Drivers of sales performance: a contemporary meta-analysis. Have salespeople become knowledge brokers?
It has been 25 years since the publication of a comprehensive review of the full spectrum of
sales-performance drivers. This study takes stock of the contemporary field and synthesizes …
sales-performance drivers. This study takes stock of the contemporary field and synthesizes …
Team emergent states: What has emerged in the literature over 20 years
In this review, we provide a deeper understanding of the team emergent states (TES)
literature by building upon Marks et al.'s cognitive, affective, motivational categories, to …
literature by building upon Marks et al.'s cognitive, affective, motivational categories, to …
A self-determination theory-based meta-analysis on the differential effects of intrinsic and extrinsic motivation on salesperson performance
While companies devote extensive resources to sales force monitoring and compensation,
executives continue to puzzle over how to properly motivate their sales personnel to perform …
executives continue to puzzle over how to properly motivate their sales personnel to perform …
Reconsidering Baron and Kenny: Myths and truths about mediation analysis
Baron and Kenny's procedure for determining if an independent variable affects a
dependent variable through some mediator is so well known that it is used by authors and …
dependent variable through some mediator is so well known that it is used by authors and …
How social media usage influences B2B customer loyalty: roles of trust and purchase risk
CB Zhang, YN Li - Journal of Business & Industrial Marketing, 2019 - emerald.com
Purpose In the digital era, business-to-business (B2B) salespersons are encouraged to
communicate with buyers on social media platforms and shape customer loyalty. However …
communicate with buyers on social media platforms and shape customer loyalty. However …
Advancing sales performance research: A focus on five underresearched topic areas
This paper focuses on five critical, yet underresearched, areas vital to sales performance in
a marketplace that is increasingly more complex, more demanding of customized solutions …
a marketplace that is increasingly more complex, more demanding of customized solutions …
I despise but also envy you: A dyadic investigation of perceived overqualification, perceived relative qualification, and knowledge hiding
Abstract Integrating relative deprivation (Crosby, 1984) and social comparison (Buunk &
Gibbons, 2007) theories, this paper extends perceived overqualification to the dyad level …
Gibbons, 2007) theories, this paper extends perceived overqualification to the dyad level …
Does the customer matter most? Exploring strategic frontline employees' influence of customers, the internal business team, and external business partners
Marketing relationships have evolved from simple dyadic transactions between the firm and
its customers into scenarios in which the firm's frontline employees are required to manage a …
its customers into scenarios in which the firm's frontline employees are required to manage a …
The interactive effects of sales control systems on salesperson performance: A job demands–resources perspective
CF Miao, KR Evans - Journal of the Academy of Marketing Science, 2013 - Springer
Sales control systems represent an important managerial tool in directing the sales force for
desired organizational objectives. However, the majority of prior sales control research has …
desired organizational objectives. However, the majority of prior sales control research has …
How psychological resourcefulness increases salesperson's sales performance and the satisfaction of their customers: Exploring the mediating role of customer …
This research examines the relationships among psychological resourcefulness, customer-
oriented behaviors, sales performance, and customer satisfaction. Drawing from positive …
oriented behaviors, sales performance, and customer satisfaction. Drawing from positive …