Citation map · Study

SZodixStudyAcademic Library

Shelves Open access

Study · an open academic library·Metadata from OpenAlex (CC0)·Shelves·OpenAlex metadata, de-duplicated

Industrial salespeople as a source of market information

6 references·5 citing·42 second hop

FromToDepth

this work references cited by second hop

References

1978Relationship between Salesperson Performance and Understanding of Customer Decision Making347 cited
1986Smarter versus Harder: An Exploratory Attributional Analysis of Salespeople's Motivation313 cited
1979Delegating Pricing Authority to the Sales Force: The Effects on Sales and Profit Performance126 cited
1970Sales Force Management82 cited
1964Horizontal Information Flow: An Exploratory Study33 cited
1987New selling methods are changing industrial sales management31 cited

Cited by

2009Outsourcing the sales process: Hiring a mercenary sales force32 cited
2013Delusive perception—antecedents and consequences of salespeople’s misperception of customer commitment31 cited
1993Attributes and Behaviors of Salespeople Preferred by Buyers: High Socializing vs. Low Socializing Industrial Buyers26 cited
1993Managing the Industrial Sales Force of the 1990s20 cited
2018Aligning sales and operations management: an agenda for inquiry18 cited

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