
Internal marketing, employee customer‐oriented behaviors, and customer behavioral responses.
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- Psychology & Marketing, 2018, v. 35, n. 6, p. 412, doi. 10.1002/mar.21095
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- Publication type:
- Article
ADAPTIVE SELLING BEHAVIOUR: A STUDY AMONG SALESPERSON IN PHARMACEUTICAL INDUSTRY.
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- Asian Academy of Management Journal, 2018, v. 23, n. 1, p. 1, doi. 10.21315/aamj2018.23.1.1
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- Publication type:
- Article
The interactive effects of goal orientation and leadership style on sales performance.
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- Marketing Letters, 2017, v. 28, n. 4, p. 637, doi. 10.1007/s11002-017-9436-3
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- Publication type:
- Article
Editorial.
- Published in:
- Marketing Review, 2017, v. 17, n. 4, p. 407, doi. 10.1362/146934717X15144729613889
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- Article
Predicting the Consequences of Marketing Policy Changes: A New Data Enrichment Method with Competitive Reactions.
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- Journal of Marketing Research (JMR), 2017, v. 54, n. 5, p. 720, doi. 10.1509/jmr.15.0498
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- Article
Salesperson's True Potential vs. Salespersons Profitability Index.
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- SCMS Journal of Indian Management, 2017, v. 14, n. 3, p. 31
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- Publication type:
- Article
EFFECT OF SALESFORCE CONTROL SYSTEM AND SUPERVISORY BEHAVIOUR ON JOB SATISFACTION OF SALESPEOPLE: A REVIEW OF STUDIES.
- Published in:
- Management Dynamics, 2017, v. 16, n. 2, p. 01
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- 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
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- Publication type:
- Article
Extrinsic versus intrinsic approaches to managing a multi-brand salesforce: when and how do they work?
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- Journal of the Academy of Marketing Science, 2016, v. 44, n. 6, p. 707, doi. 10.1007/s11747-016-0473-x
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- Publication type:
- Article
The Impact of Customer Motivation on the Customer-Salesperson Relationship.
- Published in:
- SAM Advanced Management Journal (07497075), 2016, v. 81, n. 4, p. 23
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- Article
Assessing sales contest effectiveness: the role of salesperson and sales district characteristics.
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- Marketing Letters, 2016, v. 27, n. 3, p. 589, doi. 10.1007/s11002-014-9341-y
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- Publication type:
- Article
Chicken or egg? Sequential complementarity among salesforce control mechanisms.
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- Journal of the Academy of Marketing Science, 2016, v. 44, n. 3, p. 316, doi. 10.1007/s11747-014-0409-2
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- 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
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
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- 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
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- 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
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- 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
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- Article
Commentary on the Role of the Sales Force in Forecasting.
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- 2014
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- Publication type:
- Opinion
Commentary on the Role of the Sales Force in Forecasting.
- Published in:
- 2014
- By:
- Publication type:
- Opinion
Commentary on the Role of the Sales Force in Forecasting.
- Published in:
- 2014
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- Publication type:
- Opinion