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Competitiveness and sales management: A marriage of strategies
7 references·11 citing·41 second hop
Competitiveness and sales management: A marriage of strategies (2001)Competitiveness and sales management: A m…Sales Force Management (2021)Sales Force ManagementStrategy type and performance: the influence of sales force management (2000)Strategy type and performance…An Empirical Test of the Consequences of Behavior- and Outcome-Based Sales Control Systems (1994)An Empirical Test of the Cons…Behavior-Based and Outcome-Based Salesforce Control Systems (1993)Behavior-Based and Outcome-Ba…Perspectives on Behavior-Based versus Outcome-Based Salesforce Control Systems (1987)Perspectives on Behavior-Base…Marketing's Role in the Implementation of Business Strategies: A Critical Review and Conceptual Framework (1987)Marketing's Role in the Imple…Organizational Strategy, Structure, and Process (1978)Organizational Strategy, Stru…Self-oriented competitiveness in salespeople: sales management implications (2021)Self-oriented competitiveness…Elaboration on potential outcomes (EPO) and the consultative salesperson: investigating effects on attributions and performance (2017)Elaboration on potential outc…Testing an Enhanced, Process-Based View of the Sales Process (2013)Testing an Enhanced, Process-…Enhancing organizational sensemaking: An examination of the interactive effects of sales capabilities and marketing dashboards (2013)Enhancing organizational sens…Evolution of strategic sales organizations in business‐to‐business marketing (2010)Evolution of strategic sales …Some determinants of salesforce effectiveness (2008)Some determinants of salesfor…Innovative Sales Planning and Management: A Framework Proposition (2007)Innovative Sales Planning and…Integrating Marketing Intelligence Sources -Reconsidering the Role of the Salesforce (2006)Integrating Marketing Intelli…Strategic imperatives for transformation in the conventional sales organization (2005)Strategic imperatives for tra…Strategic Customer Management: (2004)Strategic Customer Management:Transformation of the Traditional Salesforce: Imperatives for Intelligence, Interface and Integration (2003)Transformation of the Traditi…The power of virtual integration: an interview with Dell Computer's Michael Dell. Interview by Joan Magretta. (1998)Personal Selling and Sales Management: A Relationship Marketing Perspective (1999)A Configurational Perspective on Key Account Management (2002)Mobile customer relationship management: an exploratory analysis of Italian applications (2007)The impact of sales management controls on the entrepreneurial orientation of the sales department (2012)Buyer versus salesperson expectations for an initial B2B sales meeting (2017)Marketing Services: Competing Through Quality (1992)A Multiple-Layer Model of Market-Oriented Organizational Culture: Measurement Issues and Performance Outcomes (2000)The use of social media in B2B marketing and branding: An exploratory study (2012)Attitudes and behaviours of key account managers: Are they really any different to senior sales professionals? (2013)The role of manager leadership style in salesperson implementation of sales strategy: a contingency perspective (2018)Toward a Theory of Marketing Control: Environmental Context, Control Types, and Consequences (1988)The Management of Customer-Contact Service Employees: An Empirical Investigation (1996)A Critical Review of Construct Indicators and Measurement Model Misspecification in Marketing and Consumer Research (2003)Cross-Sectional versus Longitudinal Survey Research: Concepts, Findings, and Guidelines (2008)Intrinsic Motivation and Self-Determination in Human Behavior (1985)The Economic Institutions of Capitalism (1987)Intrinsic Motivation and Self-Determination in Human Behavior (1988)An Investigation into the Antecedents of Organizational Citizenship Behaviors in a Personal Selling Context (1997)Corridors of Influence in the Dissemination of Customer-Oriented Strategy to Customer Contact Service Employees (2000)Estimating Nonresponse Bias in Mail Surveys (1977)Estimating Nonresponse Bias in Mail Surveys (1977)The Commitment-Trust Theory of Relationship Marketing (1994)What (Not) to Expect When Surveying Executives (2006)Configurations of resources and capabilities and their performance implications: an exploratory study on technology ventures (2010)A Review of Social Media and Implications for the Sales Process (2012)Organization Structure and Performance: A Critical Review (1980)Measuring and Assessing Organizations. (1981)Market Orientation: Antecedents and Consequences (1993)Market Orientation: Antecedents and Consequences (1993)Building Better Causal Theories: A Fuzzy Set Approach to Typologies in Organization Research (2011)Do Citizenship Behaviors Matter More for Managers Than for Salespeople? (1999)A model of close business relationships in China (guanxi) (2001)Journal of Competitive Intelligence and Management (2004)Integration of customer relationship management: status quo and implications for research and practice (2005)Tying the pieces together: A normative framework for integrating sales and project operations (2006)The Effect of a Market Orientation on Business Profitability (1990)ORGANIZATIONAL INNOVATION: A META-ANALYSIS OF EFFECTS OF DETERMINANTS AND MODERATORS. (1991)Clarifying the Entrepreneurial Orientation Construct and Linking It To Performance (1996)Relationship Quality in Services Selling: An Interpersonal Influence Perspective (1990)Interorganizational Governance in Marketing Channels (1994)
this work references cited by second hop

References

  • 1978Organizational Strategy, Structure, and Process7,485 cited
  • 1987Perspectives on Behavior-Based versus Outcome-Based Salesforce Control Systems1,197 cited
  • 1987Marketing's Role in the Implementation of Business Strategies: A Critical Review and Conceptual Framework874 cited
  • 1994An Empirical Test of the Consequences of Behavior- and Outcome-Based Sales Control Systems731 cited
  • 1993Behavior-Based and Outcome-Based Salesforce Control Systems635 cited
  • 2021Sales Force Management396 cited
  • 2000Strategy type and performance: the influence of sales force management369 cited

Cited by

  • 2010Evolution of strategic sales organizations in business‐to‐business marketing65 cited
  • 2004Strategic Customer Management:62 cited
  • 2003Transformation of the Traditional Salesforce: Imperatives for Intelligence, Interface and Integration60 cited
  • 2013Enhancing organizational sensemaking: An examination of the interactive effects of sales capabilities and marketing dashboards54 cited
  • 2006Integrating Marketing Intelligence Sources -Reconsidering the Role of the Salesforce44 cited
  • 2005Strategic imperatives for transformation in the conventional sales organization43 cited
  • 2013Testing an Enhanced, Process-Based View of the Sales Process41 cited

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  • 2021Self-oriented competitiveness in salespeople: sales management implications30 cited
  • 2017Elaboration on potential outcomes (EPO) and the consultative salesperson: investigating effects on attributions and performance26 cited
  • 2008Some determinants of salesforce effectiveness26 cited
  • 2007Innovative Sales Planning and Management: A Framework Proposition14 cited