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Sales Force Management
3 references·16 citing·52 second hop
Sales Force Management (2011)Sales Force ManagementDiffusion of Innovations 1 (2019)Diffusion of Innovations 1Basic Marketing: A Managerial Approach (1978)Basic Marketing: A Managerial…The Concept of the Marketing Mix (1964)The Concept of the Marketing …Neuroselling: applying neuroscience to selling for a new business perspective. An analysis on teleshopping advertising (2023)Neuroselling: applying neuros…B to B Sellers’ Skill Level in Sales Performance – Frameworks and Findings (2021)B to B Sellers’ Skill Level i…Service leadership for adaptive selling and effective customer service teams (2015)Service leadership for adapti…Key account relationships: An exploratory inquiry of customer-based evaluations (2013)Key account relationships: An…When Intelligence is (Dys)Functional for Achieving Sales Performance (2008)When Intelligence is (Dys)Fun…Transforming sales organizations through appreciative inquiry (2005)Transforming sales organizati…Export Market Expansion Strategies of Direct-Selling Small and Medium-Sized Firms: Implications for Export Sales Management Activities (2005)Export Market Expansion Strat…Salesperson and Sales Manager Perceptions of Salesperson Job Characteristics and Job Outcomes: A Perceptual Congruence Approach (2002)Salesperson and Sales Manager…A situational analysis on how salespeople experience and cope with shame and embarrassment (2002)A situational analysis on how…The Moderating Effect of Managerial Sales Orientations on Salespersons’ Role Stress-Job Satisfaction Relationships (1999)The Moderating Effect of Mana…Organizational Citizenship Behaviors and Sales Unit Effectiveness (1994)Organizational Citizenship Be…Boundary Role Ambiguity: Facets, Determinants, and Impacts (1993)Boundary Role Ambiguity: Face…Steuerung von Verkaufsaußendienstmitarbeitern mit Hilfe von Umsatzvorgaben (1988)Steuerung von Verkaufsaußendi…Territory Sales Response Models: Stability over Time (1987)Territory Sales Response Mode…The Determinants of Salesperson Performance: A Meta-Analysis (1985)The Determinants of Salespers…A Management-Oriented Model for Allocating Sales Effort (1977)A Management-Oriented Model f…Social Theory and Social Structure (1958)What Is "New" about a New Product? 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References

  • 2019Diffusion of Innovations 137,557 cited
  • 1978Basic Marketing: A Managerial Approach1,663 cited
  • 1964The Concept of the Marketing Mix961 cited

Cited by

  • 1985The Determinants of Salesperson Performance: A Meta-Analysis1,401 cited
  • 1994Organizational Citizenship Behaviors and Sales Unit Effectiveness1,108 cited
  • 1993Boundary Role Ambiguity: Facets, Determinants, and Impacts378 cited
  • 2002A situational analysis on how salespeople experience and cope with shame and embarrassment91 cited
  • 2005Export Market Expansion Strategies of Direct-Selling Small and Medium-Sized Firms: Implications for Export Sales Management Activities48 cited
  • 1987Territory Sales Response Models: Stability over Time48 cited
  • 2015Service leadership for adaptive selling and effective customer service teams46 cited
  • 2013Key account relationships: An exploratory inquiry of customer-based evaluations43 cited
  • 2008When Intelligence is (Dys)Functional for Achieving Sales Performance41 cited
  • 1977A Management-Oriented Model for Allocating Sales Effort41 cited
  • 2002Salesperson and Sales Manager Perceptions of Salesperson Job Characteristics and Job Outcomes: A Perceptual Congruence Approach26 cited

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2005
Transforming sales organizations through appreciative inquiry
21 cited
  • 2021B to B Sellers’ Skill Level in Sales Performance – Frameworks and Findings20 cited
  • 1999The Moderating Effect of Managerial Sales Orientations on Salespersons’ Role Stress-Job Satisfaction Relationships19 cited
  • 2023Neuroselling: applying neuroscience to selling for a new business perspective. An analysis on teleshopping advertising16 cited
  • 1988Steuerung von Verkaufsaußendienstmitarbeitern mit Hilfe von Umsatzvorgaben11 cited