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Articles (13)

Journals (0)

1-10 of 13 results for salesperson influence strategies

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Select article: Salesperson Influence on Product Development: Insights from a Study of Small Manufacturing Organizations

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Research article

First published 2010-1

Salesperson Influence on Product Development: Insights from a Study of Small Manufacturing Organizations

Ashwin W. Joshi

Journal of Marketing

Select article: Susceptibility to Salespersons' Influence and Consumers' Shopping Orientations

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Research article

First published 1995-6

Susceptibility to Salespersons' Influence and Consumers' Shopping Orientations

Brent G. Goff, David L. Walters

Psychological Reports

Select article: Relationship between Salesperson Performance and Understanding of Customer Decision Making

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Research article

First published 1978-11

Relationship between Salesperson Performance and Understanding of Customer Decision Making

Barton A. Weitz

Journal of Marketing Research

Select article: Why Do Salespeople Quit? An Empirical Examination of Own and Peer Effects on Salesperson Turnover Behavior

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Research article

First published 2017-6

Why Do Salespeople Quit? An Empirical Examination of Own and Peer Effects on Salesperson Turnover Behavior

Sarang Sunder, V. Kumar, Ashley Goreczny [...]

Journal of Marketing Research

Select article: Selling Strategies: The Effects of Suggesting a Decision Structure to Novice and Expert Buyers

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Research article

First published 2001-07

Selling Strategies: The Effects of Suggesting a Decision Structure to Novice and Expert Buyers

Judy A. Wagner, Noreen M. Klein, Janet E. Keith

Journal of the Academy of Marketing Science

Select article: An Empirical Test of the Consequences of Behavior-and Outcome-Based Sales Control Systems

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Research article

First published 1994-10

An Empirical Test of the Consequences of Behavior-and Outcome-Based Sales Control Systems

Richard L. Oliver, Erin Anderson

Journal of Marketing

Select article: Salespeople’s performance and digital technologies in real estate: Evidence from the Portuguese retail real estate sector

Open access

Research article

First published 2023-10

Salespeople’s performance and digital technologies in real estate: Evidence from the Portuguese retail real estate sector

Pedro Mendonça Silva, José Freitas Santos, Victor Ferreira Moutinho

Journal of General Management

Select article: Are Sales Successful Due to Salespeople Expertise and Adaptability? Gender and Age Dynamics in Investment Banking

Open access

Research article

First published 2025-1

Are Sales Successful Due to Salespeople Expertise and Adaptability? Gender and Age Dynamics in Investment Banking

Leslier Valenzuela-Fernández, Francisco Villegas Pinuer

Sage Open

Select article: Relationship between Optimism and Coping Strategies in the Work Environment

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Research article

First published 1992-12

Relationship between Optimism and Coping Strategies in the Work Environment

David Strutton, James Lumpkin

Psychological Reports

Select article: The Importance of Starting Right: The Influence of Accurate Intuition on Performance in Salesperson–Customer Interactions

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Research article

First published 2015-5

The Importance of Starting Right: The Influence of Accurate Intuition on Performance in Salesperson–Customer Interactions

Zachary R. Hall, Michael Ahearne, Harish Sujan

Journal of Marketing

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