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ArticleSalesperson Failure

Alan J. Dubinsky1999

Article1999

Salesperson Failure

Alan J. Dubinsky

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

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Employee Performance and Motivation Customer Service Quality and Loyalty Leadership and Management in Organizations

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References

1958The psychology of interpersonal relations.1958The Psychology of Interpersonal Relations.1977The Intuitive Psychologist And His Shortcomings: Distortions in the Attribution Process 1986Knowledge, Motivation, and Adaptive Behavior: A Framework for Improving Selling Effectiveness 1985The Determinants of Salesperson Performance: A Meta-Analysis 1977Motivation and Performance in Industrial Selling: Present Knowledge and Needed Research 2021Sales Force Management 1995Transformational Leadership: An Initial Investigation in Sales Management

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2005Organizational Justice in the Sales Force: A Literature Review with Propositions 2014Why are you really losing sales opportunities? A buyers' perspective on the determinants of key account sales failures 2015Complexity of sales situation and sales lead performance: An empirical study in business-to-business company 2013Making Sense of the Customer’s Role in the Personal Selling Process: A Theory of Organizing and Sensemaking Perspective 2021Navigating the demands of increasing customer participation through firm and individual job resources

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1999Accounting for the Impact of Territory Characteristics on Sales Performance: Relative Efficiency as a Measure of Salesperson Performancearticle · 8 shared references 1994Salesperson Failure: Definition, Determinants, and Outcomesarticle · 8 shared references 2000Effects of considering uncontrollable factors in sales force performance evaluationarticle · 8 shared references 2002Going the extra milearticle · 7 shared references 2002An Exploratory Model and Initial Test of the Influence of Firm Level Consulting-Oriented Sales Force Programs on Sales Force Performancearticle · 7 shared references 1994An Exploratory Examination of Situational Variables, Effort and Salesperson Performancearticle · 7 shared references

Details

Year1999

Typearticle

Published1999-01-01

VenueIndustrial Marketing Management

ISSN-L0019-8501

Languageen

Citations44

Files0 public / 0

ShelfEmployee Performance and Motivation

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doi10.1016/s0019-8501(98)00018-2

openalex_workW144477455

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2021Evaluating Sales Training Effectiveness at the Reaction and Learning Levels

2015Addressing Service Challenges to Improve Sales Training