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Journal of Personal Selling & Sales Management Volume 36, 2016 - Issue 3
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Articles

The impact of sales contests on customer listening: an empirical study in a telesales context

Maryse KoehlMonge High-School, 2, Avenue de Saint-Julien, 08000Charleville-Mézières, France
,
Juliet F. PoujolUniversity of Montpellier, MRM and INSEEC Paris, Site Richter, Bât. B, Rue Vendémiaire, 34960Montpellier, Cedex 2, FranceCorrespondence[email protected]
&
John F. Tanner Jr.Old Dominion University’s Strome College of Business, 2004 Constant Hall, Norfolk, VA23529, USA
Pages 281-293 | Received 26 Oct 2014, Accepted 03 May 2016, Published online: 10 Jun 2016

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Read on this site (3)

Brian N. Rutherford, Martha Troncoza, Scott C. Ambrose, Nwamaka Anaza & Ryan Matthews. (2023) One does not fit all: what is in a salesperson sample?. Journal of Personal Selling & Sales Management 43:4, pages 354-367.
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Dayle R. N. Childs, Nick Lee, Belinda Dewsnap & John W. Cadogan. (2019) A within-person theoretical perspective in sales research: outlining recommendations for adoption and consideration of boundary conditions. Journal of Personal Selling & Sales Management 39:4, pages 386-399.
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Riley Dugan, Bryan Hochstein, Maria Rouziou & Benjamin Britton. (2019) Gritting their teeth to close the sale: the positive effect of salesperson grit on job satisfaction and performance. Journal of Personal Selling & Sales Management 39:1, pages 81-101.
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Articles from other publishers (3)

Richard Conde, Victor Prybutok & Kenneth Thompson. (2022) The moderating role of cultural controls on the relationship between traditional formal sales controls and inside salesperson performance. Journal of Business & Industrial Marketing 38:3, pages 622-636.
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Richard Conde, Victor Prybutok & Kenneth Thompson. (2021) A new perspective on sales outcome controls: an inside sales perspective. European Journal of Marketing 55:10, pages 2674-2699.
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Sunil Singh, Detelina Marinova, Jagdip Singh & Kenneth R. Evans. (2017) Customer query handling in sales interactions. Journal of the Academy of Marketing Science 46:5, pages 837-856.
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