Works matching DE "SALES personnel"

Results: 4329

Current and future trends in the consumption, sale and purchasing of alcohol‐free and low‐alcohol products in Great Britain, 2014 to 2023.

Published in:

Addiction, 2025, v. 120, n. 8, p. 1655, doi. 10.1111/add.70041

By:

Wilson, Luke B.;
Stevely, Abigail K.;
Kersbergen, Inge;
McGrane, Ellen;
Moore, Esther C.;
Pryce, Rob E.;
Brown, Jamie;
Holmes, John

Publication type:

Article

The Emerging Drugs Network of Australia - Victoria Clinical Registry: A state-wide illicit substance surveillance and alert network.

Published in:

Emergency Medicine Australasia, 2023, v. 35, n. 1, p. 82, doi. 10.1111/1742-6723.14059

By:

SYRJANEN, Rebekka;
SCHUMANN, Jennifer;
FITZGERALD, John;
GEROSTAMOULOS, Dimitri;
ABOUCHEDID, Rachelle;
ROTELLA, Joe-Anthony;
KNOTT, Jonathan;
MAPLESDEN, Jacqueline;
HOLLERER, Hans;
HANNON, Liam;
BOURKE, Elyssia;
HODGSON, Sarah E.;
GREENE, Shaun L.

Publication type:

Article

TOWARD A THEORY OF PATIENT-FOCUSED SELLING.

Published in:

Performance Improvement, 2018, v. 57, n. 2, p. 33, doi. 10.1002/pfi.21750

By:

Frino, Michael G.;
Desiderio, Katie P.

Publication type:

Article

Clinic Profiles: GMPs in the Clinical Setting.

Published in:

Journal of the American Herbalists Guild, 2011, v. 10, n. 1, p. 26

By:

Helms, Joanna

Publication type:

Article

The Black-Owned Life Insurance Company: Issues and Recommendations.

Published in:

Journal of Risk & Insurance, 1973, v. 40, n. 2, p. 221, doi. 10.2307/252114

By:

Duker, Jacob M.;
Hughes, Charles E.

Publication type:

Article

AUTHOR'S REPLY.

Published in:

Journal of Risk & Insurance, 1967, v. 34, n. 2, p. 341, doi. 10.2307/251339

By:

Hekimian, James S.

Publication type:

Article

Maximizing the persuasiveness of a salesperson: An exploratory study of the effects of nonverbal immediacy and language power on the extent of persuasion.

Published in:

Revista de Psicologia del Trabajo y de Las Organizaciones, 2017, v. 33, n. 2, p. 83, doi. 10.1016/j.rpto.2017.03.001

By:

Gadzhiyeva, Natavan M.;
Sager, Kevin L.

Publication type:

Article

Relationships between emotional intelligence and sales performance in Kuwait.

Published in:

Revista de Psicologia del Trabajo y de Las Organizaciones, 2016, v. 32, n. 1, p. 39, doi. 10.1016/j.rpto.2015.09.002

By:

Al Dosirya, Kholoud S.;
Alkhadher, Othman H.;
Al Aqraa, Elsayed M.;
Anderson, Neil

Publication type:

Article

Regulating pharmaceutical sales visits to doctors slows prescribing of detailed drugs.

Published in:: Brown University Psychopharmacology Update, 2017, v. 28, n. 8, p. 1, doi. 10.1002/pu.30249
Publication type:: Article

From the FDA.

Published in:: Brown University Psychopharmacology Update, 2015, v. 26, n. 11, p. 8
Publication type:: Article

Prioritizing wellness amidst the hustle and grind: a framework for supporting the mental health of B2B sales professionals.

Published in:

Journal of Personal Selling & Sales Management, 2025, v. 45, n. 2, p. 154, doi. 10.1080/08853134.2024.2407804

By:

Kemp, Elyria;
Anaza, Nwamaka A.;
Porter III, McDowell;
Davis, Cassandra Denise;
Jones, Eli

Publication type:

Article

Understanding and managing the link between firms' strategic risk-taking and salespeople's defensive behavior in price negotiations.

Published in:

Journal of Personal Selling & Sales Management, 2025, v. 45, n. 2, p. 102, doi. 10.1080/08853134.2024.2386946

By:

Hartmann, Stefan;
Homburg, Christian;
M. Ruhnau, Robin-Christopher

Publication type:

Article

Individual perceptions of leadership emergence in the B2B sector and its impact on perceived team sales performance.

