-
1
-
-
0002498105
-
Perspectives on behavior-based versus outcome-based salesforce control systems
-
October
-
Anderson, E., & Oliver, R.L. (1987, October). Perspectives on behavior-based versus outcome-based salesforce control systems. Journal of Marketing, 51, 76-88.
-
(1987)
Journal of Marketing
, vol.51
, pp. 76-88
-
-
Anderson, E.1
Oliver, R.L.2
-
2
-
-
0042226719
-
Congruence of manager perception of salesperson performance and knowledge-based measures of adaptive selling
-
Anglin, K. A., Stolman, J.J., & Gentry, J.W. (1990). Congruence of manager perception of salesperson performance and knowledge-based measures of adaptive selling. Journal of Personal Selling and Sales Management, 10 (4), 81-90.
-
(1990)
Journal of Personal Selling and Sales Management
, vol.10
, Issue.4
, pp. 81-90
-
-
Anglin, K.A.1
Stolman, J.J.2
Gentry, J.W.3
-
3
-
-
0009982736
-
Removing salesforce performance hurdles
-
Babakuş, E., Cravens, D.W., Grant, K., Ingram, T. N., & LaForge, R. W. (1994). Removing salesforce performance hurdles. Journal of Business and Industrial Marketing, 9 (3), 19-29.
-
(1994)
Journal of Business and Industrial Marketing
, vol.9
, Issue.3
, pp. 19-29
-
-
Babakuş, E.1
Cravens, D.W.2
Grant, K.3
Ingram, T.N.4
LaForge, R.W.5
-
4
-
-
84986156138
-
Determinants of salesforce effectiveness: Perceptions of field managers versus senior sales executives
-
Barker, T.A. (1997a). Determinants of salesforce effectiveness: Perceptions of field managers versus senior sales executives. Marketing Intelligence and Planning, 15 (6), 258-264.
-
(1997)
Marketing Intelligence and Planning
, vol.15
, Issue.6
, pp. 258-264
-
-
Barker, T.A.1
-
5
-
-
20444370560
-
The impact of field sales management activities on the effectiveness of Canadian firms
-
Barker, T.A. (1997b). The impact of field sales management activities on the effectiveness of Canadian firms. Journal of Global Business, 8 (14), 5-14.
-
(1997)
Journal of Global Business
, vol.8
, Issue.14
, pp. 5-14
-
-
Barker, T.A.1
-
6
-
-
20444415579
-
Antecedents and outcomes of organizational commitment among Canadian salesforces
-
Barker, T.A., & Levanoni, E. (1998). Antecedents and outcomes of organizational commitment among Canadian salesforces. Journal of Global Business, 10 (17), 5-12.
-
(1998)
Journal of Global Business
, vol.10
, Issue.17
, pp. 5-12
-
-
Barker, T.A.1
Levanoni, E.2
-
7
-
-
0040004377
-
Measuring the performance of industrial salespersons
-
Behrman, D.N., & Perreault, W.D., Jr. (1982). Measuring the performance of industrial salespersons. Journal of Business Research, 10, 335-370.
-
(1982)
Journal of Business Research
, vol.10
, pp. 335-370
-
-
Behrman, D.N.1
Perreault Jr., W.D.2
-
8
-
-
0030554512
-
Dimensions and types of supervisory control: Effects on salesperson performance and satisfaction
-
January
-
Challagalla, G.N., & Shervani, T.A. (1996, January). Dimensions and types of supervisory control: Effects on salesperson performance and satisfaction. Journal of Marketing, 60, 89-105.
-
(1996)
Journal of Marketing
, vol.60
, pp. 89-105
-
-
Challagalla, G.N.1
Shervani, T.A.2
-
9
-
-
0001518205
-
The determinants of salesperson performance: A meta analysis
-
May
-
Churchill, G., Jr., Ford, N.M., Hartley, S.W., & Walker, O.C., Jr. (1985, May). The determinants of salesperson performance: A meta analysis. Journal of Marketing Research, 22, 103-118.
-
(1985)
Journal of Marketing Research
, vol.22
, pp. 103-118
-
-
Churchill Jr., G.1
Ford, N.M.2
Hartley, S.W.3
Walker Jr., O.C.4
-
10
-
-
0040597601
-
Comparison of field sales management activities in Australian and American sales organizations
-
Cravens, D. W., Grant, K., Ingram, T., LaForge, R. W., & Young, C. (1992). Comparison of field sales management activities in Australian and American sales organizations. Journal of Global Marketing, 5 (4), 23-45.
