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Research article

First published 2006-04

Driving Organizational Citizenship Behaviors and Salesperson In-Role Behavior Performance: The Role of Management Control and Perceived Organizational Support

Nigel F. Piercy, David W. Cravens, Nikala Lane [...]

Journal of the Academy of Marketing Science

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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)

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Research article

First published 1993-06

Relationships among Measures of Retail Salesperson Performance

Michael Levy, Arun Sharma

Journal of the Academy of Marketing Science

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Research article

First published 2000-04

An Integrated Model of Sales Managers’ Communication Practices

Mark C. Johlke, Dale F. Duhan, Roy D. Howell [...]

Journal of the Academy of Marketing Science

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Research article

First published 2004-9

Consequences of Sales Management's Behavior- and Compensation-Based Control Strategies in Developing Countries

Nigel F. Piercy, George S. Low, David W. Cravens

Journal of International Marketing

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Research article

First published 2014-11

Managing Customer and Organizational Complexity in Sales Organizations

Christian Schmitz, Shankar Ganesan

Journal of Marketing

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Research article

First published 2018-1

Relationship Between Job Orientation and Performance of Sales People: A Financial Services Industry Perspective

Jose Varghese, Manoj Edward

IIM Kozhikode Society & Management Review

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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

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Research article

First published 2025-1

Sales Performance Rankings: Examining the Impact of the Type of Information Displayed on Sales Force Outcomes

Molly Ahearne, Mohsen Pourmasoudi, Yashar Atefi [...]

Journal of Marketing

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Research article

First published 2010-8

Managing Sales Force Product Perceptions and Control Systemsinthe Success of New Product Introductions

Michael Ahearne, Adam Rapp, Douglas E. Hughes [...]

Journal of Marketing Research

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