It’s a matter of congruence: How interpersonal identification between sales managers and salespersons shapes sales success

By Ahearne Michael   Haumann Till   Kraus Florian   Wieseke Jan  

Journal of the Academy of Marketing Science, Vol. 41, Iss. 6, 2013-11 ,pp. : 625-648

Springer Publishing Company

Access to resources Recommend Favorite

The training of sales managers: current practices

By Gordon Geoffrey L.   Shepherd C. David   Lambert Brian   Ridnour Rick E.   Weilbaker Dan C.  

The Journal of Business and Industrial Marketing, Vol. 27, Iss. 8, 2012-10 ,pp. : 659-672

Emerald Group Publishing Ltd

Access to resources Recommend Favorite

Industrial sales lead conversion modeling

By Monat Jamie P.  

Marketing Intelligence & Planning, Vol. 29, Iss. 2, 2011-03 ,pp. : 178-194

Emerald Group Publishing Ltd

Access to resources Recommend Favorite

Supervising Unethical Sales Force Behavior: Do Men and Women Managers Discipline Men and Women Subordinates Uniformly?

By Bellizzi J.A.  

Journal of Business Ethics, Vol. 40, Iss. 2, 2002-10 ,pp. : 155-166

Springer Publishing Company

Access to resources Recommend Favorite

The difference between elderly consumers' satisfaction levels and retail sales personnel's perceptions

By Johnson-Hillery Julie   Kang Jikyeong   Tuan Wen-Jan  

International Journal of Retail & Distribution Management, Vol. 25, Iss. 4, 1997-04 ,pp. : 126-137

Emerald Group Publishing Ltd

Access to resources Recommend Favorite