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Incorporating Information from Salespeople into the Marketing Planning Process
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Incorporating Information from Salespeople into the Marketing Planning Process (1981)Incorporating Information from Salespeopl…Investigating Factors Affecting Knowledge Sharing Intention of Salespeople (2015)Investigating Factors Affecti…Customer business development: identifying and responding to buyer-implied information preferences (2014)Customer business development…The Role of Sales Managers and Salespeople in a Marketing Information System (2013)The Role of Sales Managers an…Selling and Sales Management in Action: The Sales Force's Role in International Marketing Research and Marketing Information Systems (1991)Selling and Sales Management …High Technology Salespeople's Information Acquisition Strategies (1988)High Technology Salespeople's…Role Conflict and Ambiguity in Complex Organizations (1970)The Bases of Social Power (1986)Signal Detection Theory and Sales Effectiveness (1994)Marketing management: analysis. planning. implementation and control (2000)Motivating Salespeople to Contribute to Marketing Intelligence Activities: An Expectancy Theory Approach (2012)Conceptualization and Integration of Marketing Intelligence: The Case of an Industrial Manufacturer (2014)Evaluating Structural Equation Models with Unobservable Variables and Measurement Error (1981)Structural equation modeling in practice: A review and recommended two-step approach. (1988)Principles and Practice of Structural Equation Modeling (2012)Consumer involvement in supply networks: A cubic typology of C2B2C and C2B2B business models (2020)Comparative Marketing: The First Twenty five Years (1981)The Determinants of Salesperson Performance: A Meta-Analysis (1985)Cross-Cultural Training Effectiveness: A Review and a Theoretical Framework for Future Research (1990)Perceptions of Organizational Fairness: A Cross‐national Perspective (1992)Strategies for the Acquisition of Market Intelligence, and Implications for the Transferability of Information Inputs (1997)Perceived Usefulness, Perceived Ease of Use, and User Acceptance of Information Technology (1989)The theory of planned behavior (1991)Effects of Information Presentation Format on Consumer Information Acquisition Strategies (1977)Information Acquisition Behavior in Brand Choice Situations (1977)The Differential Impact of Abstract vs. Concrete Information on Decisions1 (1977)SOBRECARGA DE INFORMAÇÃO NA TOMADA DE DECISÃO: VALIDAÇÃO DE ESCALAS E SUA RELAÇÃO COM A NECESSIDADE DE COGNIÇÃO DO GESTOR (2018)
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  • 1991Selling and Sales Management in Action: The Sales Force's Role in International Marketing Research and Marketing Information Systems37 cited
  • 2013The Role of Sales Managers and Salespeople in a Marketing Information System33 cited
  • 2014Customer business development: identifying and responding to buyer-implied information preferences21 cited
  • 1988High Technology Salespeople's Information Acquisition Strategies10 cited
  • 2015Investigating Factors Affecting Knowledge Sharing Intention of Salespeople7 cited

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