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Sales force performance and turnover
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Sales force performance and turnover (1973)Sales force performance and turnoverThe present and future of the B2B sales profession (2023)The present and future of the…A Multidimensional Analysis of Preferences for Sales Positions (2013)A Multidimensional Analysis o…Business manoeuvring: a model of B2B selling processes (2011)Business manoeuvring: a model…The Impact of Time Congruity on Salesperson’s Role Stress: A Person–Job Fit Approach (2010)The Impact of Time Congruity …Do consulting‐oriented sales management programs impact salesforce performance and profit? (2006)Do consulting‐oriented sales …A Conceptual Scheme and Procedure for Classifying Sales Positions (1998)A Conceptual Scheme and Proce…The roles of outside and inside sales representatives (1991)The roles of outside and insi…Ten key activities of industrial salespeople (1986)Ten key activities of industr…Matching salesmen to the selling job (1986)Matching salesmen to the sell…Motivational Segments in the Sales Force (1982)Motivational Segments in the …The Discovery of Grounded Theory; Strategies for Qualitative Research (1968)The Discovery of Grounded Theory: Strategies for Qualitative Research. (1968)Relationship Quality in Services Selling: An Interpersonal Influence Perspective (1990)Organizational Climate and Job Satisfaction in the Salesforce (1976)Research for Marketing Decisions (1978)Salesforce Performance and Satisfaction as a Function of Individual Difference, Interpersonal, and Situational Factors (1978)Organizational Transitions: Managing Complex Change (1977)Strategies for Planned Change. (1978)Assessing Measurement Error in Key Informant Reports: A Methodological Note on Organizational Analysis in Marketing (1981)Inside sales social media use and its strategic implications for salesperson-customer digital engagement and performance (2021)Does the type of sales position matter? A multi-group analysis of inside vs outside sales (2022)The effect of inside sales and hybrid sales structures on customer value creation (2022)Asset Stock Accumulation and Sustainability of Competitive Advantage (1989)Market Orientation: The Construct, Research Propositions, and Managerial Implications (1990)The Effect of a Market Orientation on Business Profitability (1990)Boom imobiliário e treinamento de corretores de imóveis no Brasil: um estudo de caso de uma empresa líder do setor (2009)Praise sales personnel for talent or effort? Person versus process-focused feedback, goal orientation and performance (2017)Managers’ listening skills, feedback skills and ability to deal with interference: A subordinate perspective (2018)Identifying Successful Industrial Salesmen by Personality and Personal Characteristics (1977)Marketing Research: Methodological Foundations (1977)Managerial Attitudes and Performance. (1968)Motivation and Performance in Industrial Selling: Present Knowledge and Needed Research (1977)The Social Psychology of Organizations. (1979)Sources of Conflict between Work and Family Roles (1985)THE IMPACT OF HUMAN RESOURCE MANAGEMENT PRACTICES ON TURNOVER, PRODUCTIVITY, AND CORPORATE FINANCIAL PERFORMANCE. (1995)The divergent effects of organizational identification on salesperson and customer outcomes in a friend-selling context (2019)The dark side of sales technologies: how technostress affects sales professionals (2020)Linking person–job fit and intrinsic motivation to salespeople’s service innovative behavior (2023)Knowledge, Motivation, and Adaptive Behavior: A Framework for Improving Selling Effectiveness (1986)Determinants of Long-Term Orientation in Buyer-Seller Relationships (1994)Reframing Salesforce Compensation Systems: An Agency Theory-Based Performance Management Perspective (1999)Principles of Numerical Taxonomy (2013)THE ANALYSIS OF PERSONAL PREFERENCES (1960)The Method of Paired Comparisons. (1964)Paul E. Green and Donald S. Tull: Research for Marketing Decisions . Prentice-Hall, Inc., Englewood Cliffs, N. ,J. 1966. (1967)Selling & Sales Management in Action: The Importance of Various Motivational Factors to College Students Interested in Sales Positions (1990)The Appeal of Personal Selling as a Career: A Decade Later (1993)An Investigation of African-American Perceptions of Sales Careers (2000)Mapping authors in intellectual space: A technical overview (1990)A Pragmatic View of Thematic Analysis (1995)A step-by-step approach to using the SAS system for factor analysis and structural equation modeling (1995)
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  • 2023The present and future of the B2B sales profession50 cited
  • 1998A Conceptual Scheme and Procedure for Classifying Sales Positions35 cited
  • 2010The Impact of Time Congruity on Salesperson’s Role Stress: A Person–Job Fit Approach32 cited
  • 2006Do consulting‐oriented sales management programs impact salesforce performance and profit?30 cited
  • 2011Business manoeuvring: a model of B2B selling processes23 cited
  • 2013A Multidimensional Analysis of Preferences for Sales Positions22 cited
  • 1986Ten key activities of industrial salespeople20 cited
  • 1986Matching salesmen to the selling job19 cited
  • 1982Motivational Segments in the Sales Force17 cited
  • 1991The roles of outside and inside sales representatives15 cited

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