Works matching DE "SALES force management"

Results: 345

AI in sales: Laying the foundations for future research.

Published in:

Journal of Personal Selling & Sales Management, 2024, v. 44, n. 2, p. 108, doi. 10.1080/08853134.2024.2329905

By:

McClure, Colleen E.;
Epler, Rhett T.;
Schmitt, Laurianne;
Rangarajan, Deva

Publication type:

Article

Sustainability and professional sales: a review and future research agenda.

Published in:

Journal of Personal Selling & Sales Management, 2023, v. 43, n. 4, p. 336, doi. 10.1080/08853134.2023.2244675

By:

Gabler, Colin B.;
Landers, V. Myles;
Itani, Omar S.

Publication type:

Article

Transformational and transactional sales leadership during a global pandemic.

Published in:

Journal of Personal Selling & Sales Management, 2022, v. 42, n. 4, p. 324, doi. 10.1080/08853134.2022.2101462

By:

Alavi, Sascha;
Ehlig, Pia Anna;
Habel, Johannes

Publication type:

Article

Practical insights for sales force digitalization success.

Published in:

Journal of Personal Selling & Sales Management, 2021, v. 41, n. 2, p. 87, doi. 10.1080/08853134.2021.1908144

By:

Zoltners, Andris A.;
Sinha, Prabhakant;
Sahay, Dharmendra;
Shastri, Arun;
Lorimer, Sally E.

Publication type:

Article

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

A review of climate and culture research in selling and sales management.

Published in:

Journal of Personal Selling & Sales Management, 2018, v. 38, n. 1, p. 144, doi. 10.1080/08853134.2018.1426992

By:

Gustafson, Brandon M.;
Pomirleanu, Nadia;
John-Mariadoss, Babu

Publication type:

Article

Personal selling and the purchasing function: where do we go from here?

Published in:

Journal of Personal Selling & Sales Management, 2018, v. 38, n. 1, p. 123, doi. 10.1080/08853134.2018.1425881

By:

Paesbrugghe, Bert;
Sharma, Arun;
Rangarajan, Deva;
Syam, Niladri

Publication type:

Article

From selling to managing strategic customers - a competency analysis.

Published in:

Journal of Personal Selling & Sales Management, 2018, v. 38, n. 1, p. 92, doi. 10.1080/08853134.2018.1426991

By:

Lacoste, Sylvie

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

On the nature of international sales and sales management research: a social network-analytic perspective.

Published in:

Journal of Personal Selling & Sales Management, 2018, v. 38, n. 1, p. 56, doi. 10.1080/08853134.2018.1428493

By:

Schrock, Wyatt A.;
Zhao, Yanhui;
Richards, Keith A.;
Hughes, Douglas E.;
Amin, Mohammad Sakif

Publication type:

Article

Sales management control systems: review, synthesis, and directions for future exploration.

Published in:

Journal of Personal Selling & Sales Management, 2018, v. 38, n. 1, p. 30, doi. 10.1080/08853134.2017.1407660

By:

Malek, Stacey L.;
Sarin, Shikhar;
Jaworski, Bernard J.

Publication type:

Article

Personal Selling and Sales Management Abstracts.

Published in:

2017

By:

Deeter-Schmelz, Dawn R.

Publication type:

Abstract

A process model of buyer responses to salesperson transgressions and recovery efforts: the impact of salesperson orientation.

Published in:

Journal of Personal Selling & Sales Management, 2016, v. 36, n. 1, p. 59, doi. 10.1080/08853134.2016.1149352

By:

Hansen, John D.;
Lund, Donald J.;
DeCarlo, Thomas E.

Publication type:

Article

A job demands-resources perspective on salespersons’ market intelligence activities in new product development.

Published in:

Journal of Personal Selling & Sales Management, 2016, v. 36, n. 1, p. 19, doi. 10.1080/08853134.2016.1142793

By:

Kuester, Sabine;
Rauch, Andreas

Publication type:

Article

Influencing the salesforce through perceived ethical leadership: the role of salesforce socialization and person–organization fit on salesperson ethics and performance.

