SZodixStudyAcademic Library
ShelvesOpen access
Study · an open academic library·Metadata from OpenAlex (CC0)·Shelves·OpenAlex metadata, de-duplicated
A survey of sales management practices
4 references·16 citing·48 second hop
A survey of sales management practices (1982)A survey of sales management practicesMarketing Productivity Analysis (2014)Marketing Productivity Analys…Salesforce Management (1980)Salesforce ManagementManagement of the sales force (1979)Management of the sales forceHave Manufacturing Firms Adopted the Marketing Concept? (1965)Have Manufacturing Firms Adop…The sales manager as a unit of analysis: a review and directions for future research (2018)The sales manager as a unit o…Resource orchestration and dynamic managerial capabilities: focusing on sales managers as effective resource orchestrators (2018)Resource orchestration and dy…Evaluating Sales Personnel: An Attribution Theory Perspective (2013)Evaluating Sales Personnel: A…Brand stability as a signaling phenomenon — An empirical investigation in industrial markets (2011)Brand stability as a signalin…The Motivation Hub: Effects of Goal Setting and Self-Efficacy on Effort and New Product Sales (2009)The Motivation Hub: Effects o…Consequences of sales management control in field sales organizations: a cross-national perspective (2002)Consequences of sales managem…Performance appraisals: usage, criteria and observations (2001)Performance appraisals: usage…Examining Business Strategy, Sales Management, and Salesperson Antecedents of Sales Organization Effectiveness (2001)Examining Business Strategy, …Sales managers: Marketing's best example of the peter principle? (1999)Sales managers: Marketing's b…Improving the Effectiveness of Field Sales Organizations (1999)Improving the Effectiveness o…Examining the antecedents of sales organization effectiveness: an Australian study (1999)Examining the antecedents of …Benchmarks of Successful Salesforce Performance (1999)Benchmarks of Successful Sale…Salesperson Failure: Definition, Determinants, and Outcomes (1994)Salesperson Failure: Definiti…Sales Coordination: An Exploratory Study (1992)Sales Coordination: An Explor…Assessing the Relationships Among Performance Measures, Managerial Practices, and Satisfaction When Evaluating the Salesforce: A Replication and Extension (1991)Assessing the Relationships A…Utilizing Effort and Task Difficulty Information in Evaluating Salespeople (1985)Utilizing Effort and Task Dif…The Psychology of Interpersonal Relations. (1958)Attribution theory in social psychology (1967)The processes of causal attribution. (1973)Salesperson Failure (1999)What happens when things go wrong? Retail sales explanations and their effects (2004)Differential social attributions toward computing technology: An empirical investigation (2005)Coefficient Alpha and the Internal Structure of Tests (1951)A Paradigm for Developing Better Measures of Marketing Constructs (1979)Cultures and Organizations: Software of the Mind. (1993)Antecedents and consequence of Korean and Japanese new product advantage (2005)The moderating effect of control systems on the relationship between commission and salesperson intrinsic motivation in a customer oriented environment (2008)A meta-analytic review of the effects of organizational control in marketing exchange relationships (2014)Self-efficacy: Toward a unifying theory of behavioral change. (1977)Prospect theory: An analysis of decision under risk (1988)Self-Efficacy: The Exercise of Control (1999)Individual Differences and Sales Performance: A Distal-Proximal Mediation Model of Self-Efficacy, Conscientiousness, and Extraversion (2011)(Re) defining salesperson motivation: current status, main challenges, and research directions (2018)Antecedents and performance outcomes of value-based selling in sales teams: a multilevel, systems theory of motivation perspective (2019)Development of the Job Diagnostic Survey. (1975)Employee Turnover: A Meta-Analysis and Review with Implications for Research (1986)Perspectives on Behavior-Based versus Outcome-Based Salesforce Control Systems (1987)Governance, employees and CSR: Integration is the key to unlocking value (2009)Portraying an employee performance management system based on multi-criteria decision analysis and visual techniques (2016)What happens during annual appraisal interviews? How leader–follower interactions unfold and impact interview outcomes. (2017)The achievement motive (1953)The psychology of interpersonal relations. (1958)The Intuitive Psychologist And His Shortcomings: Distortions in the Attribution Process (1977)Performance, Attribution, and Expectancy Linkages in Personal Selling (1994)Salesperson Evaluation Using Relative Performance Efficiency: The Application of Data Envelopment Analysis (1995)A model of financial securities salespersons’ job stress (1996)Firm Resources and Sustained Competitive Advantage (1991)Dynamic capabilities and strategic management (1997)Firm resources and sustained competitive advantage (2004)Technology-enabled sales capability: A capabilities-based contingency framework (2022)Digital transformation and innovation ambidexterity: perspectives on accumulation and resilience effects (2024)Relational exchanges in the sales domain: A review and research agenda through the lens of commitment-trust theory of relationship marketing (2024)Market orientation and firm size: an empirical examination in UK firms (1995)Market versus societal orientation in the nonprofit context (2001)Deviant Customer Behavior: An Exploration of Frontline Employee Tactics (2006)The effects of empathy on salesperson effectiveness (1992)How does sales force automation influence relationship quality and performance? The mediating roles of learning and selling behaviors (2009)Emotional, Social, and Cognitive Intelligence and Personality as Predictors of Sales Leadership Performance (2012)Salesperson navigation: The intraorganizational dimension of the sales role (2006)SOCO's impact on individual sales performance: The integration of selling skills as a missing link (2008)Gender diversity in the hospitality industry: An empirical study in Turkey (2010)Measures of Marketing Success: (2002)Performance benchmarking and strategic homogeneity of Indian banks (2002)Seven Barriers to Customer Equity Management (2002)
this work references cited by second hop

References

  • 2014Marketing Productivity Analysis120 cited
  • 1965Have Manufacturing Firms Adopted the Marketing Concept?115 cited
  • 1980Salesforce Management107 cited
  • 1979Management of the sales force100 cited

Cited by

  • 2001Examining Business Strategy, Sales Management, and Salesperson Antecedents of Sales Organization Effectiveness93 cited
  • 1985Utilizing Effort and Task Difficulty Information in Evaluating Salespeople82 cited
  • 2018Resource orchestration and dynamic managerial capabilities: focusing on sales managers as effective resource orchestrators77 cited
  • 2001Performance appraisals: usage, criteria and observations74 cited
  • 2009The Motivation Hub: Effects of Goal Setting and Self-Efficacy on Effort and New Product Sales68 cited
  • 2013Evaluating Sales Personnel: An Attribution Theory Perspective59 cited
  • 2002Consequences of sales management control in field sales organizations: a cross-national perspective56 cited
  • 1999Improving the Effectiveness of Field Sales Organizations55 cited
  • 2011Brand stability as a signaling phenomenon — An empirical investigation in industrial markets49 cited
  • 1994Salesperson Failure: Definition, Determinants, and Outcomes43 cited
  • 1999

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

Sales managers: Marketing's best example of the peter principle?
40 cited
  • 1999Examining the antecedents of sales organization effectiveness: an Australian study39 cited
  • 1999Benchmarks of Successful Salesforce Performance39 cited
  • 1991Assessing the Relationships Among Performance Measures, Managerial Practices, and Satisfaction When Evaluating the Salesforce: A Replication and Extension38 cited
  • 2018The sales manager as a unit of analysis: a review and directions for future research37 cited
  • 1992Sales Coordination: An Exploratory Study36 cited