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In Search of Excellent Sales Organizations
0 references·4 citing·12 second hop
In Search of Excellent Sales Organizations (1992)In Search of Excellent Sales OrganizationsAn empirical model of salesperson competence, buyer-seller trust and collaboration: the moderating role of technological turbulence and product complexity (2020)An empirical model of salespe…Clustering the mediators between the sales control systems and the sales performance using the AMO model: A narrative systematic literature review (2018)Clustering the mediators betw…Some determinants of salesforce effectiveness (2008)Some determinants of salesfor…Do consulting‐oriented sales management programs impact salesforce performance and profit? (2006)Do consulting‐oriented sales …Evaluating Structural Equation Models with Unobservable Variables and Measurement Error (1981)The Determinants of Salesperson Performance: A Meta-Analysis (1985)Perspectives on Behavior-Based versus Outcome-Based Salesforce Control Systems (1987)Asset Stock Accumulation and Sustainability of Competitive Advantage (1989)Market Orientation: The Construct, Research Propositions, and Managerial Implications (1990)The Effect of a Market Orientation on Business Profitability (1990)Control: Organizational and Economic Approaches (1985)Market Orientation: Antecedents and Consequences (1993)The Management of Customer-Contact Service Employees: An Empirical Investigation (1996)Identifying the determinants of individual scientific performance: A perspective focused on AMO theory (2021)Structural equation modeling in practice: A review and recommended two-step approach. (1988)Common method biases in behavioral research: A critical review of the literature and recommended remedies. (2003)
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  • 2006Do consulting‐oriented sales management programs impact salesforce performance and profit?30 cited
  • 2020An empirical model of salesperson competence, buyer-seller trust and collaboration: the moderating role of technological turbulence and product complexity27 cited
  • 2008Some determinants of salesforce effectiveness26 cited
  • 2018Clustering the mediators between the sales control systems and the sales performance using the AMO model: A narrative systematic literature review18 cited

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