Zobrazeno 1 - 10
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pro vyhledávání: '"Jessica Ogilvie"'
Publikováno v:
Journal of Personal Selling & Sales Management. 40:227-233
Research investigating relationships and phenomena within the professional selling discipline has been on-going for the past 100 years. Within that timeframe, there have been countless conceptual a...
Publikováno v:
Journal of Personal Selling & Sales Management. 40:132-148
Sales managers often take on the dual responsibilities of managing a sales team and selling to customers. This practice raises questions about how sales managers’ time allocation to managing and se...
Autor:
Jessica Ogilvie, Douglas E. Hughes
Publikováno v:
Journal of Service Research. 23:22-32
Building on new theoretical foundations in the professional selling domain, growing bodies of research on frontline ambidexterity, and an increasingly demanding and dynamic frontline role, this article advances frontline ambidexterity through three f
Publikováno v:
Washington Post, The. 09/06/2024.
Publikováno v:
Industrial Marketing Management. 75:55-65
Extending the literature on sales technology, we use two studies to develop and test a model involving salesperson-customer shared technology tools, referred to as Social Media Technology (SMT). Specifically, we demonstrate the impacts of SMT in B2B
Publikováno v:
Group & Organization Management. :105960112110700
Building from a paradox frame, we argue that at the between-person level the relationship between self-efficacy and effort may be nonlinear. We bound our conceptual model with a focus on perceived proximity, reflecting employees’ perceptions of how
Publikováno v:
Journal of Marketing. 81:144-164
Salespeople play a crucial role in their firms’ efforts to provide customer solutions. However, little research has examined how salesperson involvement in customer solutions can be conceptualized, whether it pays off, and what boundary conditions
Publikováno v:
Journal of Service Research. 20:379-392
This study examines how employee customer and selling orientations, and their interaction, impact frontline employees’ (FLEs) pursuit of service and sales-related performance outcomes. Applying a job demands-resources lens, we advance a model that
Publikováno v:
Journal of Personal Selling & Sales Management. 37:100-112
It has been broadly assumed by both researchers and managers that the more effort salespeople exert, the better their performance outcomes are likely to be. However, organizations are placing an increasing emphasis not just on objective sales outcome
Publikováno v:
Journal of Personal Selling & Sales Management. 37:11-26
This research examines how employees’ climate perceptions – or psychological climate – influence their performance of climate-related outcomes. We focus on two specific climates arguably most relevant to boundary-spanning organizations: service