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Research article

First published 2013-12

Effects of Service Quality and Salesperson Characteristics on Consumer Trust and Relationship Commitment: An Empirical Study on Insurance Buyers in India

Tapan K. Panda

Vision: The Journal of Business Perspective

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Research article

First published 2019-5

Investigating Salesperson Performance Factors: A Systematic Review of the Literature on the Characteristics of Effective Salespersons

Halimin Herjanto, Drew Franklin

Australasian Marketing Journal

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Research article

First published 1998-6

Salespersons' Weight and Ratings of Characteristics Related to Effectiveness of Selling

James E. Zemanek, Roger P. McIntyre, Alicia Zemanek

Psychological Reports

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Research article

First published 2012-05

Trust and Information Sharing in Supply Chains

Neda Ebrahim‐Khanjari, Wallace Hopp, Seyed M. R. Iravani

Production and Operations Management

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Research article

First published 1982-9

The Job Characteristics of Industrial Salespersons: Relationship to Motivation and Satisfaction

Richard C. Becherer, Fred W. Morgan, Lawrence M. Richard

Journal of Marketing

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Research article

First published 1991-01

Personal Characteristics and Salesperson's Justifications as Moderators of Supervisory Discipline in Cases Involving Unethical Salesforce Behavior

Joseph A. Bellizzi, D. Wayne Norvell, Joseph A. Bellizzi [...]

Journal of the Academy of Marketing Science

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Research article

First published 2017-7

Salesperson Solution Involvement and Sales Performance: The Contingent Role of Supplier Firm and Customer–Supplier Relationship Characteristics

Nikolaos G. Panagopoulos, Adam A. Rapp, Jessica L. Ogilvie

Journal of Marketing

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Research article

First published 2018-5

Unpacking the Relationship between Sales Control and Salesperson Performance: A Regulatory Fit Perspective

Constantine S. Katsikeas, Seigyoung Auh, Stavroula Spyropoulou [...]

Journal of Marketing

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Research article

First published 1981-5

An Empirical Test of Models of Salespersons’ Job Expectancy and Instrumentality Perceptions

R. Kenneth Teas

Journal of Marketing Research

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Research article

First published 2005-6

Guanxi,Trust,and Long-Term Orientation in Chinese Business Markets

Don Y. Lee, Philip L. Dawes

Journal of International Marketing

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