Drivers of sales performance: a contemporary meta-analysis. Have salespeople become knowledge brokers?
It has been 25 years since the publication of a comprehensive review of the full spectrum of
sales-performance drivers. This study takes stock of the contemporary field and synthesizes …
sales-performance drivers. This study takes stock of the contemporary field and synthesizes …
Operationalizing salesperson performance with secondary data: aligning practice, scholarship, and theory
Despite the large body of research that examines the determinants of salesperson
performance, significant variation exists regarding how scholars can operationalize …
performance, significant variation exists regarding how scholars can operationalize …
A self-determination theory-based meta-analysis on the differential effects of intrinsic and extrinsic motivation on salesperson performance
While companies devote extensive resources to sales force monitoring and compensation,
executives continue to puzzle over how to properly motivate their sales personnel to perform …
executives continue to puzzle over how to properly motivate their sales personnel to perform …
A theory of sales system shocks
Research primarily explores sales phenomena during normal periods. However, triggering
events (eg, natural disasters, security catastrophes, pandemics) can create sales system …
events (eg, natural disasters, security catastrophes, pandemics) can create sales system …
Effects of sales force market orientation on creativity, innovation implementation, and sales performance
Market orientation (MO) lies at the very heart of modern marketing thinking and practice.
Although research has shown that MO contributes to firm performance through innovation …
Although research has shown that MO contributes to firm performance through innovation …
The influence of a retail store manager in developing frontline employee brand relationship, service performance and customer loyalty
Retail managers are critical to the effective performance of a firm given their key role of
implementing retailer strategy through the behaviors and attitudes that are instilled within …
implementing retailer strategy through the behaviors and attitudes that are instilled within …
The state of selling & sales management research: a review and future research agenda
Sales research has been an on-going endeavor for over 100 years. With countless papers
on the various sales-centric topics that have been authored, there are still massive gaps in …
on the various sales-centric topics that have been authored, there are still massive gaps in …
The interactive effects of sales control systems on salesperson performance: A job demands–resources perspective
CF Miao, KR Evans - Journal of the Academy of Marketing Science, 2013 - Springer
Sales control systems represent an important managerial tool in directing the sales force for
desired organizational objectives. However, the majority of prior sales control research has …
desired organizational objectives. However, the majority of prior sales control research has …
Motivating salespeople to sell new products: The relative influence of attitudes, subjective norms, and self-efficacy
This research explores the relative influence of salespeople's attitudes toward selling a new
product, perceptions of subjective norms, and self-efficacy on the development of selling …
product, perceptions of subjective norms, and self-efficacy on the development of selling …
Dynamic and global drivers of salesperson effectiveness
Sales research has long established that salesperson individual and team drivers are key
for executing effective selling strategies. Yet radical changes in the sales context in the past …
for executing effective selling strategies. Yet radical changes in the sales context in the past …