Operationalizing salesperson performance with secondary data: aligning practice, scholarship, and theory
Author:
Publisher
Springer Science and Business Media LLC
Subject
Marketing,Economics and Econometrics,Business and International Management
Link
https://link.springer.com/content/pdf/10.1007/s11747-020-00752-0.pdf
Reference100 articles.
1. Agnihotri, R., Gabler, C. B., Itani, O. S., Jaramillo, F., & Krush, M. T. (2017). Salesperson ambidexterity and customer satisfaction: Examining the role of customer demandingness, adaptive selling, and role conflict. Journal of Personal Selling & Sales Management, 37(1), 27–41.
2. Ahearne, M., Jelinek, R., & Rapp, A. (2005). Moving beyond the direct effect of SFA adoption on salesperson performance: Training and support as key moderating factors. Industrial Marketing Management, 34(4), 379–388.
3. Ahearne, M., Hughes, D. E., & Schillewaert, N. (2007). Why sales reps should welcome information technology: Measuring the impact of CRM-based IT on sales effectiveness. International Journal of Research in Marketing, 24(4), 336–349.
4. Ahearne, M., Rapp, A., Hughes, D. E., & Jindal, R. (2010a). Managing sales force product perceptions and control systems in the success of new product introductions. Journal of Marketing Research, 47(4), 764–776.
5. Ahearne, M., Lam, S. K., Mathieu, J. E., & Bolander, W. (2010b). Why are some salespeople better at adapting to organizational change? Journal of Marketing, 74(3), 65–79.
Cited by 61 articles. 订阅此论文施引文献 订阅此论文施引文献,注册后可以免费订阅5篇论文的施引文献,订阅后可以查看论文全部施引文献
1. The dark side of salesperson ambidexterity: How salesperson ambidexterity increases felt stress;Industrial Marketing Management;2024-10
2. Neuroticism and the sales profession;Organizational Behavior and Human Decision Processes;2024-09
3. Quiet sellers: When introversion drives salesperson performance;Journal of Retailing;2024-09
4. Entrepreneurial marketing and business performance in SMEs: the mediating role of competitive aggressiveness;Journal of Marketing Analytics;2024-05-03
5. The effect of supervisor bottom-line mentality and supervisory support on salesperson lone wolf tendencies–implications for turnover intention and performance;Journal of Marketing Theory and Practice;2024-05-02
1.学者识别学者识别
2.学术分析学术分析
3.人才评估人才评估
"同舟云学术"是以全球学者为主线,采集、加工和组织学术论文而形成的新型学术文献查询和分析系统,可以对全球学者进行文献检索和人才价值评估。用户可以通过关注某些学科领域的顶尖人物而持续追踪该领域的学科进展和研究前沿。经过近期的数据扩容,当前同舟云学术共收录了国内外主流学术期刊6万余种,收集的期刊论文及会议论文总量共计约1.5亿篇,并以每天添加12000余篇中外论文的速度递增。我们也可以为用户提供个性化、定制化的学者数据。欢迎来电咨询!咨询电话:010-8811{复制后删除}0370
www.globalauthorid.com
TOP
Copyright © 2019-2024 北京同舟云网络信息技术有限公司 京公网安备11010802033243号 京ICP备18003416号-3