Zobrazeno 1 - 10
of 30
pro vyhledávání: '"Willy Bolander"'
Publikováno v:
Industrial Marketing Management. 111:173-188
Externí odkaz:
https://explore.openaire.eu/search/publication?articleId=doi_________::b7f3026a999c508c8ad1f39d548b01d2
https://doi.org/10.1016/j.indmarman.2023.02.009
https://doi.org/10.1016/j.indmarman.2023.02.009
Publikováno v:
Journal of Personal Selling & Sales Management. :1-19
Externí odkaz:
https://explore.openaire.eu/search/publication?articleId=doi_________::9a8f9252ffc6c8ae69e2f38580779a07
https://doi.org/10.1080/08853134.2023.2170237
https://doi.org/10.1080/08853134.2023.2170237
Publikováno v:
Journal of Personal Selling & Sales Management. :1-15
Externí odkaz:
https://explore.openaire.eu/search/publication?articleId=doi_________::c344a0fc1787fc10d1d1203e7f3867db
https://doi.org/10.1080/08853134.2022.2138901
https://doi.org/10.1080/08853134.2022.2138901
Publikováno v:
Journal of Marketing. 87:298-318
People with the personality traits of Machiavellianism, narcissism, and psychopathy (i.e., the “dark triad”) are prevalent in the sales profession. Yet research into sales performance drivers tends to focus on positive personality traits. The aut
Externí odkaz:
https://explore.openaire.eu/search/publication?articleId=doi_________::f8109c7d37df78ecd1e749b4eafa7df9
https://doi.org/10.1177/00222429221113254
https://doi.org/10.1177/00222429221113254
Autor:
Karen M. Peesker, Peter D. Kerr, Willy Bolander, Lynette J. Ryals, Jonathan A. Lister, Howard F. Dover
Publikováno v:
Journal of Business Research. 144:17-30
Several studies suggest that accelerating technology, increasing product complexity, and an expanding volume of information in the marketplace are changing sales roles, necessitating a review of the current sales skills required for success. Using mi
Externí odkaz:
https://explore.openaire.eu/search/publication?articleId=doi_dedup___::33885ee8908b2d82128d48c8abb95afb
https://doi.org/10.1016/j.jbusres.2022.01.070
https://doi.org/10.1016/j.jbusres.2022.01.070
Publikováno v:
Journal of Retailing. 97:336-346
It is no secret that the consumer journey produces retail consumers who have varying levels of subjective knowledge about a purchase prior to a retail interaction. This observation leads to a common conclusion that the need for frontline employees (F
Externí odkaz:
https://explore.openaire.eu/search/publication?articleId=doi_________::ee999b8509a83ba112dbc584d9d2cc22
https://doi.org/10.1016/j.jretai.2020.10.003
https://doi.org/10.1016/j.jretai.2020.10.003
Selling your network: how political skill builds social capital and enhances salesperson performance
Autor:
Rachel E. Frieder, Timothy P. Munyon, Gerald R. Ferris, Willy Bolander, Andrew M. Carnes, Cinthia B. Satornino
Publikováno v:
Journal of Personal Selling & Sales Management. 41:233-249
Research suggests that political skill affects how salespeople build and leverage social capital. However, there are important questions left unanswered in this relationship. First, although it is ...
Externí odkaz:
https://explore.openaire.eu/search/publication?articleId=doi_________::254a02b5a12599ba669d31f5c0a596c3
https://doi.org/10.1080/08853134.2020.1866589
https://doi.org/10.1080/08853134.2020.1866589
Publikováno v:
Journal of the Academy of Marketing Science. 49:462-481
Despite the large body of research that examines the determinants of salesperson performance, significant variation exists regarding how scholars can operationalize salesperson performance using secondary, firm-provided data. Moreover, this variation
Externí odkaz:
https://explore.openaire.eu/search/publication?articleId=doi_________::4323b81aad83f610e332d589f9956933
https://doi.org/10.1007/s11747-020-00752-0
https://doi.org/10.1007/s11747-020-00752-0
Publikováno v:
Journal of Business Research. 117:176-188
This study focuses on an intraorganizational sales resource-coordination behavior of salespeople, i.e., internal selling. Taking the organizational politics perspective, we define internal selling as a political behavior, in which salespeople intenti
Externí odkaz:
https://explore.openaire.eu/search/publication?articleId=doi_________::ff64ae0d03ebe07f22c480825a5bc5dd
https://doi.org/10.1016/j.jbusres.2020.04.036
https://doi.org/10.1016/j.jbusres.2020.04.036
Publikováno v:
Journal of Business Research. 116:123-136
While often characterized as a negative personality trait in the academic literature, we contend that neuroticism, under certain conditions, can spur employee success in the workplace. Utilizing longitudinal growth modeling (LGM) analysis with a samp
Externí odkaz:
https://explore.openaire.eu/search/publication?articleId=doi_________::4788c72e8bbede3965cd48d3fbe931f3
https://doi.org/10.1016/j.jbusres.2020.04.021
https://doi.org/10.1016/j.jbusres.2020.04.021