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Understanding sales manager effectiveness · Study

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ArticleUnderstanding sales manager effectiveness

Dawn R. Deeter‐Schmelz2002

Article2002

Understanding sales manager effectiveness

Dawn R. Deeter‐Schmelz · Karen Norman Kennedy · Daniel J. Goebel

85 citations·0/0 files stored·Industrial Marketing Management

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Employee Performance and Motivation Leadership and Management in Organizations Human Resource and Talent Management

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References

1982A Means-End Chain Model Based on Consumer Categorization Processes 2001Laddering theory, method, analysis, and interpretation.1982A Means-End Chain Model Based on Consumer Categorization Processes 1995Measuring subjective meaning structures by the laddering method: Theoretical considerations and methodological problems 2001Consumer Understanding and Advertising Strategy: Analysis and Strategic Translation of Laddering Data 1997Customer Orientation and Market Action 1995Consumer Understanding and Advertising Strategy: Analysis and Strategic Translation of Laddering Data

Cited by

2006The desired teaching qualities of lecturers in higher education: a means end analysis 2008What are the Characteristics of an Effective Sales Manager? an Exploratory Study Comparing Salesperson and Sales Manager Perspectives 2018Resource orchestration and dynamic managerial capabilities: focusing on sales managers as effective resource orchestrators 2017The “why” of international entrepreneurship: uncovering entrepreneurs’ personal values 2009Handling customer complaints effectively

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Year2002

Typearticle

Published2002-10-01

VenueIndustrial Marketing Management

ISSN-L0019-8501

Languageen

Citations85

Files0 public / 0

ShelfEmployee Performance and Motivation

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doi10.1016/s0019-8501(02)00182-7

openalex_workW129805881

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2006

The Desired Qualities of Customer Contact Employees in Complaint Handling Encounters

2020Systematic review of determinants of sales performance: Verbekeet al.’s (2011) classification extended

2009Complaint management expectations: An online laddering analysis of small versus large firms