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Personal Selling and Sales Management in the New Millennium
4 references·16 citing·50 second hop
Personal Selling and Sales Management in the New Millennium (1996)Personal Selling and Sales Management in …Sales & marketing management (2014)Sales & marketing managementExploiting Niches Using Relationship Marketing (1992)Exploiting Niches Using Relat…The Role of Expatriates in the Management of Interdependence Complexity and Risk in Multinational Corporations (1990)The Role of Expatriates in th…Journal of International Business Studies (1975)Journal of International Busi…Increasing resilience by creating an adaptive salesforce (2020)Increasing resilience by crea…The good, the bad and the effective: a meta-analytic examination of selling orientation and customer orientation on sales performance (2014)The good, the bad and the eff…Workplace isolation: salespeople and supervisors in USA (2011)Workplace isolation: salespeo…Workplace isolation: Exploring the construct and its measurement (2007)Workplace isolation: Explorin…Customer orientation, relationship quality, and relational benefits to the firm (2007)Customer orientation, relatio…Relational selling strategy and key account managers' relational behaviors: An exploratory study (2006)Relational selling strategy a…New Directions in Sales Leadership Research (2005)New Directions in Sales Leade…Organizational Readiness for Change, Individual Fear of Change, and Sales Manager Performance: An Empirical Investigation (2004)Organizational Readiness for …Customer Relationship Management: Its Dimensions and Effect on Customer Outcomes (2004)Customer Relationship Managem…Customer-Oriented Selling: A Review, Extension, and Directions for Future Research (2003)Customer-Oriented Selling: A …The Role of Environmental Turbulence, Readiness for Change, and Salesperson Learning in the Success of Sales Force Change (2002)The Role of Environmental Tur…Selling in the new millennium (2002)Selling in the new millenniumThe Sales-Marketing Interface in Consumer Packaged-Goods Companies: A Conceptual Framework (2000)The Sales-Marketing Interface…The Impact of Internet Use on Business-to-Business Marketing (2000)The Impact of Internet Use on…The Moral Philosophy of Sales Managers and its Influence on Ethical Decision Making (1998)The Moral Philosophy of Sales…Broadening the Scope of Relationship Selling (1997)Broadening the Scope of Relat…The nature of human values (1973)The measurement of experienced burnout (1981)The Commitment-Trust Theory of Relationship Marketing (1994)How sales controls affect job-related outcomes: the role of organizational sales-related psychological climate perceptions (2007)SOCO's impact on individual sales performance: The integration of selling skills as a missing link (2008)The impact of job satisfaction, adaptive selling behaviors and customer orientation on salesperson's performance: exploring the moderating role of selling experience (2013)Estimating Nonresponse Bias in Mail Surveys (1977)A Paradigm for Developing Better Measures of Marketing Constructs (1979)Customer relationship management implementation (2011)The impact of CEO servant leadership on firm performance in the hospitality industry (2016)The impact of the customer relationship management on the organization performance (2018)The measurement of organizational commitment (1979)Organizational Information Requirements, Media Richness and Structural Design (1986)Affective, Continuance, and Normative Commitment to the Organization: A Meta-analysis of Antecedents, Correlates, and Consequences (2002)Alienation and its correlates: A meta-analysis (2013)Social Isolation and Stress as Predictors of Productivity Perception and Remote Work Satisfaction during the COVID-19 Pandemic: The Role of Concern about the Virus in a Moderated Double Mediation (2020)The impact of remote work and mediated communication frequency on isolation and psychological distress (2021)Evaluating Structural Equation Models with Unobservable Variables and Measurement Error (1981)Structural Equations with Latent Variables (1989)Organizational factors enhancing customer knowledge utilization in the management of key account relationships (2010)Co-creating integrated solutions within business networks: The KAM team as knowledge integrator (2014)Which resources and capabilities underpin strategic key account management? 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this work references cited by second hop

References

  • 1975Journal of International Business Studies2,436 cited
  • 1990The Role of Expatriates in the Management of Interdependence Complexity and Risk in Multinational Corporations511 cited
  • 1992Exploiting Niches Using Relationship Marketing464 cited
  • 2014Sales & marketing management248 cited

Cited by

  • 2007Customer orientation, relationship quality, and relational benefits to the firm269 cited
  • 2007Workplace isolation: Exploring the construct and its measurement212 cited
  • 2004Customer Relationship Management: Its Dimensions and Effect on Customer Outcomes210 cited
  • 2000The Impact of Internet Use on Business-to-Business Marketing204 cited
  • 2003Customer-Oriented Selling: A Review, Extension, and Directions for Future Research169 cited
  • 2006Relational selling strategy and key account managers' relational behaviors: An exploratory study168 cited
  • 2004Organizational Readiness for Change, Individual Fear of Change, and Sales Manager Performance: An Empirical Investigation164 cited
  • 2002Selling in the new millennium155 cited
  • 2020Increasing resilience by creating an adaptive salesforce140 cited
  • 1997Broadening the Scope of Relationship Selling134 cited
  • 2000

Only edges whose both ends are imported exist here. Widen the year window, or show the whole map. Back to the work

The Sales-Marketing Interface in Consumer Packaged-Goods Companies: A Conceptual Framework
126 cited
  • 2005New Directions in Sales Leadership Research121 cited
  • 1998The Moral Philosophy of Sales Managers and its Influence on Ethical Decision Making119 cited
  • 2014The good, the bad and the effective: a meta-analytic examination of selling orientation and customer orientation on sales performance110 cited
  • 2002The Role of Environmental Turbulence, Readiness for Change, and Salesperson Learning in the Success of Sales Force Change108 cited
  • 2011Workplace isolation: salespeople and supervisors in USA102 cited