SZodixStudyAcademic Library

Dashboard Shelves Open access My library Inbox Notes Write Learn Alerts

More

Ask your library Notifications Quick cite Review

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

Do salesforce management systems actually drive salesperson intentions? · Study

ArticleShelves

ArticleDo salesforce management systems actually drive salesperson intentions?

Rhett T. Epler2023

Article2023

Do salesforce management systems actually drive salesperson intentions?

Rhett T. Epler · Laurianne Schmitt · David Mathis · Mark P. Leach · Bryan Hochstein

33 citations·0/0 files stored·Industrial Marketing Management

No readable copy stored yet — this record is metadata only.

No open-access location is known for this record yet.

Literature note Cite in a project Citation map

Accounting and Organizational Management Employee Performance and Motivation Corporate Governance and Management

Abstract

No abstract was published for this record.

Paper brief

Loading…

Cite this work

Citation unavailable for this work.

BibTeX RIS CSL-JSON

No public copy is stored for this record, so only the metadata is cited.

Citations in this library

Citation map →

Stored only when both papers are in the corpus — 33 citations exist upstream.

References

2000The "What" and "Why" of Goal Pursuits: Human Needs and the Self-Determination of Behavior 2000Intrinsic and Extrinsic Motivations: Classic Definitions and New Directions 2005Self‐determination theory and work motivation 1999A meta-analytic review of experiments examining the effects of extrinsic rewards on intrinsic motivation.1986Perceived organizational support.2020Intrinsic and extrinsic motivation from a self-determination theory perspective: Definitions, theory, practices, and future directions 1985The general causality orientations scale: Self-determination in personality 1993Toward a Theory of Organizational Creativity

Cited by

2023Charting the course: a framework for networking across the selling ecosystem 2025Designing Industry-Specific Modular Solutions Using Salesforce OmniStudio for Accelerated Digital Transformation

Related works

Explore the map →

Papers that cite the same references — the relational fallback while embeddings are still backfilling.

2018(Re) defining salesperson motivation: current status, main challenges, and research directionsarticle · 19 shared references 2014The influence of formal and informal sales controls on customer-directed selling behaviors and sales unit effectivenessarticle · 18 shared references 2022Synergies between salesperson orientations and sales force control: A person-organization fit perspective on adaptive selling behaviors and sales performancearticle · 18 shared references 2017The mediating effects of adaptive selling and commitment on the relationship between management control and sales performancearticle · 17 shared references 2012The Interactive Effects of Sales Force Controls on Salespeople Behaviors and Customer Outcomesarticle · 15 shared references 2020A multidimensional perspective of business-to-business sales success: A meta-analytic reviewarticle · 14 shared references

Details

Year2023

Typearticle

Published2023-06-06

VenueIndustrial Marketing Management

ISSN-L0019-8501

Languageen

Citations33

Files0 public / 0

ShelfAccounting and Organizational Management

Identifiers

doi10.1016/j.indmarman.2023.05.014

openalex_workW4379519798

Links

Imported from OpenAlex (CC0) — nothing here is generated.