Citations (10)
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Read on this site (3)
Erdener Kaynak, Ali Kara, Clement S. F. Chow & Tommi Laukkanen. (2016) Role of adaptive selling and customer orientation on salesperson performance: Evidence from two distinct markets of Europe and Asia. Journal of Transnational Management 21:2, pages 62-83.
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Gabriel Morelli & Ashley Braganza. (2012) Goal setting barriers: a pharmaceutical sales force case study. The International Journal of Human Resource Management 23:2, pages 312-332.
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DawnR. Deeter-Schmelz & JaneZ. Sojka. (2007) Personality Traits and Sales Performance: Exploring Differential Effects of Need For Cognition and Self-Monitoring. Journal of Marketing Theory and Practice 15:2, pages 145-157.
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Articles from other publishers (7)
Hyung Sik Im, Shin Kook Kang, Kwang-Su Lee & Jin Tae Hong. (2019) The Effectiveness of Facilitation Education for Call Quality of Medical Representative in Pharmaceutical Industry. The Korean Journal of Health Service Management 13:4, pages 215-228.
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Duleep Delpechitre & David S. Baker. (2017) Cross-Cultural Selling: Examining the Importance of Cultural Intelligence in Sales Education. Journal of Marketing Education 39:2, pages 94-108.
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Yam B. Limbu, C. Jayachandran, Barry J. Babin & Robin T. Peterson. (2016) Empathy, nonverbal immediacy, and salesperson performance: the mediating role of adaptive selling behavior. Journal of Business & Industrial Marketing 31:5, pages 654-667.
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Ali Kara, Syed Saad Andaleeb, Mehmet Turan & Serap Cabuk. (2013) An examination of the effects of adaptive selling behavior and customer orientation on performance of pharmaceutical salespeople in an emerging market. Journal of Medical Marketing: Device, Diagnostic and Pharmaceutical Marketing 13:2, pages 102-114.
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Mark C. Johlke. (2006) Sales presentation skills and salesperson job performance. Journal of Business & Industrial Marketing 21:5, pages 311-319.
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Leroy RobinsonJr.Jr., Greg W. Marshall & Miriam B. Stamps. (2005) An empirical investigation of technology acceptance in a field sales force setting. Industrial Marketing Management 34:4, pages 407-415.
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David A Reid, Ellen Bolman Pullins & Richard E Plank. (2002) The impact of purchase situation on salesperson communication behaviors in business markets. Industrial Marketing Management 31:3, pages 205-213.
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