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Volumn 50, Issue 3, 2007, Pages 185-191

Selling and sales management

Author keywords

Marketing; Sales management; Selling

Indexed keywords


EID: 33947319495     PISSN: 00076813     EISSN: None     Source Type: Journal    
DOI: 10.1016/j.bushor.2007.01.001     Document Type: Note
Times cited : (13)

References (19)
  • 1
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    • Role stress, attitudes and job outcomes in business-to-business selling: Does the type of selling situation matter?
    • Avlonitis G.J., and Panagopoulos N.G. Role stress, attitudes and job outcomes in business-to-business selling: Does the type of selling situation matter?. Journal of Personal Selling and Sales Management 26 1 (2006) 67-77
    • (2006) Journal of Personal Selling and Sales Management , vol.26 , Issue.1 , pp. 67-77
    • Avlonitis, G.J.1    Panagopoulos, N.G.2
  • 3
    • 33244489161 scopus 로고    scopus 로고
    • Disciplining top-performing unethical salespeople: Examining the moderating effects of ethical seriousness and consequences
    • Bellizzi J.A. Disciplining top-performing unethical salespeople: Examining the moderating effects of ethical seriousness and consequences. Psychology and Marketing 23 2 (2006) 181-201
    • (2006) Psychology and Marketing , vol.23 , Issue.2 , pp. 181-201
    • Bellizzi, J.A.1
  • 4
    • 33750390592 scopus 로고    scopus 로고
    • Rapport management during the exploration phase of the salesperson-customer relationship
    • Campbell K.S., Davis L., and Skinner L. Rapport management during the exploration phase of the salesperson-customer relationship. Journal of Personal Selling and Sales Management 26 4 (2006) 359-370
    • (2006) Journal of Personal Selling and Sales Management , vol.26 , Issue.4 , pp. 359-370
    • Campbell, K.S.1    Davis, L.2    Skinner, L.3
  • 6
    • 33748776576 scopus 로고    scopus 로고
    • A study of relationship effectiveness between marketing and sales managers in business markets
    • Dawes P.L., and Massey G.R. A study of relationship effectiveness between marketing and sales managers in business markets. Journal of Business and Industrial Marketing 21 6 (2006) 346-360
    • (2006) Journal of Business and Industrial Marketing , vol.21 , Issue.6 , pp. 346-360
    • Dawes, P.L.1    Massey, G.R.2
  • 7
    • 0001932429 scopus 로고
    • Developing buyer-seller relationships
    • Dwyer R.F., Schurr P.H., and Oh S. Developing buyer-seller relationships. Journal of Marketing 52 4 (1987) 11-27
    • (1987) Journal of Marketing , vol.52 , Issue.4 , pp. 11-27
    • Dwyer, R.F.1    Schurr, P.H.2    Oh, S.3
  • 8
    • 33751557315 scopus 로고    scopus 로고
    • Salesperson adaptive selling behavior and customer orientation: A meta-analysis
    • Franke G.R., and Park J. Salesperson adaptive selling behavior and customer orientation: A meta-analysis. Journal of Marketing Research 43 4 (2006) 693-702
    • (2006) Journal of Marketing Research , vol.43 , Issue.4 , pp. 693-702
    • Franke, G.R.1    Park, J.2
  • 9
    • 33748768223 scopus 로고    scopus 로고
    • Strategic account management: Customer value creation through customer alignment
    • Gosselin D.P., and Bauwen G.A. Strategic account management: Customer value creation through customer alignment. Journal of Business and Industrial Marketing 21 6 (2006) 376-385
    • (2006) Journal of Business and Industrial Marketing , vol.21 , Issue.6 , pp. 376-385
    • Gosselin, D.P.1    Bauwen, G.A.2
  • 10
    • 33746408524 scopus 로고    scopus 로고
    • Television and movie representations of salespeople: Beyond Willy Loman
    • Hartman K. Television and movie representations of salespeople: Beyond Willy Loman. Journal of Personal Selling and Sales Management 26 3 (2006) 283-292
    • (2006) Journal of Personal Selling and Sales Management , vol.26 , Issue.3 , pp. 283-292
    • Hartman, K.1
  • 12
    • 33750402830 scopus 로고    scopus 로고
    • The enemy within: Examining salesperson deviance and its determinants
    • Jelinek R., and Ahearne M. The enemy within: Examining salesperson deviance and its determinants. Journal of Personal Selling and Sales Management 26 4 (2006) 327-344
    • (2006) Journal of Personal Selling and Sales Management , vol.26 , Issue.4 , pp. 327-344
    • Jelinek, R.1    Ahearne, M.2
  • 14
    • 33750398083 scopus 로고    scopus 로고
    • Why did I lose? A conservation of resources view of salesperson failure attributions
    • Mallin M.L., and Mayo M. Why did I lose? A conservation of resources view of salesperson failure attributions. Journal of Personal Selling and Sales Management 26 4 (2006) 345-357
    • (2006) Journal of Personal Selling and Sales Management , vol.26 , Issue.4 , pp. 345-357
    • Mallin, M.L.1    Mayo, M.2
  • 16
    • 33746388101 scopus 로고    scopus 로고
    • Effects of ethical climate and supervisory trust on salesperson's job attitudes and intentions to quit
    • Mulki J.P., Jaramillo F., and Locander W.B. Effects of ethical climate and supervisory trust on salesperson's job attitudes and intentions to quit. Journal of Personal Selling and Sales Management 26 1 (2006) 19-26
    • (2006) Journal of Personal Selling and Sales Management , vol.26 , Issue.1 , pp. 19-26
    • Mulki, J.P.1    Jaramillo, F.2    Locander, W.B.3
  • 17
    • 0001453746 scopus 로고
    • Buyer-seller interaction: A conceptual framework
    • Association for Consumer Research, Cincinnati, OH
    • Sheth J.N. Buyer-seller interaction: A conceptual framework. Proceedings of the Association for Consumer Research (1976), Association for Consumer Research, Cincinnati, OH 382-386
    • (1976) Proceedings of the Association for Consumer Research , pp. 382-386
    • Sheth, J.N.1
  • 18
    • 33745056752 scopus 로고    scopus 로고
    • Cognitive moral development and the impact of perceived organizational ethical climate on the search for sales force excellence: A cross-cultural study
    • Weeks W.A., Loe T.W., Chonko L.B., Martinez C.R., and Wakefield K. Cognitive moral development and the impact of perceived organizational ethical climate on the search for sales force excellence: A cross-cultural study. Journal of Personal Selling and Sales Management 26 2 (2006) 205-217
    • (2006) Journal of Personal Selling and Sales Management , vol.26 , Issue.2 , pp. 205-217
    • Weeks, W.A.1    Loe, T.W.2    Chonko, L.B.3    Martinez, C.R.4    Wakefield, K.5
  • 19
    • 0001935786 scopus 로고
    • Knowledge, motivation and adaptive behavior: A framework for improving selling effectiveness
    • Weitz B.A., Sujan H., and Sujan M. Knowledge, motivation and adaptive behavior: A framework for improving selling effectiveness. Journal of Marketing 50 4 (1986) 85-103
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    • Weitz, B.A.1    Sujan, H.2    Sujan, M.3


* 이 정보는 Elsevier사의 SCOPUS DB에서 KISTI가 분석하여 추출한 것입니다.