-
(1992)
Journal of Global Marketing
, vol.5
, Issue.4
, pp. 23-45
-
-
Cravens, D.W.1
Grant, K.2
Ingram, T.3
LaForge, R.W.4
Young, C.5
-
11
-
-
21344478003
-
Behavior-based and 7utcome-based control systems
-
October
-
Cravens, D. W., Ingram, T. N, LaForge, R. W., & Young, C. (1993, October). Behavior-based and 7utcome-based control systems. Journal of Marketing, 57, 47-59.
-
(1993)
Journal of Marketing
, vol.57
, pp. 47-59
-
-
Cravens, D.W.1
Ingram, T.N.2
LaForge, R.W.3
Young, C.4
-
12
-
-
0011598354
-
Where do the best salesforce profit producers come from?
-
Summer
-
Darmon, R.Y. (1993, Summer). Where do the best salesforce profit producers come from? Journal of Personal Selling and Sales Management, 13, 17-29.
-
(1993)
Journal of Personal Selling and Sales Management
, vol.13
, pp. 17-29
-
-
Darmon, R.Y.1
-
13
-
-
0642377021
-
A survey of sales management practices
-
April
-
Dubinsky, A.J., & Barry, T.E. (1982, April). A survey of sales management practices. Industrial Marketing Management, 11, 133-141.
-
(1982)
Industrial Marketing Management
, vol.11
, pp. 133-141
-
-
Dubinsky, A.J.1
Barry, T.E.2
-
14
-
-
0010927332
-
Sales teamwork: A dominant strategy for improving salesforce effectiveness
-
El-Ansary, A.I., Zabriskie, N.B., & Browning, J.M. (1993). Sales teamwork: A dominant strategy for improving salesforce effectiveness. Journal of Business and Industrial Marketing, 8 (3), 65-72.
-
(1993)
Journal of Business and Industrial Marketing
, vol.8
, Issue.3
, pp. 65-72
-
-
El-Ansary, A.I.1
Zabriskie, N.B.2
Browning, J.M.3
-
15
-
-
0002780536
-
Hiring and promotion policies in salesforce management: Some antecedents and consequences
-
Spring
-
Ganesan, S., Weitz, B. A., & John, G. (1993, Spring). Hiring and promotion policies in salesforce management: Some antecedents and consequences. Journal of Personal Selling and Sales Management, 13, 15-26.
-
(1993)
Journal of Personal Selling and Sales Management
, vol.13
, pp. 15-26
-
-
Ganesan, S.1
Weitz, B.A.2
John, G.3
-
16
-
-
16144367218
-
Examining salesforce performance in organizations utilizing behavior-based sales management processes
-
Summer
-
Grant, K., & Cravens, D.W. (1996, Summer). Examining salesforce performance in organizations utilizing behavior-based sales management processes. Industrial Marketing Management, 25, 1-10.
-
(1996)
Industrial Marketing Management
, vol.25
, pp. 1-10
-
-
Grant, K.1
Cravens, D.W.2
-
17
-
-
0003506109
-
-
New York, NY: MacMillan
-
Hair, J.F., Jr., Anderson, R.E., & Tatham, R.L. (1987). Multivariate data analysis (2nd ed.). New York, NY: MacMillan.
-
(1987)
Multivariate Data Analysis (2nd Ed.)
-
-
Hair Jr., J.F.1
Anderson, R.E.2
Tatham, R.L.3
-
18
-
-
0002371983
-
Improving the performance of the industrial salesforce in the 1990s
-
Hise, R.T., & Reid, E.L. (1994). Improving the performance of the industrial salesforce in the 1990s. Industrial Marketing Management, 23 (4), 73-79.
-
(1994)
Industrial Marketing Management
, vol.23
, Issue.4
, pp. 73-79
-
-
Hise, R.T.1
Reid, E.L.2
-
19
-
-
84950647145
-
Evaluation of selling performance: A study of current practices
-
November
-
Jackson, D.W., Jr., Keith, J., & Schlacter, J. (1983, November). Evaluation of selling performance: A study of current practices. Journal of Personal Selling and Sales Management, 3, 43-51.
-
(1983)
Journal of Personal Selling and Sales Management
, vol.3
, pp. 43-51
-
-
Jackson Jr., D.W.1
Keith, J.2
Schlacter, J.3
-
20
-
-
11644293480
-
Harnessing expert judgment
-
Lilien, L.G., Rangaswamy, A., & Matanovich T. (1998). Harnessing expert judgment. Marketing Management, 7 (3), 40-43.
