Exploring the influence of sales management practices on the industrial salesperson: A multi-source hierarchical linear modeling approach
- 31 July 2007
- journal article
- Published by Elsevier in Journal of Business Research
- Vol. 60 (7) , 765-775
- https://doi.org/10.1016/j.jbusres.2007.02.011
Abstract
No abstract availableKeywords
This publication has 36 references indexed in Scilit:
- The difficulties of evaluating sales trainingIndustrial Marketing Management, 2002
- Effects of Trait Competitiveness and Perceived Intraorganizational Competition on Salesperson Goal Setting and PerformanceJournal of Marketing, 1998
- Investigating the relationships among sales, management control, sales territory design, salesperson performance, and sales organization effectivenessInternational Journal of Research in Marketing, 1996
- Antecedents and Consequences of Salesperson Job Satisfaction: Meta-Analysis and Assessment of Causal EffectsJournal of Marketing Research, 1993
- Perspectives on Behavior-Based versus Outcome-Based Salesforce Control SystemsJournal of Marketing, 1987
- THE RELATIONSHIP OF SPAN OF CONTROL TO SALES REPRESENTATIVES' EXPERIENCED ROLE CONFLICT AND ROLE AMBIGUITY.The Academy of Management Journal, 1982
- A Unified Model of Turnover from OrganizationsHuman Relations, 1982
- A Structural Equation Investigation of the Pay Satisfaction-Valence Relationship among SalespeopleJournal of Marketing, 1982
- Estimating Nonresponse Bias in Mail SurveysJournal of Marketing Research, 1977
- Organizational Climate and Job Satisfaction in the SalesforceJournal of Marketing Research, 1976