J Personal Selling Sales Man
Introduction
Journal of Personal Selling & Sales Management, 41(3)
INTEREST CATEGORY: SELLING AND SALES MAN
POSTING TYPE: TOCs
Incentivizing of inside sales units — the interplay of incentive types and unit structures
—Christian Homburg, Theresa R. Morguet & Sebastian Hohenberg [] []
Influence of salesperson political skill: improving relationship building and reducing customer-directed deviance
—Charles H. Schwepker Jr. & Megan C. Good [] []
When do forecasts fail and when not? Contingencies affecting the accuracy of sales managers’ forecast regarding the future business situation
—Janina-Vanessa Schneider, Sascha Alavi, Jan Helge Guba, Jan Wieseke & Christian Schmitz [] []
Selling your network: how political skill builds social capital and enhances salesperson performance
—Timothy P. Munyon, Rachel E. Frieder, Cinthia B. Satornino, Andrew M. Carnes, Willy Bolander & Gerald R. Ferris [] []
Past performance contaminates the ADAPTS measurement
—Aaron D. Arndt [] []
Blinded by the brand: inauthentic salesperson brand attachment and its influence on customer purchase intentions
—Lisa Beeler, Alex Zablah & Adam Rapp [] []