Zobrazeno 1 - 3
of 3
pro vyhledávání: '"Christian Chelariu"'
Autor:
Shawn Bergman, Jeffrey Foreman, Ilgım Dara Benoit, Thomas Brashear Alejandro, Christian Chelariu
Publikováno v:
Journal of Business & Industrial Marketing. 34:49-61
PurposeThis paper aims to examine the role of social norms of justice and relationalism in salesperson–sales manager relationships, and their role in developing salesforce commitment and turnover.Design/methodology/approachThis study uses structura
Externí odkaz:
https://explore.openaire.eu/search/publication?articleId=doi_________::cc9741710c4959b1ab5521ab3a3a74ae
https://doi.org/10.1108/jbim-01-2018-0054
https://doi.org/10.1108/jbim-01-2018-0054
Publikováno v:
Journal of Business & Industrial Marketing. 33:405-416
PurposeThis study aims to explore the effects of three competency layers of personality on salesperson effort and performance: self-efficacy, competitiveness and entrepreneurial motivation.Design/methodology/approachA two-study approach with data fro
Externí odkaz:
https://explore.openaire.eu/search/publication?articleId=doi_________::a8eca50cdebd35a925cefbc042c193de
https://doi.org/10.1108/jbim-12-2016-0278
https://doi.org/10.1108/jbim-12-2016-0278
Publikováno v:
Journal of Business & Industrial Marketing. 31:808-818
Purpose The purpose of this paper is to examine the impact of social and contractual enforcement on the performance of business-to-business relationship. The research also tests the mediating role of perceived inequity and coordination. Design/method
Externí odkaz:
https://explore.openaire.eu/search/publication?articleId=doi_________::ba10a49193a35aabc661635c64ffc3cf
https://doi.org/10.1108/jbim-12-2014-0260
https://doi.org/10.1108/jbim-12-2014-0260