Published in:

Journal of Personal Selling & Sales Management, 2015, v. 35, n. 4, p. 292, doi. 10.1080/08853134.2015.1106769

By:

Schwepker, Charles H.

Publication type:

Article

Trends in optimization models of sales force management.

Published in:

Journal of Personal Selling & Sales Management, 2015, v. 35, n. 4, p. 275, doi. 10.1080/08853134.2015.1085807

By:

Albers, Sönke;
Raman, Kalyan;
Lee, Nick

Publication type:

Article

Rogues in the ranks of selling organizations: using corporate ethics to manage workplace bullying and job satisfaction.

Published in:

Journal of Personal Selling & Sales Management, 2015, v. 35, n. 2, p. 143, doi. 10.1080/08853134.2015.1010542

By:

Valentine, Sean;
Fleischman, Gary;
Godkin, Lynn

Publication type:

Article

Panacea or paradox? The moderating role of ethical climate.

Published in:

Journal of Personal Selling & Sales Management, 2015, v. 35, n. 2, p. 175, doi. 10.1080/08853134.2015.1010540

By:

Tanner, Emily C.;
Tanner, John F.;
Wakefield, Kirk

Publication type:

Article

Antecedents and consequences of salesperson identification with the brand and company.

Published in:

Journal of Personal Selling & Sales Management, 2014, v. 34, n. 1, p. 3, doi. 10.1080/08853134.2013.870181

By:

Gammoh, Bashar S.;
Mallin, Michael L.;
Pullins, Ellen Bolman

Publication type:

Article

Salesperson Listening in the Extended Sales Relationship: An Exploration of Cognitive, Affective, and Temporal Dimensions.

Published in:

Journal of Personal Selling & Sales Management, 2013, v. 33, n. 2, p. 185, doi. 10.2753/PSS0885-3134330203

By:

Pryor, Susie;
Malshe, Avinash;
Paradise, Kyle

Publication type:

Article

Sales Technologies, Sales Force Management, and Online Infomediaries.

Published in:

Journal of Personal Selling & Sales Management, 2013, v. 33, n. 2, p. 211, doi. 10.2753/PSS0885-3134330205

By:

Kuruzovich, Jason

Publication type:

Article

Improving Professional Selling Effectiveness Through the Alignment of Buyer and Seller Exchange Approaches.

Published in:

Journal of Personal Selling & Sales Management, 2013, v. 33, n. 2, p. 165, doi. 10.2753/PSS0885-3134330202

By:

Autry, Chad W.;
Williams, Michael R.;
Moncrief, William C.

Publication type:

Article

The Way a Salesperson Manages Service Providers Influences Customers' Anger About Problems.

Published in:

Journal of Personal Selling & Sales Management, 2013, v. 33, n. 1, p. 67, doi. 10.2753/PSS0885-3134330106

By:

Koppitsch, Steven;
Folkes, Valerie S.;
MacInnis, Deborah;
Porath, Christine

Publication type:

Article

The Moderating Influence of Organizational Support on the Development of Salesperson Job Performance: Can an Organization Provide Too Much Support?

Published in:

Journal of Personal Selling & Sales Management, 2012, v. 32, n. 4, p. 405, doi. 10.2753/PSS0885-3134320401

By:

Stan, Simona;
Evans, Kenneth R.;
Arnold, Todd J.;
McAmis, Gregory T.

Publication type:

Article

Does Intraorganizational Network Embeddedness Improve Salespeople's Effectiveness? A Task Contingency Perspective.

Published in:

Journal of Personal Selling & Sales Management, 2012, v. 32, n. 2, p. 187

By:

Üstüner, Tuba;
Iacobucci, Dawn

Publication type:

Article

The Interactive Effects of Sales Force Controls on Salespeople Behaviors and Customer Outcomes.

Published in:

Journal of Personal Selling & Sales Management, 2012, v. 32, n. 2, p. 225, doi. 10.2753/PSS0885-3134320204

By:

Wang, Guangping;
Dou, Wenyu;
Zhou, Nan

Publication type:

Article

Call for Papers: National Conference in Sales Management.

