haku: @indexterm SALES MANAGEMENT / yhteensä: 391
| Tekijä: | Geiger, S.
Guenzi, P. |
| Otsikko: | The sales function in the twenty-first century: Where are we and where do we go from here? |
| Lehti: | European Journal of Marketing
2009 : VOL. 43:7/8, p. 873-889
|
| Asiasana: | marketing
sales management
research |
| Kieli: | eng |
| Tiivistelmä: | This is a Special issue on 'The sales function in the 21st century'. This guest editorial aims at positioning current sales research in relation to what academics perceive as important future research areas for sales theory and practice. The contents of the Special issue as follows:
"The changing role of sales: viewing sales as a strategic, cross-functional process" by K. Storbacka (et al.) ;
"Sales manager and sales team determinants of salesperson ethical behaviour" by J.W. Cadogan (et al.) ;
"The effects of coaching on salespeople's attitudes and behaviors: A contingency approach" by V. Onyemah ;
"Proactive and reactive: drivers for key account management programmes" by P-O. Brehmer and J. Rehme ;
"An exploratory study of sales-marketing integrative devices" by B. Dewsnap, D. Jobber ;
"Transformational leadership as a mediator of the relationship between behavior-based control and salespeople's key outcomes: An initial investigation" by N. Panagopoulos and S. Dimitriadis ;
"From products to solutions: the role of salesperson opportunity recognition" by F.L. Bonney, B.C. Williams ;
"An empirical investigation into the impact of relationship selling and LMX on salespeople's behaviours and sales effectiveness" by N.G. Paparoidamis and P. Guenzi ;
"Internet channel and perceived cannibalization: Scale development and validation in a personal selling context" by D. Sharma and J.B. Gassenheimer. |
