“It is better to be loved than feared: Machiavellianism and the dark side of internal networking”
Sign Up to like & getrecommendations! Published in 2019 at "Marketing Letters"
DOI: 10.1007/s11002-019-09503-w
Abstract: Abstract There is a wealth of evidence—from both practice and academic research—demonstrating the efficacy of internal networking for sales performance. However, scant research has examined whether particular individual difference variables may attenuate this relationship. In… read more here.
Keywords: internal networking; research; sales performance; networking ... See more keywords
Salespersons' self-monitoring, psychological capital and sales performance
Sign Up to like & getrecommendations! Published in 2021 at "Asia Pacific Journal of Marketing and Logistics"
DOI: 10.1108/apjml-04-2020-0262
Abstract: PurposeDrawing on conservation of resources (COR) theory and the motivation-opportunity-ability (MOA) framework, this study examines how salespersons' self-monitoring and psychological capital influence sales performance.Design/methodology/approachThis study uses survey data from 293 salespersons employed in China and… read more here.
Keywords: based social; capital; self monitoring; social capital ... See more keywords
Sales performance and athletic outcome in young Thoroughbreds with pericarditis
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DOI: 10.1111/evj.12725
Abstract: BACKGROUND Pericarditis is a sporadic, but important cause of critical illness in horses of all ages. There is limited information on whether Thoroughbred horses that survive pericarditis are able to reach athletic potential. OBJECTIVES To… read more here.
Keywords: sales performance; young thoroughbreds; athletic outcome; pericarditis ... See more keywords
Managing Positive and Negative Trends in Sales Call Outcomes: The Role of Momentum
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DOI: 10.1177/00222437221095097
Abstract: Existing research treats sales performance as a series of discrete, independent events rather than a series of sales attempts with intertemporal spillover across these attempts. This research examines whether there are systematic short-term trends (“momentum”)… read more here.
Keywords: managing positive; positive negative; sales performance; negative momentum ... See more keywords
How Social Media Use in B2B Export Selling Contributes to Sales Performance: The Media Synchronicity Theory Perspective
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DOI: 10.1177/23294884231176279
Abstract: Despite increasing interest in the role of social media use (SMU) in improving performance, limited studies have examined its impact on sales performance in B2B export sales contexts. And the underlying mechanisms of such effects… read more here.
Keywords: social media; sales performance; smu sales; b2b export ... See more keywords