Citations (20)
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Christopher A. Nelson, Michael F. Walsh & Annie Peng Cui. (2023) Trust repair after a sales manager error. Journal of Personal Selling & Sales Management 0:0, pages 1-10.
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Phillip McGowan. (2021) Sales failure: a review and future research directions. International Journal of Logistics Research and Applications 24:1, pages 23-50.
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Jenifer Skiba, Amit Saini & Scott B. Friend. (2019) Sales manager cost control engagement: antecedents and performance implications. Journal of Personal Selling & Sales Management 39:2, pages 123-137.
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Vishag Badrinarayanan, Indu Ramachandran & Sreedhar Madhavaram. (2019) Resource orchestration and dynamic managerial capabilities: focusing on sales managers as effective resource orchestrators. Journal of Personal Selling & Sales Management 39:1, pages 23-41.
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Brandon M. Gustafson, Nadia Pomirleanu & Babu John-Mariadoss. (2018) A review of climate and culture research in selling and sales management. Journal of Personal Selling & Sales Management 38:1, pages 144-167.
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Richard E. Plank, David A. Reid, Steven E. Koppitsch & Jeffrey Meyer. (2018) The sales manager as a unit of analysis: a review and directions for future research. Journal of Personal Selling & Sales Management 38:1, pages 78-91.
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Articles from other publishers (14)
Pedro Mendonça Silva, José Freitas Santos & Victor Ferreira Moutinho. (2022) Salespeople’s performance and digital technologies in real estate: Evidence from the Portuguese retail real estate sector. Journal of General Management 49:1, pages 18-31.
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Rhett T. Epler, Laurianne Schmitt, David Mathis, Mark Leach & Bryan Hochstein. (2023) Do salesforce management systems actually drive salesperson intentions?. Industrial Marketing Management 113, pages 42-57.
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Björn Sven Ivens. (2023) Gender issues in key account management research: A systematic literature review and avenues for future research. Industrial Marketing Management 111, pages 81-96.
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Christophe Loué & Damien Forterre. (2020) Business Developer : un profil hors norme dédié au Business Development. Gestion 2000 Volume 36:2, pages 83-110.
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Alessio Trentin, Tatiana Somià, Enrico Sandrin & Cipriano Forza. (2019) Operations managers’ individual competencies for mass customization. International Journal of Operations & Production Management 39:9/10, pages 1025-1052.
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Nawar N. Chaker, Doug Walker, Edward L. Nowlin & Nwamaka A. Anaza. (2019) When and how does sales manager physical attractiveness impact credibility: A test of two competing hypotheses. Journal of Business Research 105, pages 98-108.
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Alberto Mattiacci, Attilio Bruni, Francesca Magno & Fabio Cassia. (2019) Sales capabilities in the wine industry: an analysis of the current scenario and emerging trends. British Food Journal 121:12, pages 3380-3395.
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Bilgehan Bozkurt. 2019. Debates in Marketing Orientation. Debates in Marketing Orientation
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David A. Reid, Richard E. Plank, Robert M. Peterson & Gregory A. Rich. (2017) Examining the use of sales force management practices. Journal of Business & Industrial Marketing 32:7, pages 974-986.
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José Luis Duque Ceballos, Mónica García Solarte & Andrea Hurtado Ayala. (2017) Influencia de la inteligencia emocional sobre las competencias laborales: un estudio empírico con empleados del nivel administrativo. Estudios Gerenciales 33:144, pages 250-260.
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