search query: @indexterm EXPERIENCE / total: 231
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| Author: | Rapp, A. (et al.) |
| Title: | Managing sales teams in a virtual environment |
| Journal: | International Journal of Research in Marketing
2010 : SEP, VOL. 27:3, p. 213-224 |
| Index terms: | marketing sales team work virtual organizations empowerment experience performance appraisal |
| Language: | eng |
| Abstract: | This study explores the linear and interactive influences of leader-empowering behaviours, team experience, and the degree of virtuality on team planning processes and performance among virtual sales teams. Based on data gathered across three separate time periods with more than 210 pharmaceutical sales teams, the results indicate that empowering leadership improves team planning processes being moderated by the team's experience. With teams gaining more experience, they are less likely to take part in effective planning. Yet, these effects are diminished as the team gets more virtual in nature. |
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