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Management of the personal selling function
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Management of the personal selling function (1971)Management of the personal selling functi…Linking Market Share Strategies to Salesforce Objectives, Activities, and Compensation Policies (2013)Linking Market Share Strategi…A Conceptual Scheme and Procedure for Classifying Sales Positions (1998)A Conceptual Scheme and Proce…Ethical and Legal Foundations of Relational Marketing Exchanges (1993)Ethical and Legal Foundations…The salesman's job in competitive bidding situations (1987)The salesman's job in competi…Salesmen-Customer Interaction: An Experimental Approach (1978)Salesmen-Customer Interaction…Strategy formulation : analytical concepts (1978)Business Unit Strategy, Managerial Characteristics, and Business Unit Effectiveness at Strategy Implementation (1984)Strategy and Structure: (1986)The Implementation of Business Strategies: Implications for the Sales Function (1992)Selecting Appropriate Sales Quota Plan Structures and Quota-Setting Procedures (1997)Sales Management Performance Evaluation: A Residual Income Perspective* (2013)Industrial buying and creative marketing (1967)Organizational Buying Behavior (1973)Motivation and Performance in Industrial Selling: Present Knowledge and Needed Research (1977)Le marketing de projets: de la réaction à l'anticipation (1992)Selling as a Dyadic Relationship – A New Approach (1963)The Poor Pay More. (1964)Dimensions of Marital Roles in Consumer Decision Making (1970)Markets and Hierarchies: Analysis and Antitrust Implications. (1976)The Economic Institutions of Capitalism (1986)The Economic Institutions of Capitalism (1987)The Structure of Commitment in Exchange (1995)Consumer Trust, Value, and Loyalty in Relational Exchanges (2002)Determinants of consumer engagement in electronic word-of-mouth (eWOM) in social networking sites (2011)The Determinants of Salesperson Performance: A Meta-Analysis (1985)Determinants of Long-Term Orientation in Buyer-Seller Relationships (1994)Reframing Salesforce Compensation Systems: An Agency Theory-Based Performance Management Perspective (1999)Do consulting‐oriented sales management programs impact salesforce performance and profit? (2006)The Impact of Time Congruity on Salesperson’s Role Stress: A Person–Job Fit Approach (2010)Principles of Numerical Taxonomy (2013)
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  • 1993Ethical and Legal Foundations of Relational Marketing Exchanges827 cited
  • 1998A Conceptual Scheme and Procedure for Classifying Sales Positions35 cited
  • 2013Linking Market Share Strategies to Salesforce Objectives, Activities, and Compensation Policies14 cited
  • 1987The salesman's job in competitive bidding situations13 cited
  • 1978Salesmen-Customer Interaction: An Experimental Approach7 cited

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