Published in:

Journal of Personal Selling & Sales Management, 2025, v. 45, n. 2, p. 135, doi. 10.1080/08853134.2024.2377979

By:

Schmidt, Jacqueline;
Alavi, Sascha;
Springer, Sebastian;
Guba, Jan Helge

Publication type:

Article

Technology use in B2B sales: examining the extant literature and identifying future research opportunities using morphological analysis.

Published in:

Journal of Personal Selling & Sales Management, 2025, v. 45, n. 1, p. 82, doi. 10.1080/08853134.2024.2362684

By:

Goel, Ashish;
Baliga, Ashwin J.;
Rangarajan, Deva;
Lussier, Bruno

Publication type:

Article

Closing is more than a list of tactics: how to build rapport while facilitating a commercial exchange.

Published in:

Journal of Personal Selling & Sales Management, 2025, v. 45, n. 1, p. 45, doi. 10.1080/08853134.2023.2300454

By:

Arndt, Aaron D.;
Epler, Rhett;
Evans, Kenneth;
Ashouri, Sama

Publication type:

Article

Research note: the impact of CI diversity and organizational tenure on the relationship between competitive intelligence and sales performance: a meta-analytic review.

Published in:

Journal of Personal Selling & Sales Management, 2025, v. 45, n. 2, p. 122, doi. 10.1080/08853134.2024.2373076

By:

Vieira, Valter;
Agnihotri, Raj;
Dugan, Riley

Publication type:

Article

Personal selling and sales management abstracts.

Published in:

Journal of Personal Selling & Sales Management, 2024, v. 44, n. 4, p. 343, doi. 10.1080/08853134.2024.2415453

By:

MangusStephanie M., Stephanie M.Mangus

Publication type:

Article

Understanding sales representatives' unreliable lead management efforts: contingent impacts of sales managers' goal and process control behaviors.

Published in:

Journal of Personal Selling & Sales Management, 2024, v. 44, n. 4, p. 441, doi. 10.1080/08853134.2023.2266144

By:

Altenscheidt, Jan;
Ernst, Sophie-Charlotte;
Schmitz, Christian

Publication type:

Article

Reclaiming the contingent nature of the determinants of salesperson performance: an extended meta-analysis.

Published in:

Journal of Personal Selling & Sales Management, 2024, v. 44, n. 4, p. 414, doi. 10.1080/08853134.2023.2250561

By:

Kerr, Peter D.;
Marcos-Cuevas, Javier

Publication type:

Article

Sales force financial compensation – a review and synthesis of the literature.

Published in:

Journal of Personal Selling & Sales Management, 2024, v. 44, n. 4, p. 374, doi. 10.1080/08853134.2023.2238905

By:

Bowen, Melanie;
Haas, Alexander;
Hofmann, Isabel

Publication type:

Article

Salesperson lifecycle management: Challenges and research priorities.

Published in:

Journal of Personal Selling & Sales Management, 2024, v. 44, n. 3, p. 209, doi. 10.1080/08853134.2024.2380444

By:

Alavi, Sascha;
Habel, Johannes;
Vomberg, Arnd

Publication type:

Article

Linking sales force integration into NPD to salesperson retention: toward a systematic framework.

Published in:

Journal of Personal Selling & Sales Management, 2024, v. 44, n. 3, p. 315, doi. 10.1080/08853134.2024.2357369

By:

Prigge, Jana-Kristin;
Schwehm, Kevin;
Sieberz, Isabell

Publication type:

Article

Understanding why and when sales role focus affects salesperson turnover: Do career aspirations and age play a role?

Published in:

Journal of Personal Selling & Sales Management, 2024, v. 44, n. 3, p. 237, doi. 10.1080/08853134.2024.2322177

By:

Liu, Muzi;
John-Mariadoss, Babu;
Umesh, U. N.;
Wen, Yuan

Publication type:

Article

The early-tenure salesperson: sales effort and sales growth during the ramp-up period.

Published in:

Journal of Personal Selling & Sales Management, 2024, v. 44, n. 3, p. 219, doi. 10.1080/08853134.2024.2316383

By:

Peasley, Michael C.;
Hochstein, Bryan

Publication type:

Article

Managing ambiguity: salesperson bricolage behavior and its organizational determinants.

