How sales controls affect job-related outcomes: the role of organizational sales-related psychological climate perceptions
Shaoming Zou
Journal of the Academy of Marketing Science, 2007
View PDFchevron_right
The indirect effects of organizational controls on salesperson performance and customer orientation
S Randall
Journal of Business Research, 2001
View PDFchevron_right
An Empirical Investigation of the Antecedents of Sales Force Control Systems
Manfred Krafft
Journal of Marketing, 1999
View PDFchevron_right
The influence of an optimal control system on salesperson performance and championing
Dr. Lee Allison
Industrial Marketing Management, 2014
View PDFchevron_right
Sales management control systems: review, synthesis, and directions for future exploration
Shikhar Sarin
Journal of Personal Selling & Sales Management, 2018
View PDFchevron_right
The Effect of Effort on Sales Performance and Job Satisfaction
Robert Peterson
Journal of Marketing, 1994
View PDFchevron_right
Salesperson performance and job attitudes revisited: an extended model and effects of potential moderators
Cengiz Yilmaz
European Journal of Marketing, 2002
View PDFchevron_right
Salesperson Goal Orientations and the Selling Performance Relationship: The Critical Role of Mediation and Moderation
Harri Terho, Danny Bellenger
Journal of business market management
View PDFchevron_right
The role of salesperson motivation in sales control systems — Intrinsic and extrinsic motivation revisited
Shaoming Zou
Journal of Business Research, 2007
View PDFchevron_right
The impact of sales management practices on job satisfaction of salespeople
Tulin Ural
2017
View PDFchevron_right
Do feelings of success mediate sales performance-work attitude relationships?
Thomas Leigh
Journal of the Academy of Marketing Science, 1993
View PDFchevron_right
Clustering the mediators between the sales control systems and the sales performance using the AMO model: A narrative systematic literature review
Alex Benet, Ines Kuster
Intangible Capital, 2018
View PDFchevron_right
An Analysis of Alternative Causal Models of Sales Performance on Sales People
Desita Anggra Dewi
View PDFchevron_right
Learning and Performance Goal Orientation of Salespeople Revisited: The Role of Performance-Approach and Performance-Avoidance Orientations
Sean Dwyer
Journal of Personal Selling and Sales Management, 2006
View PDFchevron_right
The Interactive Effects of Sales Force Controls on Salespeople Behaviors and Customer Outcomes
wenyu dou
Journal of Personal Selling and Sales Management, 2012
View PDFchevron_right
Influence of Supervisory Control on Salesperson Performance: Examining the Role of Adaptive Selling Behaviour as a Mediator
Kok-Leong Wong
Asian Academy of Management Journal, 2016
View PDFchevron_right
The Influence of Role Ambiguity and Goal Acceptance on Salesperson Performance
Douglas Amyx
2014
View PDFchevron_right
Goal orientation effects on behavior and performance: evidence from international sales agents in the Middle East
Lien L Monkhouse
The International Journal of Human Resource Management, 2014
View PDFchevron_right
How management control and job-related characteristics influence the performance of export sales managers
Marios Theodosiou
Journal of Business Research, 2007
View PDFchevron_right
Outcome-Based Control System And Seller's Final Performance : The Mediating Role Of Self-Control
Ijbmm Journal
International Journal of Business Marketing and Management (IJBMM), 2021
View PDFchevron_right
Does Coaching Matter? A Multilevel Model Linking Managerial Coaching Skill and Frequency to Sales Goal Attainment
Stephen Dwight, Jason Dahling
View PDFchevron_right
Interrelationships Among Employee Participation, Individual Differences, Goal Difficulty, Goal Acceptance, Goal Instrumentality, and Performance
Gary Yukl
Personnel Psychology, 1978
View PDFchevron_right
The impact of Account Management on the motivation and performance of a sales team in an Irish insurance company
Brian Fahey
2013
View PDFchevron_right
Key Drivers of Salesperson Performance: The Role of Sales Antecedents and Moderating Effect of Customer Directed Extra Role Behavior
Bilal Ahmad
Asian Journal of Economics, Business and Accounting, 2020
View PDFchevron_right
Effect of Motivation on Job Satisfaction of Selected Sales Representatives
Femi Akinbola
View PDFchevron_right
Conscientiousness and performance of sales representatives: Test of the mediating effects of goal setting
Judy Strauss
Journal of Applied Psychology, 1993
View PDFchevron_right
Goal Setting and Task Performance: 1969-1980
Edwin Locke
1980
View PDFchevron_right
Sale Force Automation Systems: The Correspondence Between The Perception Of Productivity Gains And The Perception Of Management Control Among Salespeople
David Faulds
View PDFchevron_right
Enhancing Motivation and Work Performance of the Salespeople: The Impact of Supervisors� Behavior
Mohammed Chowdhury
International Journal of Applied Management and Technology, 2008
View PDFchevron_right
Measuring the performance of industrial salespersons
William Perreault
Journal of Business Research, 1982
View PDFchevron_right
The Impact of Managerial Trust and Control on Salesperson Performance
Michael Mallin
2010
View PDFchevron_right
Examining the Influence of Job Resourcefulness on Sales Performance
Daniel Ladik
The Journal of Marketing Theory and Practice, 2013
View PDFchevron_right
What Predicts More the Sales-Force Performance: Motivation or Satisfaction in the Insurance Industry?
Sovan Mangaraj
2015
View PDFchevron_right