Zobrazeno 1 - 10
of 35
pro vyhledávání: '"Thomas E. DeCarlo"'
Publikováno v:
Journal of the Academy of Marketing Science. 51:444-462
Externí odkaz:
https://explore.openaire.eu/search/publication?articleId=doi_________::8b0bc0cc041ef4a094598dff6f70adc7
https://doi.org/10.1007/s11747-022-00871-w
https://doi.org/10.1007/s11747-022-00871-w
Autor:
Thomas E. DeCarlo, John D. Hansen
Publikováno v:
Industrial Marketing Management. 102:35-44
Externí odkaz:
https://explore.openaire.eu/search/publication?articleId=doi_________::eb56048a0d1e4b87b52daf52b7773271
https://doi.org/10.1016/j.indmarman.2022.01.004
https://doi.org/10.1016/j.indmarman.2022.01.004
Publikováno v:
European Journal of Marketing. 55:3010-3032
Purpose To sustain firm profitability, it is critical for sales managers to direct business-to-business (B2B) salespeople to generate revenues by simultaneously acquiring new customers and selling to current customers. However, emerging research indi
Externí odkaz:
https://explore.openaire.eu/search/publication?articleId=doi_________::6b8e272f5968a5ca529d079317a45d49
https://doi.org/10.1108/ejm-05-2020-0335
https://doi.org/10.1108/ejm-05-2020-0335
Publikováno v:
European Journal of Marketing. 54:1025-1060
PurposeThis study aims to explore the changing nature of the inside sales role and the individual capabilities required for success. Additionally, it examines the influence of organizational structure on inside sales force capabilities. Although busi
Externí odkaz:
https://explore.openaire.eu/search/publication?articleId=doi_________::7c7c7d71ed60e3d77827caeac6a90644
https://doi.org/10.1108/ejm-06-2018-0416
https://doi.org/10.1108/ejm-06-2018-0416
Publikováno v:
Journal of the Academy of Marketing Science. 47:659-680
Drawing from the interactional psychology of personality and multitasking paradigm, we examine the contingencies of salesperson orientation ambidexterity in the “exploration” of new customers (i.e., hunting) and the “exploitation” of existing
Externí odkaz:
https://explore.openaire.eu/search/publication?articleId=doi_________::cddca48b63bd633a1e39a9727622aacb
https://doi.org/10.1007/s11747-019-00650-0
https://doi.org/10.1007/s11747-019-00650-0
Publikováno v:
Journal of Personal Selling & Sales Management. 36:59-73
Despite the damaging effects often associated with salesperson transgressions, our understanding of how buyers respond to these transgressions and the recovery efforts that typically follow is limited. The authors address this shortcoming across two
Externí odkaz:
https://explore.openaire.eu/search/publication?articleId=doi_________::e2ad8fca2d524871df049b618ebb0344
https://doi.org/10.1080/08853134.2016.1149352
https://doi.org/10.1080/08853134.2016.1149352
Publikováno v:
Developments in Marketing Science: Proceedings of the Academy of Marketing Science ISBN: 9783319991801
Establishing a favorable employee work environment is a critical factor in improving customer and financial performance (Brown and Leigh 1996; Schneider et al. 2002). Although it is generally agreed that store managers play an important role in enact
Externí odkaz:
https://explore.openaire.eu/search/publication?articleId=doi_________::dcbe1cf3d928c40efb8ce0c904baddba
https://doi.org/10.1007/978-3-319-99181-8_106
https://doi.org/10.1007/978-3-319-99181-8_106
Publikováno v:
European Journal of Marketing. 49:1484-1504
Purpose– The purpose of this study is to examine how trends in historical data influence two types of predictive judgments: territory selection and salesperson hiring. Sales managers are confronted frequently with decisions that explicitly or impli
Externí odkaz:
https://explore.openaire.eu/search/publication?articleId=doi_________::fb0c842142dec1a8e2f7a493278db885
https://doi.org/10.1108/ejm-05-2014-0301
https://doi.org/10.1108/ejm-05-2014-0301
Autor:
Son K. Lam, Thomas E. DeCarlo
Publikováno v:
Journal of the Academy of Marketing Science. 44:415-439
In business-to-business markets, hunting for new customers and farming existing customers are critical to achieve sales goals. Although practitioners suggest that salespeople have a preference for either hunting or farming, academic research has yet
Externí odkaz:
https://explore.openaire.eu/search/publication?articleId=doi_________::8ceacafa381cf344b1fe2108578bf058
https://doi.org/10.1007/s11747-015-0425-x
https://doi.org/10.1007/s11747-015-0425-x
Publikováno v:
Journal of Personal Selling & Sales Management. 34:206-222
The skills required of sales managers are vitally important to the success of the firm's selling effort; however, there has not been a recent review that identifies these needed skills. Based on a survey of sales executives from 145 companies, this r
Externí odkaz:
https://explore.openaire.eu/search/publication?articleId=doi_________::1f17c4fc0d50cf1f321ee0d04bfa6693
https://doi.org/10.1080/08853134.2014.890900
https://doi.org/10.1080/08853134.2014.890900