Published in:

Journal of Personal Selling & Sales Management, 2024, v. 44, n. 2, p. 142, doi. 10.1080/08853134.2023.2198239

By:

Epler, Rhett T.;
Schrock, Wyatt A.;
Leach, Mark P.;
White, Kimberly D.;
Hochstein, Bryan

Publication type:

Article

The present and future of the B2B sales profession.

Published in:

Journal of Personal Selling & Sales Management, 2024, v. 44, n. 2, p. 128, doi. 10.1080/08853134.2023.2183214

By:

Elhajjar, Samer;
Yacoub, Laurent;
Ouaida, Fadila

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

One does not fit all: what is in a salesperson sample?

Published in:

Journal of Personal Selling & Sales Management, 2023, v. 43, n. 4, p. 354, doi. 10.1080/08853134.2023.2252610

By:

Rutherford, Brian N.;
Troncoza, Martha;
Ambrose, Scott C.;
Anaza, Nwamaka;
Matthews, Ryan

Publication type:

Article

Salesperson rapport: a literature review and research agenda for an evolving digital sales process.

Published in:

Journal of Personal Selling & Sales Management, 2023, v. 43, n. 4, p. 245, doi. 10.1080/08853134.2023.2236483

By:

Good, Valerie;
Mangus, Stephanie M.;
Pullins, Ellen Bolman

Publication type:

Article

Treating top salespeople like superstars: the role of an informal sales climate in boosting sales output.

Published in:

Journal of Personal Selling & Sales Management, 2023, v. 43, n. 3, p. 207, doi. 10.1080/08853134.2022.2138901

By:

Samaraweera, Manoshi;
Gelb, Betsy D.;
Bolander, Willy;
Zahn, William J.

Publication type:

Article

Personal-selling and sales-management abstracts.

Published in:

Journal of Personal Selling & Sales Management, 2023, v. 43, n. 2, p. 146, doi. 10.1080/08853134.2023.2197234

By:

Mangus, Stephanie M.

Publication type:

Article

Relationship conflict in stores: a longitudinal study of intra-store conflict on salespeople's helping, customer-oriented behavior, and customer purchase behavior.

Published in:

Journal of Personal Selling & Sales Management, 2023, v. 43, n. 2, p. 128, doi. 10.1080/08853134.2022.2116334

By:

Tremblay, Michel

Publication type:

Article

Patience, consideration and responsibility (P.C.R.): emerging psychological capacities for coping with crisis and persistent changes in personal selling.

Published in:

Journal of Personal Selling & Sales Management, 2022, v. 42, n. 4, p. 392, doi. 10.1080/08853134.2022.2130344

By:

Ewe, Soo Yeong;
Ho, Helen Hui Ping

Publication type:

Article

An institutional logics perspective on salesperson responses to environmental disruptions.

Published in:

Journal of Personal Selling & Sales Management, 2022, v. 42, n. 4, p. 377, doi. 10.1080/08853134.2022.2120489

By:

Flaherty, Karen;
Schroeder, Curtis S.

Publication type:

Article

Now presenting the undistinguished achievement award: how relative standing creates exceptional outcomes from recognizing unexceptional sales associates.

Published in:

Journal of Personal Selling & Sales Management, 2022, v. 42, n. 3, p. 279, doi. 10.1080/08853134.2022.2049603

By:

Harding, R. Dustin;
Murdock, Mitchel R.

Publication type:

Article

Salesperson's perceived personal identification with supervisor and the relationship with turnover intention and performance: a mediated motivation model.

Published in:

Journal of Personal Selling & Sales Management, 2022, v. 42, n. 3, p. 243, doi. 10.1080/08853134.2022.2044345

By:

Mallin, Michael L.;
Hancock, Tyler D.;
Pullins, Ellen B.;
Gammoh, Bashar S.

Publication type:

Article

The interplay between objective and subjective measures of salesperson performance: towards an integrated approach.

Published in:

Journal of Personal Selling & Sales Management, 2022, v. 42, n. 3, p. 225, doi. 10.1080/08853134.2022.2044344

By:

Kerr, Peter D.;
Marcos-Cuevas, Javier

Publication type:

Article

Improving assessment center criterion validity for salesperson selection: a socioanalytic approach.

