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Selling Teams: A Conceptual Framework and Research Agenda
11 references·16 citing·46 second hop
Selling Teams: A Conceptual Framework and Research Agenda (1994)Selling Teams: A Conceptual Framework and…Tracing Emergent Processes in Marketing Strategy Formation (1988)Tracing Emergent Processes in…Perspectives on Behavior-Based versus Outcome-Based Salesforce Control Systems (1987)Perspectives on Behavior-Base…Salesforce Compensation Plans in Environments with Asymmetric Information (1986)Salesforce Compensation Plans…The Determinants of Salesperson Performance: A Meta-Analysis (1985)The Determinants of Salespers…Salesforce Compensation Plans: An Agency Theoretic Perspective (1985)Salesforce Compensation Plans…Case Research in Marketing: Opportunities, Problems, and a Process (1985)Case Research in Marketing: O…Support systems for national account management programs : promises made, promises kept (1984)Support systems for national …Measuring the performance of industrial salespersons (1982)Measuring the performance of …The Buying Center: Structure and Interaction Patterns (1981)The Buying Center: Structure …The Buying Center: Structure and Interaction Patterns (1981)The Buying Center: Structure …Industrial buying and creative marketing (1967)Industrial buying and creativ…Increasing resilience by creating an adaptive salesforce (2020)Increasing resilience by crea…A bibliometric analysis of extended key account management literature (2019)A bibliometric analysis of ex…Salespeople as knowledge brokers: a review and critique of the challenger sales model (2014)Salespeople as knowledge brok…Group influences of selling teams on industrial salespeople’s cross-selling behavior (2012)Group influences of selling t…Customer knowledge creation capability and performance in sales teams (2012)Customer knowledge creation c…The Role of Consensus in Sales Team Performance (2010)The Role of Consensus in Sale…The embedded sales force: Connecting buying and selling organizations (2010)The embedded sales force: Con…Managing sales teams in a virtual environment (2010)Managing sales teams in a vir…Enhancing Customer-Needs–Driven CRM Strategies: Core Selling Teams, Knowledge Management Competence, and Relationship Marketing Competence (2005)Enhancing Customer-Needs–Driv…CRM in Sales-Intensive Organizations: A Review and Future Directions (2005)CRM in Sales-Intensive Organi…Future Themes in Sales and Sales Management: Complexity, Collaboration, and Accountability (2004)Future Themes in Sales and Sa…Drivers of Team Performance: What Do We Know and What Have We Still To Learn? (2004)Drivers of Team Performance: …Organizational variables, sales force perceptions of readiness for change, learning, and performance among boundary-spanning teams: A conceptual framework and propositions for research (2003)Organizational variables, sal…Hiring for success at the buyer–seller interface (2003)Hiring for success at the buy…Toward a Theory of Business Buyer-Seller Similarity (2001)Toward a Theory of Business B…Empowered Selling Teams: How Shared Leadership Can Contribute to Selling Team Outcomes (1999)Empowered Selling Teams: How …Essentials of Psychological Testing (1960)A Paradigm for Developing Better Measures of Marketing Constructs (1979)The Impact of Organizational Citizenship Behavior on Evaluations of Salesperson Performance (1993)The use of expert judges in scale development (2003)Drivers of sales performance: a contemporary meta-analysis. Have salespeople become knowledge brokers? (2010)The Handbook of Social Psychology (1969)Organization Structure and Strategies of Control: A Replication of the Aston Study (1972)Socially Responsible Organizational Buying: Environmental Concern as a Noneconomic Buying Criterion (1994)Vendor Consideration and Switching Behavior for Buyers in High-Technology Markets (1995)Modeling the Determinants of Customer Satisfaction for Business-to-Business Professional Services (1996)Interaction Process Analysis (2010)Developing Buyer-Seller Relationships (1987)Leadership and Performance beyond Expectations (1987)The Commitment-Trust Theory of Relationship Marketing (1994)Shared Leadership in Work Teams: A Social Network Approach (2003)Antecedents of shared leadership: empowering leadership and interdependence (2015)Empirical analysis of shared leadership promotion and team creativity: An adaptive leadership perspective (2020)A Behavioral Theory of the Firm (1964)A Garbage Can Model of Organizational Choice (1972)Research in Organizational Behavior (1984)Research notes and communications strategic process effects on consensus (1989)The Effects of R&D Team Co-location on Communication Patterns among R&D, Marketing, and Manufacturing (1998)Intraorganizational Determinants of Key Account Management Effectiveness (2003)Experimental and Quasi-Experimental Designs for Research (1963)The Interpretation of Cultures (1974)Information Privacy: Measuring Individuals’ Concerns About Organizational Practices1 (1996)Focus Groups as Qualitative Research (1997)Theorising from case studies: Towards a pluralist future for international business research (2010)The Interpretation of Cultures (2017)Intrinsic Motivation and Self-Determination in Human Behavior (1985)The Economic Institutions of Capitalism (1987)Intrinsic Motivation and Self-Determination in Human Behavior (1988)Relationship Quality in Services Selling: An Interpersonal Influence Perspective (1990)Interorganizational Governance in Marketing Channels (1994)An Examination of the Nature of Trust in Buyer-Seller Relationships (1997)Antecedents and consequences of trust and satisfaction in buyer‐seller relationships (1998)A review of methods supporting supplier selection (2001)Agency Relationships in Marketing: A Review of the Implications and Applications of Agency and Related Theories (1992)Integrating R&D and Marketing: A Review and Analysis of the Literature (1996)The Management of Customer-Contact Service Employees: An Empirical Investigation (1996)Learning Orientation, Working Smart, and Effective Selling (1994)Transformational and Transactional Leadership and Salesperson Performance (2001)The Essential Guide to Effect Sizes (2010)Interorganizational relationships and networks (2003)The effect of market orientation on buyer–seller relationship satisfaction (2003)Customer-to-Customer Interactions: Broadening the Scope of Word of Mouth Research (2010)
this work references cited by second hop

