| Sales management control systems : review, synthesis, and directions for future exploration
|
2018 |
Malek, Stacey L. |
| Hybrid sales structures in the age of e-commerce
|
2018 |
Thaichon, Park |
| The risky side of inspirational appeals in personal selling : when do customers infer ulterior salesperson motives?
|
2018 |
Alavi, Sascha |
| Systems-savvy selling, interpersonal identification with customers, and the sales manager’s motivational paradox : a constructivist grounded theory approach
|
2018 |
St. Clair, Donald P. |
| Personal selling and the purchasing function : where do we go from here?
|
2018 |
Paesbrugghe, Bert |
| A review of climate and culture research in selling and sales management
|
2018 |
Gustafson, Brandon M. |
| Brand assets and pay fairness as two routes to enhancing social capital in sales organizations
|
2018 |
Rouziou, Maria |
| Does it pay to be proactive? : testing proactiveness and the joint effect of internal and external collaboration on key account manager performance
|
2018 |
Murphy, Lesley E. |
| Aligning sales and operations management : an agenda for inquiry
|
2018 |
Rangarajan, Devarajan |
| On the nature of international sales and sales management research : a social network-analytic perspective
|
2018 |
Schrock, Wyatt A. |
| Why study intraorganizational issues in selling and sales management?
|
2018 |
Bolander, Willy |
| Sales intrafirm networks and the performance impact of sales cross-functional collaboration with marketing and customer service
|
2018 |
Claro, Danny Pimentel |
| (Re) defining salesperson motivation : current status, main challenges, and research directions
|
2018 |
Khusainova, Rushana |
| The sales manager as a unit of analysis : a review and directions for future research
|
2018 |
Plank, Richard E. |
| From selling to managing strategic customers : a competency analysis
|
2018 |
Lacoste, Sylvie |
| The sales-marketing integration gap : a social identity approach
|
2018 |
Sleep, Stefan |
| Sales scholarship : honoring the past and defining the future (key takeaways from the 2018 American Marketing Association Faculty Consortium : new horizons in selling and sales management)
|
2018 |
Flaherty, Karen E. |
| Is it navigation, networking, coordination ... or what? : a multidisciplinary review of influences on the intraorganizational dimension of the sales role and performance
|
2018 |
Plouffe, Christopher R. |
| All autonomy is not created equal : the countervailing effects of salesperson autonomy on burnout
|
2018 |
Matthews, Lucy |
| An investigation of salespeople’s nonverbal behaviors and their effect on charismatic appearance and favorable consumer responses
|
2018 |
Pauser, Sandra |
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