Browsing by Subject "sales management"
Now showing items 1-2 of 2
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Control Systems’ Effect on Attributional Processes and Sales Outcomes: A Cybernetic Information-Processing Perspective
(Journal of the Academy of Marketing Science, 2005-10-01)Built upon a cybernetic information-processing framework, this article advances and empirically tests a conceptual model proposing the relationships between sales controls (outcome, activity, capability), salespeople’s ... -
Extending job crafting in sales: A journey of change to positive performance
(2022-12)Salespeople frequently prioritize their own self-interest and those of the customer above the organization. Thus, a large majority of salespeople actively change their job or job craft. Job crafting involves the act of ...