Published in:

Journal of Personal Selling & Sales Management, 2022, v. 42, n. 3, p. 209, doi. 10.1080/08853134.2022.2037436

By:

Kückelhaus, Bastian P.;
Titze, Julia L.;
Blickle, Gerhard

Publication type:

Article

The impact of salespeople's social media adoption on customer acquisition performance – a contextual perspective.

Published in:

Journal of Personal Selling & Sales Management, 2022, v. 42, n. 2, p. 139, doi. 10.1080/08853134.2022.2033624

By:

Schendzielarz, Dennis;
Alavi, Sascha;
Guba, Jan Helge

Publication type:

Article

Drivers of salespeople's AI acceptance: what do managers think?

Published in:

Journal of Personal Selling & Sales Management, 2022, v. 42, n. 2, p. 107, doi. 10.1080/08853134.2021.2016058

By:

Chen, Jing;
Zhou, Wenkai

Publication type:

Article

Toward a shared leadership environment: insights into retail salespeople's work environment.

Published in:

Journal of Personal Selling & Sales Management, 2022, v. 42, n. 2, p. 121, doi. 10.1080/08853134.2021.2017295

By:

van der Berg, Alexandra Martina;
Foege, Johann Nils;
Nüesch, Stephan

Publication type:

Article

How customer perception of dependence on salesperson and customer–salesperson guanxi determine salesperson influence effectiveness.

Published in:

Journal of Personal Selling & Sales Management, 2022, v. 42, n. 1, p. 12, doi. 10.1080/08853134.2021.1947142

By:

Wu, Wen-Kuei

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

Advocates and adversaries: examining the role of supplier advocacy on customer reacquisition.

Published in:

Journal of Personal Selling & Sales Management, 2021, v. 41, n. 4, p. 316, doi. 10.1080/08853134.2021.1919521

By:

Leach, Mark P.;
Liu, Annie H.;
Pullins, Ellen Bolman;
Wang, Sijun

Publication type:

Article

The role of salesperson communication in luxury selling.

Published in:

Journal of Personal Selling & Sales Management, 2021, v. 41, n. 4, p. 301, doi. 10.1080/08853134.2021.1915794

By:

Alavi, Sascha;
Kocher, Bruno;
Dörfer, Sabrina;
Habel, Johannes

Publication type:

Article

The impact of salesperson interpersonal mentalizing skills on coping and burnout: the critical role of coping oscillation.

Published in:

Journal of Personal Selling & Sales Management, 2021, v. 41, n. 4, p. 285, doi. 10.1080/08853134.2021.1898412

By:

McFarland, Richard G.;
Dixon, Andrea L.

Publication type:

Article

Blinded by the brand: inauthentic salesperson brand attachment and its influence on customer purchase intentions.

Published in:

Journal of Personal Selling & Sales Management, 2021, v. 41, n. 3, p. 268, doi. 10.1080/08853134.2021.1894946

By:

Beeler, Lisa;
Zablah, Alex;
Rapp, Adam

Publication type:

Article

Selling your network: how political skill builds social capital and enhances salesperson performance.

Published in:

Journal of Personal Selling & Sales Management, 2021, v. 41, n. 3, p. 233, doi. 10.1080/08853134.2020.1866589

By:

Munyon, Timothy P.;
Frieder, Rachel E.;
Satornino, Cinthia B.;
Carnes, Andrew M.;
Bolander, Willy;
Ferris, Gerald R.

Publication type:

Article

The impact of digital transformation on salespeople: an empirical investigation using the JD-R model.

Published in:

Journal of Personal Selling & Sales Management, 2021, v. 41, n. 2, p. 130, doi. 10.1080/08853134.2021.1918005

By:

Guenzi, Paolo;
Nijssen, Edwin J.

Publication type:

Article

How the introduction of digital sales channels affects salespeople in business-to-business contexts: a qualitative inquiry.

Published in:

Journal of Personal Selling & Sales Management, 2021, v. 41, n. 2, p. 150, doi. 10.1080/08853134.2021.1906260

By:

Bongers, Franziska M.;
Schumann, Jan H.;
Schmitz, Christian

Publication type:

Article