Published in:: Journal of Personal Selling & Sales Management, 2012, v. 32, n. 2, p. 287
Publication type:: Article

Breaking the Sales Force Incentive Addiction: A Balanced Approach to Sales Force Effectiveness.

Published in:

Journal of Personal Selling & Sales Management, 2012, v. 32, n. 2, p. 171, doi. 10.2753/PSS0885-3134320201

By:

Zoltners, Andris A.;
Sinha, Prabhakant;
Lorimer, Sally 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

Individual Differences and Sales Performance: A Distal-Proximal Mediation Model of Self-Efficacy, Conscientiousness, and Extraversion.

Published in:

Journal of Personal Selling & Sales Management, 2011, v. 31, n. 4, p. 371, doi. 10.2753/PSS0885-3134310401

By:

Yang, Byunghwa;
Kim, Youngchan;
McFarland, Richard G.

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

THE EFFECTS OF HARDINESS AND CULTURAL DISTANCE ON SOCIOCULTURAL ADAPTATION IN AN EXPATRIATE SALES MANAGER POPULATION.

Published in:

Journal of Personal Selling & Sales Management, 2011, v. 31, n. 3, p. 325, doi. 10.2753/PSS0885-3134310309

By:

White, Darin W.;
Absher, R. Keith;
Huggins, Kyle A.

Publication type:

Article

A NEW CONCEPTUAL FRAMEWORK OF SALES FORCE CONTROL SYSTEMS.

Published in:

Journal of Personal Selling & Sales Management, 2011, v. 31, n. 3, p. 297, doi. 10.2753/PSS0885-3134310307

By:

Darmon, René Y.;
Martin, Xavier C.

Publication type:

Article

Increasing Job Performance and Decreasing Salesperson Propensity to Leave: An Examination of an Asian Sales Force.

Published in:

Journal of Personal Selling & Sales Management, 2011, v. 31, n. 2, p. 171, doi. 10.2753/PSS0885-3134310205

By:

Rutherford, Brian;
Park, JungKun;
Han, Sang-Lin

Publication type:

Article

AN ASSESSMENT OF THE USE OF TECHNOLOGY IN THE DIRECT SELLING INDUSTRY.

Published in:

Journal of Personal Selling & Sales Management, 2010, v. 30, n. 2, p. 157, doi. 10.2753/PSS0885-3134300206

By:

Ferrell, Linda;
Gonzalez-Padron, Tracy L.;
Ferrell, O. C.

Publication type:

Article

THE IMPACT OF CONTESTS ON SALESPEOPLE'S CUSTOMER ORIENTATION: AN APPLICATION OF TOURNAMENT THEORY.

Published in:

Journal of Personal Selling & Sales Management, 2010, v. 30, n. 1, p. 33, doi. 10.2753/PSS0885-3134300103

By:

Poujol, F. Juliet;
Tanner, Jr., John F.

Publication type:

Article

SPECIAL ABSTRACT SECTION: 2009 NATIONAL CONFERENCE IN SALES MANAGEMENT.

Published in:: 2009
Publication type:: Proceeding

SALESPERF: THE SALESPERSON SERVICE PERFORMANCE SCALE.

Published in:

Journal of Personal Selling & Sales Management, 2009, v. 29, n. 4, p. 367, doi. 10.2753/PSS0885-3134290405

By:

Amyx, Douglas;
Bhuian, Shahid

Publication type:

Article

EXAMINING THE IMPACT OF SERVANT LEADERSHIP ON SALESPERSON'S TURNOVER INTENTION.

Published in:

Journal of Personal Selling & Sales Management, 2009, v. 29, n. 4, p. 351, doi. 10.2753/PSS0885-3134290404

By:

Jaramillo, Fernando;
Grisaffe, Douglas B.;
Chonko, Lawrence B.;
Roberts, James A.

Publication type:

Article

THE INFLUENCE OF SALES MANAGEMENT CONTROL ON INNOVATIVENESS OF SALES DEPARTMENTS.

