Applying interactional psychology to salesforce management: a socialization illustration

Author： Donavan D Todd Fang Xiang Bendapudi Neeli Singh Surendra N

ISSN： 1352-2752

Source： Qualitative Market Research: An International Journal, Vol.7, Iss.2, 2004-02, pp. : 139-152

Disclaimer: Any content in publications that violate the sovereignty, the constitution or regulations of the PRC is not accepted or approved by CNPIEC.

Previous Menu Next

Abstract

Related content

International salesforce management: a relationship perspective

By Lewin Jeffrey E Johnston Wesley J

The Journal of Business and Industrial Marketing, Vol. 12, Iss. 3-4, 1997-03 ,pp. : 236-252

Emerald Group Publishing Ltd

Access to resources Recommend Favorite

Salesforce performance and behaviour-based management processes in business-to-business sales organizations

By Piercy Nigel F Cravens David W Morgan Neil A

European Journal of Marketing, Vol. 32, Iss. 1-2, 1998-01 ,pp. : 79-100

Emerald Group Publishing Ltd

Access to resources Recommend Favorite

Do consulting-oriented sales management programs impact salesforce performance and profit?

By Pelham Alfred

The Journal of Business and Industrial Marketing, Vol. 21, Iss. 3, 2006-04 ,pp. : 175-188

Emerald Group Publishing Ltd

Access to resources Recommend Favorite

"Ba" as a determinant of salesforce effectiveness: an empirical assessment of the applicability of the Nonaka-Takeuchi model to the management of the selling function

By Bennett Roger

Marketing Intelligence & Planning, Vol. 19, Iss. 3, 2001-03 ,pp. : 188-199

Emerald Group Publishing Ltd

Access to resources Recommend Favorite

Annex III to Chapter II. Illustration of Different Measures of Profits When Applying a Transactional Profit Split Method

SourceOECD Industry, Services & Trade, Vol. 2010, Iss. 14, 2010-08 ,pp. : 300-304

OECD Publishing

Access to resources Recommend Favorite