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Articles (30)

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1-10 of 30 results for sales force behavior

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Select article: The Ambidextrous Sales Force: Aligning Salesperson Polychronicity and Selling Contexts for Sales-Service Behaviors and Customer Value

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Research article

First published 2020-2

The Ambidextrous Sales Force: Aligning Salesperson Polychronicity and Selling Contexts for Sales-Service Behaviors and Customer Value

Ryan Mullins, Raj Agnihotri, Zachary Hall

Journal of Service Research

Select article: The Role of Emotional Exhaustion in Sales Force Attitude and Behavior Relationships

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Other

First published 1999-01

The Role of Emotional Exhaustion in Sales Force Attitude and Behavior Relationships

Emin Babakus, David W. Cravens, Mark Johnston [...]

Journal of the Academy of Marketing Science

Select article: Learned Helplessness among Newly Hired Salespeople and the Influence of Leadership

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Research article

First published 2014-1

Learned Helplessness among Newly Hired Salespeople and the Influence of Leadership

Jeffrey P. Boichuk, Willy Bolander, Zachary R. Hall [...]

Journal of Marketing

Select article: Sales Force Job Attitudes,Design,and Behavior

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Research article

First published 1979-01

Sales Force Job Attitudes,Design,and Behavior

Charles M. Futrell

Journal of the Academy of Marketing Science

Select article: The Influence of the Market Orientation of the Firm on Sales Force Behavior and Attitudes

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Research article

First published 1994-2

The Influence of the Market Orientation of the Firm on Sales Force Behavior and Attitudes

Judy A. Siguaw, Gene Brown, Robert E. Widing

Journal of Marketing Research

Select article: Influence of sales force automation on salesperson performance: A study of interpersonal and intrapersonal mediators

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Research article

First published 2022-9

Influence of sales force automation on salesperson performance: A study of interpersonal and intrapersonal mediators

Romain Franck, Maud Dampérat

Recherche et Applications en Marketing (English Edition)

Select article: An Empirical Investigation of the Antecedents of Sales Force Control Systems

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Research article

First published 1999-7

An Empirical Investigation of the Antecedents of Sales Force Control Systems

Manfred Krafft

Journal of Marketing

Select article: Effects of Goal-Directed Emotions on Salesperson Volitions,Behavior,and Performance: A Longitudinal Study

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Research article

First published 1997-1

Effects of Goal-Directed Emotions on Salesperson Volitions,Behavior,and Performance: A Longitudinal Study

Steven P. Brown, William L. Cron, John W. Slocum

Journal of Marketing

Select article: Successful and Unsuccessful Sales Calls: Measuring Salesperson Attributions and Behavioral Intentions

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Research article

First published 2001-7

Successful and Unsuccessful Sales Calls: Measuring Salesperson Attributions and Behavioral Intentions

Andrea L. Dixon, Rosann L. Spiro, Maqbul Jamil

Journal of Marketing

Select article: A Framework for Developing Customer Orientation in Ticket Sales Organizations

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Research article

First published 2011-6

A Framework for Developing Customer Orientation in Ticket Sales Organizations

J. Garry Smith, Donald P. Roy

Sport Marketing Quarterly

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