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Managing sales teams in a virtual environment · Study

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ArticleManaging sales teams in a virtual environment

Adam A. Rapp2010

Article2010

Managing sales teams in a virtual environment

Adam A. Rapp · Michael Ahearne · John E. Mathieu · Tammy L. Rapp

86 citations·0/0 files stored·International Journal of Research in Marketing

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Team Dynamics and Performance Employee Performance and Leadership Collaboration in agile enterprises

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References

2003Common method biases in behavioral research: A critical review of the literature and recommended remedies.1998The partial least squares approach for structural equation modeling.1997The Tacit Dimension 1998Modern Methods for Business Research 2003A Partial Least Squares Latent Variable Modeling Approach for Measuring Interaction Effects: Results from a Monte Carlo Simulation Study and an Electronic-Mail Emotion/Adoption Study 2000Multilevel Theory, Research, and Methods in Organizations: Foundations, Extensions, and New Directions 1984Estimating within-group interrater reliability with and without response bias.1988The Empowerment Process: Integrating Theory and Practice

Cited by

2019Team tenure and team performance: A meta‐analysis and process model 2022Leading Virtually 2014Do Retailers Really Profit from Ambidextrous Managers? The Impact of Frontline Mechanisms on New and Existing Product Selling Performance 2023Salespeople and teams as stakeholder and knowledge managers: a service-ecosystem, co-creation, crossing-points perspective on key outcomes 2015

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2012Drivers and outcomes of team psychological empowermentarticle · 21 shared references 2012Work Groups and Teams in Organizationsother · 18 shared references 2013Work Groups and Teams in Organizations: Review Updatechapter · 18 shared references 2012A Cross-Level Test of Empowerment and Process Influences on Members’ Informal Learning and Team Commitmentarticle · 17 shared references 2012Empowerment—Fad or Fab? A Multilevel Review of the Past Two Decades of Researcharticle · 15 shared references 2010Self-management competencies in self-managing teams: Their impact on multi-team system productivityarticle · 15 shared references

Details

Year2010

Typearticle

Published2010-04-19

VenueInternational Journal of Research in Marketing

ISSN-L0167-8116

Languageen

Citations86

Files0 public / 0

ShelfTeam Dynamics and Performance

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doi10.1016/j.ijresmar.2010.02.003

openalex_workW2008597916

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Digital Sales Excellence: Systematischer Einsatz neuer Technologien im operativen Vertrieb