Výsledky vyhľadávania - "SALES personnel"

Customer demandingness and salesperson's performance: a meta-analytic examination.

Autori: Jaramillo, Fernando Hossain, Khondoker Itani, Omar S.

Zdroj: Journal of Personal Selling & Sales Management. Dec2025, Vol. 45 Issue 4, p383-397. 15p.

Predmety: *JOB performance, *SALES personnel, *JOB involvement, *CONSUMER research, *CONSUMER behavior, AGGREGATION (Statistics), SUBJECTIVE stress

There is more to sales than selling: a literature review of the roles of sales in new product development.

Autori: Diephuis, Arend-jan Hillebrand, Bas Robben, Henry

Zdroj: Journal of Personal Selling & Sales Management. Dec2025, Vol. 45 Issue 4, p427-445. 19p.

Predmety: *NEW product development, *SALES personnel, *CUSTOMER relations, *MARKETING research, *PRODUCT life cycle

A systematic review of salesperson social identities and identification at work.

Autori: Tanner, Emily C. Schroeder, Curtis S. Flaherty, Karen

Zdroj: Journal of Personal Selling & Sales Management. Dec2025, Vol. 45 Issue 4, p398-426. 29p.

Predmety: *SALES personnel, *QUALITATIVE research, *PROFESSIONS, *ORGANIZATIONAL behavior, GROUP identity, SOCIAL belonging, SOCIAL groups

Can micromanagement be beneficial for adaptive selling? Role of salesperson creativity and managerial micromanagement during disruption.

Autori: Kumar, Binay Gupta, Aditya Agarwal, Ravi

Zdroj: Journal of Personal Selling & Sales Management. Sep2025, Vol. 45 Issue 3, p277-293. 17p.

Predmety: *CHAOS theory, *SALES personnel, *ORGANIZATIONAL behavior, *SUPERVISION, *INDUSTRIAL marketing, *CUSTOMER relations

Multi-Segment and Single-Segment Sales Contests: Evidence of Their Effectiveness and the Underlying Mechanisms.

Autori: Bommaraju, Raghu Arunachalam, S. Hohenberg, Sebastian

Zdroj: Journal of Marketing Research (JMR). Jun2025, Vol. 62 Issue 3, p447-465. 19p.

Predmety: *SALES contests, *SALES personnel, *RETAIL clerks, *COMPETITION in the retail industry, *AGENCY theory, *EXPECTANCY theories, *GOAL setting in personnel management, GOAL (Psychology), SELF-determination theory

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

Autori: Ahearne, Molly Pourmasoudi, Mohsen Atefi, Yashar a ďalší

Zdroj: Journal of Marketing. Jan2025, Vol. 89 Issue 1, p94-116. 23p.

Predmety: *SALES personnel, *JOB performance, *SALES force management, *LABOR turnover, *SALES quotas, SOCIAL comparison

How Salespeople Game the System.

Autori: Gardner, Timothy M. Wong, Colin Butler, Rick

Zdroj: Harvard Business Review. Mar/Apr2025, Vol. 103 Issue 2, p110-117. 8p. 2 Color Photographs, 1 Diagram.

Predmety: *SALES personnel, *EMPLOYEE misconduct, *SALES incentive programs, *SALES commissions, *REPUTATIONAL risk, *RISK management in business

Salespeople Moral Disengagement and Duty Orientation: Examining the Influence of Peers' Unethical Behavior and Customer Incivility.

Autori: Gupta, Bindu Dhoopar, Aastha Singh, Rakesh a ďalší

Zdroj: Journal of Business Ethics. Dec2025, Vol. 202 Issue 3, p631-646. 16p.

Predmety: *SALES personnel, *BUSINESS ethics, *CONSUMER behavior, *INDUSTRIAL relations, MORAL disengagement, OFFENSIVE behavior, COMMITMENT (Psychology)

Selling radical innovations.

Autori: Schmitz, Bianca Schmalstieg, Julian Plötner, Olaf a ďalší

Zdroj: Industrial Marketing Management. Oct2025, Vol. 130, p74-91. 18p.

Predmety: *SALES personnel, *EXPERTISE, *EXPECTATION (Psychology), DISRUPTIVE innovations, ADAPTABILITY (Personality), HUMILIATION

Salespeople Motivation: A TCCM-Based Review and Future Research Agenda.

Autori: Sonavane, Abhishek Vilas Behera, Chandan Kumar

Zdroj: Journal of Business-to-Business Marketing. Nov2025, p1-34. 34p. 3 Illustrations.

Predmety: *SALES personnel, *SCHOLARLY peer review, *ORGANIZATIONAL effectiveness, MOTIVATION (Psychology), THEORISTS, THEMATIC analysis, SUCCESS

Group or Individual Sales Incentives? What Is Best for Brand-Managed Retail Sales Operations?

Autori: Zhang, Wenshu Li, Jia Balachander, Subramanian

Zdroj: Journal of Marketing. Nov2024, Vol. 88 Issue 6, p103-120. 18p.

Predmety: *SALES personnel, *LABOR incentives, *PRODUCT management, *AGENCY theory, MOTIVATION (Psychology)

Understanding sales representatives' unreliable lead management efforts: contingent impacts of sales managers' goal and process control behaviors.

