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Sales Management
| Result Number | Material Type | Add to My Shelf Action | Record Details and Options |
|---|---|---|---|
| 1 |
Material Type: Article
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Inside sales agent’s sales activities influence on work outcomes and sales agent tenure through autonomous motivationThe Journal of business & industrial marketing, 2021-05, Vol.36 (5), p.867-880 [Peer Reviewed Journal]Emerald Publishing Limited ;Emerald Publishing Limited 2020 ;ISSN: 0885-8624 ;EISSN: 2052-1189 ;DOI: 10.1108/JBIM-09-2019-0412Full text available |
| 2 |
Material Type: Book
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Innovative Selling: A Guide to Successful Corporate Professional SellingISBN: 195152764X ;ISBN: 9781951527648 ;EISBN: 1951527658 ;EISBN: 9781951527655 ;OCLC: 1155328088Full text available |
| 3 |
Material Type: Article
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Implementing the Challenger Sales Model at Cars.com: a case studyThe Journal of business & industrial marketing, 2019-03, Vol.34 (2), p.291-302 [Peer Reviewed Journal]Emerald Publishing Limited ;Emerald Publishing Limited 2018 ;ISSN: 0885-8624 ;EISSN: 2052-1189 ;DOI: 10.1108/JBIM-01-2017-0016Full text available |
| 4 |
Material Type: Article
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Sales force modeling: State of the field and research agendaMarketing letters, 2010-09, Vol.21 (3), p.255-272 [Peer Reviewed Journal]2010 Springer Science+Business Media, LLC ;Springer Science+Business Media, LLC 2010 ;ISSN: 0923-0645 ;EISSN: 1573-059X ;DOI: 10.1007/s11002-010-9111-4Full text available |
| 5 |
Material Type: Article
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Misselling through AgentsThe American economic review, 2009-06, Vol.99 (3), p.883-908 [Peer Reviewed Journal]Copyright 2009 The American Economic Association ;Copyright American Economic Association Jun 2009 ;ISSN: 0002-8282 ;EISSN: 1944-7981 ;DOI: 10.1257/aer.99.3.883 ;CODEN: AENRAAFull text available |
| 6 |
Material Type: Article
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A new perspective on sales outcome controls: an inside sales perspectiveEuropean journal of marketing, 2021-10, Vol.55 (10), p.2674-2699 [Peer Reviewed Journal]Emerald Publishing Limited ;Emerald Publishing Limited 2021 ;ISSN: 0309-0566 ;EISSN: 1758-7123 ;DOI: 10.1108/EJM-07-2019-0568Full text available |
| 7 |
Material Type: Article
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Sales complexity and value appropriation: a taxonomy of sales situationsThe Journal of business & industrial marketing, 2022-11, Vol.37 (11), p.2298-2314 [Peer Reviewed Journal]Emerald Publishing Limited ;Emerald Publishing Limited. ;ISSN: 0885-8624 ;EISSN: 2052-1189 ;DOI: 10.1108/JBIM-10-2020-0463Full text available |
| 8 |
Material Type: Article
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Configurations of resources and capabilities and their performance implications: an exploratory study on technology venturesStrategic management journal, 2010-12, Vol.31 (12), p.1337-1356 [Peer Reviewed Journal]Copyright © 2010 Wiley Periodicals, Inc. ;Copyright © 2010 John Wiley & Sons, Ltd. ;Copyright Wiley Periodicals Inc. Dec 2010 ;ISSN: 0143-2095 ;EISSN: 1097-0266 ;DOI: 10.1002/smj.865 ;CODEN: SMAJD8Full text available |
| 9 |
Material Type: Article
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Drivers of sales performance: a contemporary meta-analysis. Have salespeople become knowledge brokers?Journal of the Academy of Marketing Science, 2011-06, Vol.39 (3), p.407-428 [Peer Reviewed Journal]The Author(s) 2010 ;COPYRIGHT 2011 Springer ;Academy of Marketing Science 2011 ;ISSN: 0092-0703 ;EISSN: 1552-7824 ;DOI: 10.1007/s11747-010-0211-8 ;CODEN: JAMSDEFull text available |
| 10 |
Material Type: Book
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Salespeople Improve When Sales Management ImprovesISBN: 9781119685487 ;ISBN: 1119685486 ;EISBN: 9781119685425 ;EISBN: 1119685427 ;EISBN: 9781119685494 ;EISBN: 1119685494Full text available |
| 11 |
Material Type: Article
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Developing a digital maturity model for the sales processes of industrial projectsThe Journal of personal selling & sales management, 2024-01, Vol.44 (1), p.7-28 [Peer Reviewed Journal]2023 The Author(s). Published with license by Taylor & Francis Group, LLC. 2023 ;ISSN: 0885-3134 ;EISSN: 1557-7813 ;DOI: 10.1080/08853134.2022.2151014Digital Resources/Online E-Resources |
| 12 |
Material Type: Article