Published in:

Journal of Personal Selling & Sales Management, 2009, v. 29, n. 4, p. 321, doi. 10.2753/PSS0885-3134290402

By:

Matsuo, Makoto

Publication type:

Article

E-COLLABORATIVE NETWORKS: A CASE STUDY ON THE NEW ROLE OF THE SALES FORCE.

Published in:

2009

By:

Hollenbeck, Candice R.;
Zinkhan, George M.;
French, Warren;
Ji Hee Song

Publication type:

Case Study

SALESPERSONS' MANAGEMENT OF CONFLICT IN BUYER--SELLER RELATIONSHIPS.

Published in:

Journal of Personal Selling & Sales Management, 2009, v. 29, n. 1, p. 25, doi. 10.2753/PSS0885-3134290102

By:

Bradford, Kevin D.;
Weitz, Barton A.

Publication type:

Article

INCONSISTENCIES AMONG THE CONSTITUTIVE ELEMENTS OF A SALES FORCE CONTROL SYSTEM: TEST OF A CONFIGURATION THEORY--BASED PERFORMANCE PREDICTION.

Published in:

Journal of Personal Selling & Sales Management, 2009, v. 29, n. 1, p. 9, doi. 10.2753/PSS0885-3134290101

By:

Onyemah, Vincent;
Anderson, Erin

Publication type:

Article

THE COMPLEXITIES OF SALES AND SALES MANAGEMENT RESEARCH: A HISTORICAL ANALYSIS FROM 1990 TO 2005.

Published in:

Journal of Personal Selling & Sales Management, 2008, v. 28, n. 4, p. 403, doi. 10.2753/PSS0885-3134280405

By:

Carter, Robert E.;
Dixon, Andrea L.;
Moncrief, William C.

Publication type:

Article

SALESPERSON CORPORATE ETHICAL VALUES (SCEV) SCALE: DEVELOPMENT AND ASSESSMENT AMONG SALESPEOPLE.

Published in:

Journal of Personal Selling & Sales Management, 2008, v. 28, n. 4, p. 387, doi. 10.2753/PSS0885-3134280404

By:

Amyx, Douglas;
Bhuian, Shahid;
Sharma, Dheeraj;
Loveland, Katherine E.

Publication type:

Article

SALES FORCE CONTROL SYSTEMS: A REVIEW OF MEASUREMENT PRACTICES AND PROPOSED SCALE REFINEMENTS.

Published in:

Journal of Personal Selling & Sales Management, 2008, v. 28, n. 4, p. 365, doi. 10.2753/PSS0885-3134280403

By:

Panagopoulos, Nikolaos G.;
Avlonitis, George J.

Publication type:

Article

ROLE AMBIGUITY, ROLE CONFLICT, AND PERFORMANCE: EMPIRICAL EVIDENCE OF AN INVERTED-U RELATIONSHIP.

Published in:

Journal of Personal Selling & Sales Management, 2008, v. 28, n. 3, p. 299, doi. 10.2753/PSS0885-3134280306

By:

Onyemah, Vincent

Publication type:

Article

FROM THE EDITOR.

Published in:

Journal of Personal Selling & Sales Management, 2008, v. 28, n. 4, p. 333, doi. 10.1080/08853134.2008.10749161

By:

Evans, Kenneth R.

Publication type:

Article

PRODUCT INNOVATIVENESS, CUSTOMER NEWNESS, AND NEW PRODUCT PERFORMANCE: A TIME-LAGGED EXAMINATION OF THE IMPACT OF SALESPERSON SELLING INTENTIONS ON NEW PRODUCT PERFORMANCE.

Published in:

Journal of Personal Selling & Sales Management, 2008, v. 28, n. 4, p. 351, doi. 10.2753/PSS0885-3134280402

By:

Fu, Frank Q.;
Jones, Eli;
Bolander, Willy

Publication type:

Article

THE EFFECT OF SELF-EFFICACY ON SALESPERSON WORK OVERLOAD AND PAY SATISFACTION.

Published in:

Journal of Personal Selling & Sales Management, 2008, v. 28, n. 3, p. 285, doi. 10.2753/PSS0885-3134280305

By:

Mulki, Jay Prakash;
Lassk, Felicia G.;
Jaramillo, Fernando

Publication type:

Article