Autori: Altenscheidt, Jan Ernst, Sophie-Charlotte Schmitz, Christian

Zdroj: Journal of Personal Selling & Sales Management. Dec2024, Vol. 44 Issue 4, p441-459. 19p.

Predmety: *SALES personnel, *QUANTITATIVE research, *LEADERSHIP, CROSS-sectional method, RESPONSIBILITY

Reclaiming the contingent nature of the determinants of salesperson performance: an extended meta-analysis.

Autori: Kerr, Peter D. Marcos-Cuevas, Javier

Zdroj: Journal of Personal Selling & Sales Management. Dec2024, Vol. 44 Issue 4, p414-431. 18p.

Predmety: *SALES personnel, *PROFESSIONAL employees, OPERATIONAL definitions, MEASUREMENT

Sales force financial compensation – a review and synthesis of the literature.

Autori: Bowen, Melanie Haas, Alexander Hofmann, Isabel

Zdroj: Journal of Personal Selling & Sales Management. Dec2024, Vol. 44 Issue 4, p374-397. 24p.

Predmety: *PAY for performance, *SALES personnel, GENERALIZATION, MOTIVATION (Psychology), LITERATURE

Sales Teams, Don't Undervalue Face Time with Customers.

Autori: Sinha, Prabhakant Shastri, Arun Lorimer, Sally

Zdroj: Harvard Business Review Digital Articles. 10/22/2025, p1-7. 7p.

Predmety: *TEAMS in the workplace, *SALES personnel, *BUSINESS-to-business transactions, *ORGANIZATIONAL goals, *COVID-19 pandemic

20 SALES REPS TO WATCH: Taking notice of some of the incredible sales reps in our industry that go above and beyond for their clients.

Autori: ERD, AMANDA

Zdroj: Gifts & Decorative Accessories. Nov2025, Vol. 126 Issue 10, p29-36. 8p.

Predmety: *SALES personnel, *GIFTWARE industry, *CUSTOMER loyalty, *OCCUPATIONAL achievement, ACHIEVEMENT, AWARD winners, HUMAN behavior

Holistic Selling: An Emerging Paradigm in B2B Markets.

Autori: Kalwey, Tim Krafft, Manfred Lim, Yeji a ďalší

Zdroj: Journal of Marketing; Nov2025, Vol. 89 Issue 6, p77-99, 23p

Predmety: BUSINESS-to-business transactions, SALES management, SALES personnel, SALES executives, CUSTOMER relations, DIGITAL technology, CORPORATE purchasing, DECISION making in business

'I guess that's it - pencils, tablet, crayons, flashlight batteries ...'

Autori: Mauldin, Bill

Predmet: Sales personnel, depicted., Boys, depicted., Students, depicted., Economic history History 20th century., Inflation (Finance) History 20th century., Recessions History 20th century. United States, Political cartoons History 20th century., Vendeurs., Garçons., Histoire économique Histoire 20e siècle., Inflation Histoire 20e siècle., Récessions Histoire 20e siècle. États-Unis, Caricature politique Histoire 20e siècle., Boys., Economic history., Inflation (Finance), Political cartoons., Recessions., Sales personnel., Students., United States History Economic conditions., United States Caricatures and cartoons. History, États-Unis Histoire Conditions économiques., États-Unis Caricatures et dessins humoristiques. Histoire, United States.

Témy: Caricatures and cartoons., History., Political cartoons 1970-1980., Ink drawing 1970-1980.

URL: http://worldcat.org/oclc/1105645731/viewonline

'How about being polite to customers? We've tried everything else.'

Autori: Mauldin, Bill

Predmet: Men, depicted., Sales personnel, depicted., Cash registers, depicted., Economic history History 20th century., Inflation (Finance) History 20th century., Recessions History 20th century. United States, Political cartoons History 20th century., Men, Hommes., Vendeurs., Caisses enregistreuses., Histoire économique Histoire 20e siècle., Inflation Histoire 20e siècle., Récessions Histoire 20e siècle. États-Unis, Caricature politique Histoire 20e siècle., men (male humans), cash registers., Cash registers., Economic history., Inflation (Finance), Men., Political cartoons., Recessions., Sales personnel., United States History Economic conditions., United States Caricatures and cartoons. History, États-Unis Histoire Conditions économiques., États-Unis Caricatures et dessins humoristiques. Histoire, United States.

Témy: Caricatures and cartoons., History., Political cartoons 1970-1980., Ink drawing 1970-1980.

URL: http://worldcat.org/oclc/1104850747/viewonline

'I can't sell it. I-just-can't-sell-it.'

Autori: Mauldin, Bill

Personal Name: Nixon, Richard M. 1913-1994. , Nixon, Richard M. 1913-1994..

Predmet: Heads of state., Sales personnel, depicted., Automobiles, depicted., Used cars, depicted., Political cartoons History 20th century., Chefs d'État., Vendeurs., Voitures d'occasion., Caricature politique Histoire 20e siècle., Automobiles., Heads of state., Political cartoons., Politics and government., Sales personnel., Used cars., United States Caricatures and cartoons. History, United States Politics and government 1945-1989., États-Unis Caricatures et dessins humoristiques. Histoire, États-Unis Politique et gouvernement 1945-1989., United States.

Témy: Caricatures and cartoons., History., Political cartoons 1970-1980., Ink drawing 1970-1980.

URL: http://worldcat.org/oclc/1104538821/viewonline