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Impact of big data analytics on sales performance in pharmaceutical organizations: The role of customer relationship management capabilitiesPloS one, 2021-04, Vol.16 (4), p.e0250229-e0250229 [Peer Reviewed Journal]COPYRIGHT 2021 Public Library of Science ;COPYRIGHT 2021 Public Library of Science ;2021 Shahbaz et al. This is an open access article distributed under the terms of the Creative Commons Attribution License: http://creativecommons.org/licenses/by/4.0/ (the “License”), which permits unrestricted use, distribution, and reproduction in any medium, provided the original author and source are credited. Notwithstanding the ProQuest Terms and Conditions, you may use this content in accordance with the terms of the License. ;2021 Shahbaz et al 2021 Shahbaz et al ;ISSN: 1932-6203 ;EISSN: 1932-6203 ;DOI: 10.1371/journal.pone.0250229 ;PMID: 33909667Full text available |
| 13 |
Material Type: Article
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Salesperson ambidexterity in customer engagement: do customer base characteristics matter?Journal of the Academy of Marketing Science, 2019-07, Vol.47 (4), p.659-680 [Peer Reviewed Journal]Academy of Marketing Science 2019 ;COPYRIGHT 2019 Springer ;Journal of the Academy of Marketing Science is a copyright of Springer, (2019). All Rights Reserved. ;ISSN: 0092-0703 ;EISSN: 1552-7824 ;DOI: 10.1007/s11747-019-00650-0Full text available |
| 14 |
Material Type: Article
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Team Incentives and Performance: Evidence from a Retail ChainThe American economic review, 2017-08, Vol.107 (8), p.2168-2203 [Peer Reviewed Journal]Copyright© 2017 American Economic Association ;Copyright American Economic Association Aug 2017 ;ISSN: 0002-8282 ;EISSN: 1944-7981 ;DOI: 10.1257/aer.20160788Full text available |
| 15 |
Material Type: Article
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Better together: Trait competitiveness and competitive psychological climate as antecedents of salesperson organizational commitment and sales performanceMarketing letters, 2016-06, Vol.27 (2), p.351-360 [Peer Reviewed Journal]Springer Science+Business Media 2016 ;Springer Science+Business Media New York 2014 ;Springer Science+Business Media New York 2016 ;ISSN: 0923-0645 ;EISSN: 1573-059X ;DOI: 10.1007/s11002-014-9329-7Full text available |
| 16 |
Material Type: Article
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The Social Network Ties of Group Leaders: Implications for Group Performance and Leader ReputationOrganization science (Providence, R.I.), 2006-01, Vol.17 (1), p.64-79 [Peer Reviewed Journal]Copyright 2006 INFORMS ;COPYRIGHT 2006 Institute for Operations Research and the Management Sciences ;Copyright Institute for Operations Research and the Management Sciences Jan/Feb 2006 ;ISSN: 1047-7039 ;EISSN: 1526-5455 ;DOI: 10.1287/orsc.1050.0158 ;CODEN: ORSCEZFull text available |
| 17 |
Material Type: Article
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The Roles of Sales Technologies for Salespeople: Techno Demands and Resources Model PerspectiveJournal of theoretical and applied electronic commerce research, 2024-02, Vol.19 (1), p.362-380 [Peer Reviewed Journal]2024 by the authors. Licensee MDPI, Basel, Switzerland. This article is an open access article distributed under the terms and conditions of the Creative Commons Attribution (CC BY) license (https://creativecommons.org/licenses/by/4.0/). Notwithstanding the ProQuest Terms and Conditions, you may use this content in accordance with the terms of the License. ;ISSN: 0718-1876 ;EISSN: 0718-1876 ;DOI: 10.3390/jtaer19010019Full text available |
| 18 |
Material Type: Article
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Engaging a product-focused sales force in solution selling: interplay of individual- and organizational-level conditionsJournal of the Academy of Marketing Science, 2021, Vol.49 (1), p.139-163 [Peer Reviewed Journal]The Author(s) 2020. corrected publication 2020 ;COPYRIGHT 2021 Springer ;The Author(s) 2020. corrected publication 2020. This work is published under http://creativecommons.org/licenses/by/4.0/ (the “License”). Notwithstanding the ProQuest Terms and Conditions, you may use this content in accordance with the terms of the License. ;ISSN: 0092-0703 ;EISSN: 1552-7824 ;DOI: 10.1007/s11747-020-00729-zFull text available |
| 19 |
Material Type: Article
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Self-oriented competitiveness in salespeople: sales management implicationsJournal of the Academy of Marketing Science, 2021-11, Vol.49 (6), p.1201-1221 [Peer Reviewed Journal]Academy of Marketing Science 2021 ;COPYRIGHT 2021 Springer ;Academy of Marketing Science 2021. ;ISSN: 0092-0703 ;EISSN: 1552-7824 ;DOI: 10.1007/s11747-021-00792-0Full text available |
| 20 |
Material Type: Article
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Sales enablement: conceptualizing and developing a dynamic capabilityJournal of the Academy of Marketing Science, 2021-05, Vol.49 (3), p.542-565 [Peer Reviewed Journal]Academy of Marketing Science 2020 ;COPYRIGHT 2021 Springer ;Academy of Marketing Science 2020. ;ISSN: 0092-0703 ;EISSN: 1552-7824 ;DOI: 10.1007/s11747-020-00754-yFull text available |
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