Salesforce behavior: In search of motivational determinants-Reference-Cited by-同舟云学术

Salesforce behavior: In search of motivational determinants

Published:1996-09 Issue:5 Volume:25 Page:421-437
ISSN:0019-8501
Container-title:Industrial Marketing Management
language:en
Short-container-title:Industrial Marketing Management

Author:

Simintiras Antonis C.,Cadogan John W.,Lancaster Geoffrey A.

Publisher

Elsevier BV

Subject

Marketing

Reference92 articles.

1. The Salesperson as Outside Agent or Employee: A Transaction Cost Analysis;Anderson;Marketing Science,1985

2. The World Class Sales Manager: Adapting to Global Megatrends;Anderson;Journal of Global Marketing,1992

3. Salesforce Performance and Satisfaction as a Function of Individual Difference, Interpersonal and Situational Factors;Baggozzi;Journal of Marketing Research,1978

4. The Nature and Causes of Self-Esteem, Performance and Satisfaction in the Sales Force: A Structural Equation Approach;Baggozzi;Journal of Business,1980

Cited by 7 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. Manager directives for salesperson ambidextrous selling and resulting job satisfaction: a regulatory focus perspective;European Journal of Marketing;2021-08-12

2. An escalation of commitment perspective on allocation-of-effort decisions in professional selling;Journal of the Academy of Marketing Science;2018-06-27

3. Chapter 3 The Organizational Buying Center as a Framework for Emergent Topics in Business-to-Business Marketing;Business-to-Business Marketing Management: Strategies, Cases, and Solutions;2012-04-16

4. Compensation and control sales policies, and sales performance: the field sales manager's points of view;Journal of Business & Industrial Marketing;2011-04-12

5. 10.5844/jsmd.7.2_91;Journal of Marketing & Distribution;2004