Result Number | Material Type | Add to My Shelf Action | Record Details and Options |
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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 |
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2 |
Material Type: Article
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The early impacts of the COVID-19 pandemic on business salesSmall business economics, 2022-04, Vol.58 (4), p.1853-1864 [Peer Reviewed Journal]The Author(s), under exclusive licence to Springer Science+Business Media, LLC, part of Springer Nature 2021 ;The Author(s), under exclusive licence to Springer Science+Business Media, LLC, part of Springer Nature 2021. ;ISSN: 0921-898X ;EISSN: 1573-0913 ;DOI: 10.1007/s11187-021-00479-4 ;PMID: 38624577Full text available |
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3 |
Material Type: Article
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Mastering the Digital Transformation of SalesCalifornia management review, 2020-08, Vol.62 (4), p.57-85 [Peer Reviewed Journal]The Regents of the University of California 2020 ;ISSN: 0008-1256 ;EISSN: 2162-8564 ;DOI: 10.1177/0008125620931857Digital Resources/Online E-Resources |
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4 |
Material Type: Article
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Forced Sales and House PricesThe American economic review, 2011-08, Vol.101 (5), p.2108-2131 [Peer Reviewed Journal]Copyright© 2011 American Economic Association ;Copyright American Economic Association Aug 2011 ;ISSN: 0002-8282 ;EISSN: 1944-7981 ;DOI: 10.1257/aer.101.5.2108 ;CODEN: AENRAAFull text available |
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5 |
Material Type: Article
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Configurations of Marketing and Sales: A TaxonomyJournal of marketing, 2008-03, Vol.72 (2), p.133-154 [Peer Reviewed Journal]Copyright 2008 American Marketing Association ;Copyright American Marketing Association Mar 2008 ;ISSN: 0022-2429 ;EISSN: 1547-7185 ;DOI: 10.1509/jmkg.72.2.133 ;CODEN: JMKTAKDigital Resources/Online E-Resources |
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6 |
Material Type: Article
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The Sales Lead Black Hole: On Sales Reps' Follow-Up of Marketing LeadsJournal of marketing, 2013-01, Vol.77 (1), p.52-67 [Peer Reviewed Journal]Copyright © 2012, American Marketing Association ;Copyright American Marketing Association Jan 2013 ;ISSN: 0022-2429 ;EISSN: 1547-7185 ;DOI: 10.1509/jm.10.0047 ;CODEN: JMKTAKDigital Resources/Online E-Resources |
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7 |
Material Type: Article
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Collaborative intelligence: How human and artificial intelligence create value along the B2B sales funnelBusiness horizons, 2020-05 [Peer Reviewed Journal]ISSN: 0007-6813 ;ISSN: 1873-6068 ;EISSN: 1873-6068 ;DOI: 10.1016/j.bushor.2020.01.003Digital Resources/Online E-Resources |
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8 |
Material Type: Article
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Artificial Intelligence Coaches for Sales Agents: Caveats and SolutionsJournal of marketing, 2021-03, Vol.85 (2), p.14-32 [Peer Reviewed Journal]American Marketing Association 2020 ;ISSN: 0022-2429 ;EISSN: 1547-7185 ;DOI: 10.1177/0022242920956676Digital Resources/Online E-Resources |
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9 |
Material Type: Article
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Goodbye Pareto Principle, Hello Long Tail: The Effect of Search Costs on the Concentration of Product SalesManagement science, 2011-08, Vol.57 (8), p.1373-1386 [Peer Reviewed Journal]2011 INFORMS ;2015 INIST-CNRS ;COPYRIGHT 2011 Institute for Operations Research and the Management Sciences ;Copyright Institute for Operations Research and the Management Sciences Aug 2011 ;ISSN: 0025-1909 ;EISSN: 1526-5501 ;DOI: 10.1287/mnsc.1110.1371 ;CODEN: MSCIAMDigital Resources/Online E-Resources |
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10 |
Material Type: Article