References

  • 1985Case Research in Marketing: Opportunities, Problems, and a Process1,557 cited
  • 1987Perspectives on Behavior-Based versus Outcome-Based Salesforce Control Systems1,197 cited
  • 1985The Determinants of Salesperson Performance: A Meta-Analysis1,187 cited
  • 1967Industrial buying and creative marketing994 cited
  • 1982Measuring the performance of industrial salespersons646 cited
  • 1985Salesforce Compensation Plans: An Agency Theoretic Perspective583 cited
  • 1981The Buying Center: Structure and Interaction Patterns443 cited
  • 1981The Buying Center: Structure and Interaction Patterns210 cited
  • 1988Tracing Emergent Processes in Marketing Strategy Formation208 cited
  • 1986Salesforce Compensation Plans in Environments with Asymmetric Information174 cited
  • 1984Support systems for national account management programs : promises made, promises kept32 cited

Cited by

  • 1999Empowered Selling Teams: How Shared Leadership Can Contribute to Selling Team Outcomes182 cited
  • 2020Increasing resilience by creating an adaptive salesforce140 cited
  • 2005Enhancing Customer-Needs–Driven CRM Strategies: Core Selling Teams, Knowledge Management Competence, and Relationship Marketing Competence126 cited

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

2012
Customer knowledge creation capability and performance in sales teams
121 cited
  • 2010The Role of Consensus in Sales Team Performance119 cited
  • 2014Salespeople as knowledge brokers: a review and critique of the challenger sales model109 cited
  • 2001Toward a Theory of Business Buyer-Seller Similarity109 cited
  • 2005CRM in Sales-Intensive Organizations: A Review and Future Directions102 cited
  • 2010The embedded sales force: Connecting buying and selling organizations94 cited
  • 2003Hiring for success at the buyer–seller interface93 cited
  • 2010Managing sales teams in a virtual environment86 cited
  • 2012Group influences of selling teams on industrial salespeople’s cross-selling behavior85 cited
  • 2019A bibliometric analysis of extended key account management literature84 cited
  • 2004Future Themes in Sales and Sales Management: Complexity, Collaboration, and Accountability83 cited
  • 2003Organizational variables, sales force perceptions of readiness for change, learning, and performance among boundary-spanning teams: A conceptual framework and propositions for research83 cited
  • 2004Drivers of Team Performance: What Do We Know and What Have We Still To Learn?69 cited