-
(1998)
Marketing Management
, vol.7
, Issue.3
, pp. 40-43
-
-
Lilien, L.G.1
Rangaswamy, A.2
Matanovich, T.3
-
21
-
-
84926965730
-
Assessing the relationships between performance measures, managerial practices, and satisfaction when evaluating the salesforce
-
Summer
-
Morris, M.H., Davis, D.J., Avila, R., & Chapman, J. (1991, Summer). Assessing the relationships between performance measures, managerial practices, and satisfaction when evaluating the salesforce. Journal of Personal Selling and Sales Management, 11, 25-35.
-
(1991)
Journal of Personal Selling and Sales Management
, vol.11
, pp. 25-35
-
-
Morris, M.H.1
Davis, D.J.2
Avila, R.3
Chapman, J.4
-
22
-
-
0642350003
-
Shape of things to come
-
O'Connell, W., & Keenan, W., Jr. (1990). Shape of things to come. Sales and Marketing Management, 142 (1), 36-41.
-
(1990)
Sales and Marketing Management
, vol.142
, Issue.1
, pp. 36-41
-
-
O'Connell, W.1
Keenan Jr., W.2
-
23
-
-
21844511943
-
An empirical test of the consequences of behavior and outcome-based sales control systems
-
October
-
Oliver, R.L., & Anderson, E. (1994, October). An empirical test of the consequences of behavior and outcome-based sales control systems. Journal of Marketing, 58, 53-67.
-
(1994)
Journal of Marketing
, vol.58
, pp. 53-67
-
-
Oliver, R.L.1
Anderson, E.2
-
24
-
-
0037800604
-
Sources of effectiveness in the business-to-business sales organization
-
Piercy, N.F., Cravens, D.W., & Morgan, N.A. (1997). Sources of effectiveness in the business-to-business sales organization. Journal of Marketing Practice, 3 (1), 45-71.
-
(1997)
Journal of Marketing Practice
, vol.3
, Issue.1
, pp. 45-71
-
-
Piercy, N.F.1
Cravens, D.W.2
Morgan, N.A.3
-
25
-
-
0039611663
-
Sales success as predicted by a process measure of adaptability
-
Predmore, C.E., & Bonnice, J.G. (1994). Sales success as predicted by a process measure of adaptability. Journal of Personal Selling and Sales Management, 14 (4), 55-65.
-
(1994)
Journal of Personal Selling and Sales Management
, vol.14
, Issue.4
, pp. 55-65
-
-
Predmore, C.E.1
Bonnice, J.G.2
-
26
-
-
84907167994
-
Increasing sales productivity by getting salespeople to work smarter
-
Sujan, H., Weitz, B., & Sujan, M. (1988). Increasing sales productivity by getting salespeople to work smarter. Journal of Personal Selling and Sales Management, 8 (2), 9-19.
-
(1988)
Journal of Personal Selling and Sales Management
, vol.8
, Issue.2
, pp. 9-19
-
-
Sujan, H.1
Weitz, B.2
Sujan, M.3
-
27
-
-
0642288770
-
Cellular telephones and the national salesforce
-
Swenson, M.J., & Adilson, R. (1992). Cellular telephones and the national salesforce. Journal of Personal Selling and Sales Management, 12 (4), 67-74.
-
(1992)
Journal of Personal Selling and Sales Management
, vol.12
, Issue.4
, pp. 67-74
-
-
Swenson, M.J.1
Adilson, R.2
-
28
-
-
0003102599
-
Where do we go from here: Selected conceptual and empirical issues concerning the motivation and performance of industrial salesforce
-
G. Albaum & G.A. Churchill, Jr. (Eds.), Eugene, OR: University of Oregon
-
Walker, O.C., Jr., Churchill, G.A., Jr., & Ford, N.M. (1979). Where do we go from here: Selected conceptual and empirical issues concerning the motivation and performance of industrial salesforce. In G. Albaum & G.A. Churchill, Jr. (Eds.), Critical Issues in Sales Management (pp. 2-22). Eugene, OR: University of Oregon.
-
(1979)
Critical Issues in Sales Management
, pp. 2-22
-
-
Walker Jr., O.C.1
Churchill Jr., G.A.2
Ford, N.M.3
-
29
-
-
0001935786
-
Knowledge, motivation and adaptive behavior: A framework for improving selling effectiveness
-
October
-
Weitz, B., Sujan, H., & Sujan, M. (1986, October). Knowledge, motivation and adaptive behavior: A framework for improving selling effectiveness. Journal of Marketing, 50, 174-191.
-
(1986)
Journal of Marketing
, vol.50
, pp. 174-191
-
-
Weitz, B.1
Sujan, H.2
Sujan, M.3
|