Taking the measure of measurement in sales research: introduction to the special issue.
- Published in:
- 2019
- By:
- Publication type:
- Editorial
Works in Journal of Personal Selling & Sales Management, 2019, Vol 39, Issue 3
Results: 9
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A conceptual framework of macrolevel and microlevel adaptive selling theory, setting a research agenda, and suggested measurement strategies.
- Published in:
- Journal of Personal Selling & Sales Management, 2019, v. 39, n. 3, p. 207, doi. 10.1080/08853134.2019.1645019
- By:
- Publication type:
- Article
3
What does adaptive selling mean to salespeople? An exploratory analysis of practitioners' responses to generic adaptive selling scales.
- Published in:
- Journal of Personal Selling & Sales Management, 2019, v. 39, n. 3, p. 254, doi. 10.1080/08853134.2019.1642765
- By:
- Publication type:
- Article
4
Dimensions of effective sales coaching: scale development and validation.
- Published in:
- Journal of Personal Selling & Sales Management, 2019, v. 39, n. 3, p. 299, doi. 10.1080/08853134.2019.1621758
- By:
- Publication type:
- Article
5
Reconceptualizing the measurement of multidimensional salesperson job satisfaction.
- Published in:
- Journal of Personal Selling & Sales Management, 2019, v. 39, n. 3, p. 287, doi. 10.1080/08853134.2019.1601018
- By:
- Publication type:
- Article
6
An updated taxonomy of salesperson influence tactics.
- Published in:
- Journal of Personal Selling & Sales Management, 2019, v. 39, n. 3, p. 238, doi. 10.1080/08853134.2019.1592685
- By:
- Publication type:
- Article
7
A meta-analytic review of emotional exhaustion in a sales context.
- Published in:
- Journal of Personal Selling & Sales Management, 2019, v. 39, n. 3, p. 275, doi. 10.1080/08853134.2019.1592684
- By:
- Publication type:
- Article
8
Measuring and testing the impact of interpersonal mentalizing skills on retail sales performance.
- Published in:
- Journal of Personal Selling & Sales Management, 2019, v. 39, n. 3, p. 222, doi. 10.1080/08853134.2019.1578661
- By:
- Publication type:
- Article
9
Measuring peer effects in sales research: a review of challenges and remedies.
- Published in:
- Journal of Personal Selling & Sales Management, 2019, v. 39, n. 3, p. 264, doi. 10.1080/08853134.2019.1578660
- By:
- Publication type:
- Article