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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 2021-11

Emotional Calibration and Salesperson Performance

Blair Kidwell, Jonathan Hasford, Broderick Turner [...]

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 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 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 2016-8

South Korean Salespersons’ Calling,Job Performance,and Organizational Citizenship Behavior

Jiyoung Park, Young Woo Sohn, Yoo Jin Ha

Journal of Career Assessment

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Research article

First published 1990-12

Apprehension about Communication and Salespersons' Performance

Leyland E Pitt, B. Ramaseshan

Psychological Reports

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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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Research article

First published 1986-03

A Path-Analytic Study of a Model of Salesperson Performance

Alan J. Dubinsky, Steven W. Hartley

Journal of the Academy of Marketing Science

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Research article

First published 1989-6

Therapeutic Assessment of Salespersons' Empathy and Sales Performance

Charles E. Pettijohn, Lyndon E. Dawson, Barlow Soper

Psychological Reports

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