Zobrazeno 1 - 10
of 21
pro vyhledávání: '"Richard G. McFarland"'
Autor:
Richard G. McFarland, Andrea L. Dixon
Publikováno v:
Journal of Personal Selling & Sales Management. 41:285-300
Salespeople are subjected to high levels of stress on a day-to-day basis. Over time, this can lead to burnout if they lack sufficient coping resources to handle this stress. Given the major problem...
Externí odkaz:
https://explore.openaire.eu/search/publication?articleId=doi_________::b0c6512162b27d2796e6137501c86ade
https://doi.org/10.1080/08853134.2021.1898412
https://doi.org/10.1080/08853134.2021.1898412
Autor:
Richard G. McFarland
Publikováno v:
Journal of Personal Selling & Sales Management. 39:207-221
Adaptive selling theory is one of the most important topics studied in the marketing literature. Professor Weitz and colleagues are responsible for foundational research on this topic. Weit...
Externí odkaz:
https://explore.openaire.eu/search/publication?articleId=doi_________::8ee3f9ed40f694b28008813bfbfdbeef
https://doi.org/10.1080/08853134.2019.1645019
https://doi.org/10.1080/08853134.2019.1645019
Publikováno v:
European Journal of Marketing, 52(5/6), 1037-1059. Emerald Group Publishing Ltd.
Purpose This paper aims to develop and test a method of automating, for online retailers, the practice of adaptive selling, which is typically used by salespeople in face-to-face interactions. This method customizes persuasive messages for individual
Externí odkaz:
https://explore.openaire.eu/search/publication?articleId=doi_dedup___::2ad878482023100ccb38d206f30f517b
https://doi.org/10.1108/ejm-08-2016-0485
https://doi.org/10.1108/ejm-08-2016-0485
Publikováno v:
JOURNAL OF PERSONAL SELLING AND SALES MANAGEMENT. 37(2):89-99
Firms are becoming increasingly systematic in sales lead generation activities and recognize that multiple interactions are often required to generate leads and to reassure buyers of the benefits of an offering. However, the literature is contradicto
Externí odkaz:
https://explore.openaire.eu/search/publication?articleId=doi_dedup___::d2c4224491f69d28d8208cb3f9978464
http://juuli.fi/Record/0281345517
http://juuli.fi/Record/0281345517
Publikováno v:
International Entrepreneurship and Management Journal. 13:525-552
To survive and grow, new ventures must establish initial legitimacy, and subsequently diffuse this legitimacy through a given population. While the notion of initial legitimacy has received substantial attention in the recent literature, diffusion ha
Externí odkaz:
https://explore.openaire.eu/search/publication?articleId=doi_________::e58fb1ab2fa06073c2bea3d93251c437
https://doi.org/10.1007/s11365-016-0412-9
https://doi.org/10.1007/s11365-016-0412-9
Publikováno v:
Journal of the Academy of Marketing Science. 44:108-118
Despite significant attention from practitioners and broad claims of the importance of Emotional Intelligence (EI), empirical support for its incremental direct effects on outcomes relevant to professional selling has been disappointing. However, lit
Externí odkaz:
https://explore.openaire.eu/search/publication?articleId=doi_________::fc6db038ead3adbc33454a7010379962
https://doi.org/10.1007/s11747-015-0435-8
https://doi.org/10.1007/s11747-015-0435-8
Publikováno v:
Journal of Personal Selling & Sales Management, 31(1), 89-106. Taylor & Francis Ltd
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, and more relationship focused. The five topic areas addressed are t
Externí odkaz:
https://explore.openaire.eu/search/publication?articleId=doi_dedup___::3727d46078da84236d9d9ec8987ec553
https://hdl.handle.net/1765/76274
https://hdl.handle.net/1765/76274
Publikováno v:
Journal of Personal Selling & Sales Management. 31:371-381
Hiring individuals with the traits to succeed as professional salespeople is critical for the success of selling organizations. Better understanding the roles of individual traits (e.g., conscientiousness, extroversion, and self-efficacy) in explaini
Externí odkaz:
https://explore.openaire.eu/search/publication?articleId=doi_________::b7894f5b74c81fc4cd8117e60512be68
https://doi.org/10.2753/pss0885-3134310401
https://doi.org/10.2753/pss0885-3134310401
Publikováno v:
Journal of Marketing Research. 48:603-616
This article examines governance decisions within an emerging and increasingly common form of channel: the partially integrated channel (PIC). The PIC is defined as a single vertical channel in which both market governance and hierarchical governance
Externí odkaz:
https://explore.openaire.eu/search/publication?articleId=doi_________::4b72291ea3e18177944c5373138b4991
https://doi.org/10.1509/jmkr.48.3.603
https://doi.org/10.1509/jmkr.48.3.603
Publikováno v:
Journal of Marketing. 72:63-79
Drawing on research from the interfirm relationship, marketing channels, operations management, and network theory literature and on the basis of qualitative depth interviews, the authors identify a new phenomenon they call “supply chain contagion.
Externí odkaz:
https://explore.openaire.eu/search/publication?articleId=doi_________::20678d6d9d449bebd1d65917c4575349
https://doi.org/10.1509/jmkg.72.2.63
https://doi.org/10.1509/jmkg.72.2.63