The sales manager as a unit of analysis: a review and directions for future research
Author:
Affiliation:
1. Muma College of Business, The University of South Florida, Department of Marketing, 4202 East Fowler Ave, Tampa, FL 33620, USA
2. Department of Marketing, College of Business, Bowling Green State University, Bowling Green, OH 43403, USA
Publisher
Informa UK Limited
Subject
Management of Technology and Innovation,Human Factors and Ergonomics
Link
https://www.tandfonline.com/doi/pdf/10.1080/08853134.2017.1423230
Reference81 articles.
1. It’s a matter of congruence: How interpersonal identification between sales managers and salespersons shapes sales success
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3. Improving the Effectiveness of Field Sales Organizations
4. Exploring the relationship among servant leadership, intrinsic motivation and performance in an industrial sales setting
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