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Why Do Salespeople Spend So Much Time Lobbying for Low Prices?Marketing science (Providence, R.I.), 2014-11, Vol.33 (6), p.796-808 [Peer Reviewed Journal]2014 INFORMS ;COPYRIGHT 2014 Institute for Operations Research and the Management Sciences ;Copyright Institute for Operations Research and the Management Sciences Nov/Dec 2014 ;ISSN: 0732-2399 ;EISSN: 1526-548X ;DOI: 10.1287/mksc.2014.0856 ;CODEN: MARSE5Digital Resources/Online E-Resources |
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11 |
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 |
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12 |
Material Type: Article
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Hybrid sales structures in the age of e-commerceThe Journal of personal selling & sales management, 2018-07, Vol.38 (3), p.277-302 [Peer Reviewed Journal]2018 Pi Sigma Epsilon National Educational Foundation 2018 ;2018 Pi Sigma Epsilon National Educational Foundation ;ISSN: 0885-3134 ;EISSN: 1557-7813 ;DOI: 10.1080/08853134.2018.1441718Digital Resources/Online E-Resources |
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13 |
Material Type: Article
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Increasing graduates’ interest in B2B sales: how to dispel lay beliefs, fight stigma, and create a profession of choiceThe Journal of personal selling & sales management, 2024-01, p.1-18 [Peer Reviewed Journal]ISSN: 0885-3134 ;EISSN: 1557-7813 ;DOI: 10.1080/08853134.2023.2289701Digital Resources/Online E-Resources |
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14 |
Material Type: Article
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Do Bonuses Enhance Sales Productivity? A Dynamic Structural Analysis of Bonus-Based Compensation PlansMarketing science (Providence, R.I.), 2014-03, Vol.33 (2), p.165-187 [Peer Reviewed Journal]2014 INFORMS ;COPYRIGHT 2014 Institute for Operations Research and the Management Sciences ;Copyright Institute for Operations Research and the Management Sciences Mar/Apr 2014 ;ISSN: 0732-2399 ;EISSN: 1526-548X ;DOI: 10.1287/mksc.2013.0815 ;CODEN: MARSE5Digital Resources/Online E-Resources |
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15 |
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 |
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16 |
Material Type: Article
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Motivating Salespeople to Sell New Products: The Relative Influence of Attitudes, Subjective Norms, and Self-EfficacyJournal of marketing, 2010-11, Vol.74 (6), p.61-76 [Peer Reviewed Journal]Copyright © 2010 American Marketing Association ;Copyright American Marketing Association Nov 2010 ;ISSN: 0022-2429 ;EISSN: 1547-7185 ;DOI: 10.1509/jmkg.74.6.61 ;CODEN: JMKTAKDigital Resources/Online E-Resources |
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17 |
Material Type: Article
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Women’s underrepresentation in business-to-business sales: Reasons, contingencies, and solutionsJournal of the Academy of Marketing Science, 2023-12 [Peer Reviewed Journal]ISSN: 0092-0703 ;EISSN: 1552-7824 ;DOI: 10.1007/s11747-023-00988-6Digital Resources/Online E-Resources |
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18 |
Material Type: Article
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Platform Strategy: Managing Ecosystem Value Through Selective Promotion of ComplementsOrganization science (Providence, R.I.), 2019-11, Vol.30 (6), p.1232-1251 [Peer Reviewed Journal]COPYRIGHT 2019 Institute for Operations Research and the Management Sciences ;Copyright Institute for Operations Research and the Management Sciences Nov/Dec 2019 ;ISSN: 1047-7039 ;EISSN: 1526-5455 ;DOI: 10.1287/orsc.2019.1290Digital Resources/Online E-Resources |
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19 |
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 |
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20 |
Material Type: Article
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Sales management, education, and scholarship across cultures: early findings from a global study and an agenda for future researchThe Journal of personal selling & sales management, 2020-07, Vol.40 (3), p.198-212 [Peer Reviewed Journal]2020 Pi Sigma Epsilon National Educational Foundation 2020 ;2020 Pi Sigma Epsilon National Educational Foundation ;ISSN: 0885-3134 ;EISSN: 1557-7813 ;DOI: 10.1080/08853134.2020.1781649Digital Resources/Online E-Resources |